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Issue
Definition
Impact
Leading with technical features instead of focusing on the tangible benefits and outcomes those features deliver for the prospect's business.
Creates a disconnect, fails to illustrate the value proposition in a way that resonates with the prospect's bottom line.
Struggle to quantify the value proposition, making it difficult for prospects to grasp the return on investment (ROI) of the solution.
Creates ambiguity and uncertainty, hindering the prospect's ability to justify the purchase decision.
Failure to truly understand the prospect's unique needs and challenges.
Superficial interaction, undermines trust, and hinders the prospect's perception of the startup as a valuable partner.
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