Draw the Line: How Great ABM Starts With Strong Differentiation : 158

This is a podcast episode titled, Draw the Line: How Great ABM Starts With Strong Differentiation : 158. The summary for this episode is: <p>In this episode of "Scrappy ABM," host <a href="https://www.linkedin.com/in/masoncosby/" rel="noopener noreferrer" target="_blank">Mason Cosby</a> responds to a newsletter request from Shaughn, who is targeting security and compliance organizations requiring FedRAMP authorized signatures. Mason breaks down a strategic approach for standing out in a competitive market by leveraging a company's unique differentiators.</p><p><br></p><p><strong>Best Moments:</strong></p><p>(00:32) Introduction to Sean's specific ABM challenge in the electronic signature space</p><p>(01:19) The importance of leveraging FedRAMP authorization as a market differentiator</p><p>(02:11) Developing an "onlyness statement" based on unique value propositions</p><p>(02:39) How to identify your true differentiators by asking customers why they buy</p><p>(03:30) Using the account progression model to highlight specific problems you solve</p><p>(04:58) Creating buyer enablement content to help champions sell internally</p><p>(05:40) Warning against claiming "onlyness" publicly without true differentiation</p><p>(07:29) Recommendation to focus on one department (HR, procurement, or legal) initially</p>