Are your customer meetings focusing on your product or your customer?
If you are spending time talking about your product, you are leaving a lot of value on the table (and probably finding it difficult to get your customers to keep coming back for more).
This week, Bob London and Jeff Breunsbach spend some time talking about how a shift from a product focus to a more strategic role that supports the high level goals and needs of your customer can increase the impact and alignment you have.
Move into authentic conversations rather than presentations
Show how other companies are using your product successfully
Include both tactical and strategic components in your interactions
Learn the industry needs by finding resources and conversations that allow you to understand where issues and interests are focused