Your buyer doesn't purchase the future; they purchase either proof or math.
Great article! I've been building a research corpus around the history of trust and sales, here's a quick piece I wrote expanding on a few of your points: https://samriegel.substack.com/p/costly-signaling-of-lighthouses-and
> Canvassing every bus stop in a major metro isn’t grabbing land.
what is the term for subtweeting on substack? subsubstack?
The exposure-wins-over-math rule is the part most founders skip: they see budget and a clean ROI and assume landgrab, then get stuck in a pilot because they never asked how exposed the person signing actually is.
Great article! Would you consider healthcare AI startup in the lighthouse category? So similar to legal AI with Harvey for example!
Great article! I've been building a research corpus around the history of trust and sales, here's a quick piece I wrote expanding on a few of your points: https://samriegel.substack.com/p/costly-signaling-of-lighthouses-and
> Canvassing every bus stop in a major metro isn’t grabbing land.
what is the term for subtweeting on substack? subsubstack?
The exposure-wins-over-math rule is the part most founders skip: they see budget and a clean ROI and assume landgrab, then get stuck in a pilot because they never asked how exposed the person signing actually is.
Great article! Would you consider healthcare AI startup in the lighthouse category? So similar to legal AI with Harvey for example!