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FOUR ACTIONABLE TAKEAWAYS
Align on the problem and impact first, then start brainstorming root causes and solutions
Build a problem identification chart with the problems, impacts, root causes of your ICP
Talk to customers, become an expert. Why did they buy? What problems did you have?
You need customers to agree to the problem they have and be willing to solve it with you.
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Author of Gap Selling
CEO @ Noted Analytics
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