CarTalk with Kartik #264: The Danger of the Middle
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CarTalk with Kartik #264: The Danger of the Middle
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CarTalk with Kartik #264: The Danger of the Middle
Are we actually focused, or just busy? That’s the question one of the CEOs I work with asked me recently. Having worked with over 50 CEOs, fueling millions in revenue growth, here’s my answer.
Most founders believe they are focused. They picked a niche. They closed some early deals. Revenue is coming in. But that is exactly where many companies stall. They operate in the middle.
When your message works for too many use cases, it truly works for none. Sales cycles slow down, pricing power drops, and your team reacts instead of refining.
Real growth comes from narrowing again. Use your first 20 to 30 customers to double down on the segment that closes fastest, expands most, and values you the highest. Be bold enough to say no to everyone else. And escape the danger of the middle.
This insight comes from page 180 of my bestselling business book Wisdom From Wizards. Check it out at:
https://WisdomFromWizards.com/s
#CEO #Positioning #Focus #GrowthStrategy #B2BSaaS #Scaleups #Revenue