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Harnessing the Power of Differentiated Value: How To Win Over Customers and Outperform Competitors

Positioning with April Dunford

CHAPTER

How to Find the Balance Between Features and Value

The big problem I see, for example, in product walkthrough demos is they're often just talking about features. You need to find this kind of sweet spot on the continuum between features and value. So ideally, what a product walkthrough should be is it should be showing you features within the context of the value or why the features matter. That's why this is so tricky. It's not going to be easy when you go to do this."

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