“Early on the idea is before you spend a ton of time on a sales page or marketing website you should get on calls and do demos and so on and so forth, and that's kind of the conventional wisdom right, like you should learn as much as you can from your audience”

Run sales-style demos before scaling marketing pages

Skip the polished marketing site at first. Hop on one-to-one calls, listen for the objections that actually surface, and learn which benefits land with which type of buyer. That direct sales context becomes the raw material for every segment and conditional block you build later in your funnel.