Podcast

April Dunford on product positioning, segmentation, and optimizing your sales process

Lenny's Podcast Free Intermediate

This conversation walks through the difference between a persona and a real segment, and why founders default to segmenting by job title when the real dividing line is context and urgency. Listen for the section on how to test whether your positioning is too broad, it maps directly onto the domain expert trap.

• A segment is defined by shared context and needs, a persona is just a description of a person
• Test positioning by watching which prospects self select in versus which need convincing
• Broad positioning is usually a symptom of not having done the segmentation work