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Episode 82 - The three Best Places to show Value in a Discovery Call
In 2000, Netflix offered to sell itself to Blockbuster for $50 million. Blockbuster passed. They even had their own streaming idea years before Netflix launched it. The reason it never happened: late fees made up 16% of Blockbuster's revenue, and no one inside the company built enough urgency around the cost of standing still.
Hosts Josh Shirley and Dave unpack three specific spots in a sales conversation where value quietly slips away. First, stopping on surface-level pain instead of digging into what it's actually costing the buyer emotionally. Second, putting the financial impact into the…
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