KEY INSIGHTS

• A Silver Bullet to Introduce:
  • How to define a buyer's problem.
  • What metrics a buyer uses, to define a problem.
  • The difference between: Business Problem v. Tactical Problem v. Root Cause.
  • The 12 types of problems, a buyer will solve.
• PLUS
  • What's an Impact?
  • The difference between a Business Problem & an Impact.
  • The 3 types of Impact: Persona Impact v. Vertical Impact v. Horizontal Imapct