Key Points:

• How Brian got started with Attentive (01:04)
• My thoughts on the advantages of being vertical-specific with a quote from Steve Blank (02:52)
• Brian explains the competitive landscape Attentive was playing in at the start (04:23)
• Why selling should start with identifying the major problems facing your target customers (05:30)
• I discuss how to identify your customer's pain points and use that knowledge to outsell your competitors (06:15)
• Brian shares how Attentive saw early success with their outbound sales efforts (07:21)
• My thoughts on staying relevant to your customers (10:39)
• How Attentive is approaching a competitive landscape that is changing faster than ever before (13:49)
• I explain the importance of keeping up with an ever-evolving competitive landscape with a quote from LinkedIn's Jeff Weiner (15:04)
• Brian explains his strategy for getting accurate customer feedback (19:10)
• I unpack why customer feedback is so important in the era of saturated markets with a quote from Databox's Peter Caputa (22:51)
• Brian describes Attentive's website messaging strategy, and where he thinks others go wrong (24:53)
• My advice on choosing your website messaging strategy, and why you should test your messaging (26:14)
• Brian's advice for other founders and CEOs (27:25)
• Wrap up (28:56)

Mentioned:

Brian Long LinkedIn

Brian Long Twitter

Attentive LinkedIn

Attentive Website

Steve Blank LinkedIn

Jeff Weiner LinkedIn

How building methodically is helping Peter Caputa and Databox disrupt the business marketing analytics industry

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