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 LinkedInBrian Long TwitterAttentive LinkedInAttentive WebsiteSteve Blank LinkedInJeff Weiner LinkedInHow building methodically is helping Peter Caputa and Databox disrupt the business marketing analytics industryMy Links:TwitterLinkedInWebsiteWynterSpeeroCXL