product

Lamy AL-star

By Lamy

1 recommend/use · 1 sourced episode

Every sourced reference

Short attributed excerpts only. Timestamps are approximate.

“Lamy All-Star, that's my that's my that's my great product lately.”

Speaker: April Dunford▶ Watch at ~1:21:30approx.

Win the champion first, then pre-load them to defeat every other stakeholder's objection

Dominate one underserved niche, then knock over adjacent segments until you can challenge the leader

Beat indecision by de-risking the buyer's decision, not by piling on FOMO

Roll out a new sales pitch by piloting it with your best rep, then let sales sell sales

Structure a sales pitch as market setup then differentiated value, not a feature walk-through

Ladder a differentiated feature up through repeated 'so what?' until you reach value rivals can't match

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