here's 20 bite-size learnings I’ve collected from our sales experience

13) Want help crafting your value propositions and finding your first customers? I'd love to help! Check out our program, The Revenue Accelerator. https://t.co/PQA9wLvQUA

12) Remember, customers are just people. Not markets or companies. People are not looking for more technology. What they are looking for are solutions to their problems. At the end of the day, selling is helping. Solve a problem or go away. Give it a try!

11) After: We help directors of affordable housing at bay area cities meet their RHNA requirements by significantly reducing the amount of time spent on BMR program administration.

10) Before: We provide state-of-the-art technology to city governments looking to improve their affordable housing department.

9) After: We help CROs of industry-leading tech sales organizations increase revenue while reducing the cost per hire by identifying candidates most likely to hit quota.

8) A few examples: Before: Game-changing, AI-based behavioral analytics technology that analyzes team performance data in real-time to identify the characteristics of top employees.

7) Problem you solve = This is the how behind the metric that you impact. What are they doing today that they won't be doing with your product? You don't mention your tech here either but your technology is what enables you to solve this problem.

6) Metrics = How is your ideal customer measured? Every economic buyer has specific metrics. Look their metrics up on LinkedIn and identify which ones you impact. If you don't know which metric you impact or you don't impact a top 3 metric then you will not be a priority.

5) Industry = What specific industry is your ideal customer in? The riches are in the niches. Does a CEO in the construction industry think about the same things as a CEO in banking? Of course now! Narrow your focus.

4) Job title = The job title of the economic buyer. Remember, customers are not TAMs and SAMs. They are people just like you. Your value proposition should speak directly to them.

3) Use this formula to generate your value proposition: We help (job title) at (industry) companies achieve (metrics) by helping them (problem you solve). That's it. No mention of technology anywhere. Let me break it down further.

2) First off, a simple principle: Customers want to know what you do FOR THEM, not what your features are. So, how do you translate what you are into how do you help? Hint: you don't need to be a professional marketer or wordsmith to do this.

1) Over the past 8 years @growthx I've helped hundreds of #founders get their first customers. One of the biggest and most solvable problems founders run into with their go-to-market strategy is messaging. Here's how to fix that so that you can find customers and grow revenue.

If you found this helpful, be sure to check out some of our resources @growthx and check out our program, The Revenue Accelerator if you're interested in getting hands-on GTM help. https://t.co/PQA9wLvQUA

The key to capital efficient go-to-market is to take a disciplined approach to investing in customers and revenue. Not all customers and revenue are created equal you empower yourself to move away from thoughtless spray and pray and towards intentional and surgical go-to-market.

Shift your thinking from quantity to quality. Instead of stretching a dollar of runway ultra-thin to reach out to hundreds or thousands of potential customers, take that same budget and target a small, highly-qualified audience with persistent, personalized and effective outreach

Founders should focus on revenue, not lead generation. Spending money to fill the top of the funnel with leads before understanding the characteristics of the leads that are most likely to efficiently result in revenue creates a massive signal-to-noise problem.

Pilot-led growth can be a powerful strategy for startups. Instead of burning runway on long sales cycles that might go nowhere, start small, grow from your pilot customers, and use their feedback and success to attract new pilot customers. #pilotledgrowth #startupstrategy

Economic headwinds are GTM opportunities in disguise for startups. Reposition the value of your technology not as additional spend but as a way for companies to do more with less. Especially true if you're targeting companies and teams that are smaller today.