This experiment typically has three outcomes:

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That’s why, back at my third start-up, we used a service called usertesting.com to get unbiased assessments of our solution from new users. With minimal guidance, we were able to observe the user’s interaction and real-time commentary on our website. The feedback very extremely enlightening (if not alarming at times) but definitely helped highlight our blind spots and align our online presence to our value proposition.

The good news is if you can pass tests #2 and 3 but aren’t sure about this one, you’re doing ok.

Test #2: Are Your Sales Reps Being Consistent?
Pull a random sales rep off the phone and ask them to explain what your company does in 15 seconds or less.



They nail it! Not only is the pitch awesome but it’s generally consistent across each rep.
Meh. Most reps manage to cobble together an ok pitch, but the impact is highly variable across your team
Trainwreck. After 2 minutes of incoherent babble, you wonder why you let these people talk to customers.
Ideally, you want outcome #1 but somewhere between #1 and 2 is workable. If you didn’t nail test #1 and aren’t quite sure how you’d do on this one, you better hope you’re on target for test #3!

Test #3: Is Your Executive Team Consistent?
Same as experiment #2 but with members of your executive team.


Can your finance, technical, support, or operations south africa telegram data leaders explain what you do? What about (no joke) your sales and marketing leaders? While we’d all like to think that the people steering the ship have the clarity and consistency of message we expect of everyone else, this isn’t always the case. Unfortunately, if you didn’t nail this one, it’s highly unlikely you hit #1 or 2 out of the park either. After all, if your senior leaders can’t clearly articulate your value proposition, how can you expect anyone to?