100. Why Experience and Differentiation Are Key to Grow from a Startup to a Scaleup with Tim Caito

<p><span style="font-weight: 400;">Selling to a founder’s network is very different from selling to those outside the network.</span></p> <p><span style="font-weight: 400;">As startups reach that threshold, they find that what worked before is no longer getting them the leads to scale and grow.</span></p> <p><span style="font-weight: 400;">So for my 100th episode, I got back my first guest, Tim Caito. Tim and I revisit what he talked about before, the value and power of differentiation. Now, I believe this has become increasingly valuable as buyer expectations have become much higher. </span></p> <p><span style="font-weight: 400;">In this digital-first world we’re in, what are the things startups need to do as they’re planning to scale?</span></p> <p><span style="font-weight: 400;">Well, you’d have to tune in to find out.</span></p> <p> </p> <p><strong>We’ll talk about:</strong></p> <ol> <li style="font-weight: 400;" aria-level="1"><span style= "font-weight: 400;">Tim’s background and the work he does</span> <strong>[02:36]</strong></li> <li style="font-weight: 400;" aria-level="1"><span style= "font-weight: 400;">Sometimes founders end up as barriers to their startup’s growth</span> <strong>[04:54]</strong></li> <li style="font-weight: 400;" aria-level="1"><span style= "font-weight: 400;">Selling is just problem solving</span> <strong>[08:40]</strong></li> <li style="font-weight: 400;" aria-level="1"><span style= "font-weight: 400;">Crazy founder syndrome is real and it’s a problem</span> <strong>[15:03]</strong></li> <li style="font-weight: 400;" aria-level="1"><span style= "font-weight: 400;">What makes you different makes you relevant</span> <strong>[22:35]</strong></li> <li style="font-weight: 400;" aria-level="1"><span style= "font-weight: 400;">Tim’s process of reverse engineering and forward engineering differentiation</span> <strong>[29:56]</strong></li> <li style="font-weight: 400;" aria-level="1"><span style= "font-weight: 400;">Aim to get the collective ‘Yes’</span> <strong>[34:43]</strong></li> <li s