What problem is painful enough that a team of people will spend both their money and time to fix it? If you are solving a need, how can you describe what you do differently, so prospects also see it that way? What differentiates the customers who need you from the ones who don't? Where can you create the most financial value? Where can you get permission to create case studies or get references? (With some types of markets or customers these are almost impossible to get.) How can you “sell money”? How can you sell “things”?
