MATURITY FRAMEWORKS: A HIDDEN GEM IN YOUR GTM STRATEGY

Summary from the TLDR Founders newsletter

Want to break out of feature-based selling and start selling business outcomes? Implement a maturity framework that maps your customers' journey from beginner to best-in-class, complete with assessment tools that help prospects benchmark themselves against peers. Companies like BEA Systems, MeridianLink, and Marketo have transformed their sales cycles by shifting conversations from "Do you want this feature?" to "Here's where you stand compared to competitors, and here's how we help you advance."