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HBO and The Ringer's Bill Simmons hosts the most downloaded sports podcast of all time, with a rotating crew of celebrities, athletes, and media staples, as well as mainstays like Cousin Sal, Joe House, and a slew of other friends and family members who always happen to be suspiciously available.
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In this clip, Karl Mosgofian breaks down why most vendor pitches lose buyers in the first minutes and how to fix it with a simple, direct first-meeting flow. We show how to validate pain fast, lead with what you built, and make differentiation tangible so a champion can emerge.
• One-slide pain validation with a quick head nod
• Skip the long problem story and benefit monologue
• Lead with what you make in plain language
• Highlight concrete differentiation that fits buyer constraints
• Use a simple proof point instead of deep technical dives
• Design a low-friction next step for pilots and security
FULL EPISODE TITLE: Go-to-Market Strategies of a Veteran CIO
Chapters
1. Stop Explaining My Problem (00:00:00)
2. One Slide To Validate Pain (00:01:18)
3. Don’t Read The Slide (00:02:26)
4. Skip The 10-Minute Benefit Monologue (00:03:10)
5. Lead With What You Make (00:03:56)
6. Why You Versus Everyone Else (00:04:20)
7. Differentiation That Actually Matters (00:04:49)
8. Save Benefits For Internal Selling (00:05:01)
61 episodes
