Standard Attack win plan – Module 16


Don’t show your cards too early. Build your strength and momentum as you go along and plan for the final burst of energy to differentiate and win.

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Use this approach when in a crowded field of competitors or when there is no clear ‘killer’ differentiator in your product.  It focuses on staying in the game until your reach the next round of evaluation and shortlist. It relies in using each round to understand something new and more about the Buyers. And then trying to peak towards the end by connecting that new understanding with their product offering.


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