How do you speak their language and when do you present your story?

• Don’t talk how you do it. Talk more about who you are doing it with.

• As more companies move to SASS there is a lack of product marketing.

• Your message must be tailored to the appropriate group. Put in the hard work listen to earning presentations calls and how they describe, core business driver’s language like how they describe achieving growth of revenue. For example, strong organic revenue growth achieved through expanding volumes.

• Every company will state their 3 core priorities - attach to one of these priorities.

• 2 sentences to add value to executive needs to be high value content.

If you would like to receive a full transcription of the notes taken during the interview with Jim then please connect at [email protected]