Your Value Prop Is About Pain Points, Not Marketing Terms w/ Adam Springer

<p><span style="font-weight: 400;">You’ve got a great product. </span><span style="font-weight: 400;">Its value is so obvious that it’s going to sell itself.</span></p> <p> </p> <p><span style="font-weight: 400;">You’ve just got to build it and the customers will come, right?</span></p> <p> </p> <p><span style="font-weight: 400;">Wrong.</span></p> <p> </p> <p><span style="font-weight: 400;">It’s not about the features, it’s about the pain points your prospects are facing. </span><span style="font-weight: 400;">In this episode, I catch up with</span> <a href= "https://www.linkedin.com/in/b2b-startup-sales-expert"><span style= "font-weight: 400;">Adam Springer</span></a><span style= "font-weight: 400;">, Founder at</span> <a href= "https://startupsales.io/"><span style= "font-weight: 400;">StartupSales</span></a><span style= "font-weight: 400;">, to find out why so many salespeople do such a bad job addressing the pain points customers really care about. </span></p> <p> </p> <p><span style="font-weight: 400;">We discuss:</span></p> <p> </p> <p><span style="font-weight: 400;">- Why marketers express their value proposition poorly</span></p> <p> </p> <p><span style="font-weight: 400;">- The 3 categories of pain points</span></p> <p> </p> <p><span style="font-weight: 400;">- How to nail your messaging.</span></p> <p> </p> <p><em><span style="font-weight: 400;">This post includes highlights of our podcast interview with</span></em> <a href= "https://www.linkedin.com/in/b2b-startup-sales-expert"><em><span style="font-weight: 400;"> Adam Springer</span></em></a><em><span style="font-weight: 400;">, Founder at StartupSales.</span></em></p> <p> </p> <p><em><span style="font-weight: 400;">For the entire interview, you can listen to</span></em> <a href= "https://itunes.apple.com/us/podcast/the-b2b-revenue-executive-experience/id1242104988?mt=2"> <em><span style="font-weight: 400;">The B2B Revenue Executive Experience</span></em></a><em><span style= "font-weight: 400;">. </span></em><em><span style= "font-weight: 400;">If you