No slide deck in the world can help you sell if you can’t do two things:

  1. Listen: Understand their world before you tell them about yours. Ask human questions (not just BANT) that reveal the real life stakes if things don’t improve. No one wants to be put through the qualification process.
  2. Tell a compelling story: Tying the company mission back to the old way/new way story is the only way to break through for real buy-in and impact.