{"version":1,"type":"rich","provider_name":"Libsyn","provider_url":"https:\/\/www.libsyn.com","height":90,"width":600,"title":"Your Value Prop Is About Pain Points, Not Marketing Terms w\/ Adam Springer","description":"You\u2019ve got a great product. Its value is so obvious that it\u2019s going to sell itself.   You\u2019ve just got to build it and the customers will come, right?   Wrong.   It\u2019s not about the features, it\u2019s about the pain points your prospects are facing. In this episode, I catch up with Adam Springer, Founder at StartupSales, to find out why so many salespeople do such a bad job addressing the pain points customers really care about.    We discuss:   - Why marketers express their value proposition poorly   - The 3 categories of pain points   - How to nail your messaging.   This post includes highlights of our podcast interview with Adam Springer, Founder at StartupSales.   For the entire interview, you can listen to The B2B Revenue Executive Experience. If you don\u2019t use Apple Podcasts, we suggest this link. ","author_name":"The B2B Revenue Executive Experience","author_url":"http:\/\/www.b2brevexec.com","html":"