What Makes You Different? Ask Your Buyers.

If you're already in business, assuming with a certain size of revenue, that means you do have some product market fit, that means those buyers see something in you as differentiators. So I would truly try to talk to people to really peel the onion to see what are the differentiators that made those buyers pick you over someone else. Could be price, could be anything. It might not be the same list that the internal folks want to believe, but I think that's the, the first part and then after that trying to validate it with other prospects, close loss close ones that kind of feedback and then bring that data and insights to the leadership. Because if you start from internally, there are a lot of hopes and dreams internally, especially in startups. And also we also internally we are the most cynical ones Be like, yeah, we're the same, it just seems same. But unless you're just tinkering like, you know, at the very, very early stage of business, if someone's paying for you, you have something to offer, you need to find out what it is.