“Stop leading with your solution. Start listening to what actually sucks.”

Clint Alanis (Co-Founder & COO, Smack Technologies) breaks down the biggest mistake in defense tech sales:

“Are they a customer you’re trying to wedge into the car you already have… or are you asking them in a way that you can build the car specifically to what they’re trying to get done?”

Ask “What sucks?” → Understand deeply → Build what the war fighter really needs.

Full episode on Robots and Red Tape: “Decision Dominance: Physics-Based AI for Defense with Clint Alanis” https://youtu.be/-swhdmazF-A

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