![]() ![]() (I have no connection to Zuora, and no relationship with anyone who currently works there. I had received the deck from an ex-Zuora salesperson who said it helped him close the biggest deals of his career. enterprise software), there’s a good chance that Zuora facilitates those transactions. If you pay for anything on a recurring basis (e.g. The sales deck I showed Tim came from Zuora, the IPO-bound Silicon Valley company that sells a SaaS platform for subscription billing. “This,” I said, “is the greatest sales deck I have ever seen.” The 5 Elements of a Brilliant Sales Narrative When he returned, I pulled out my laptop and launched into a Powerpoint presentation. Intent on maximizing dining ROI, Tim went back to the buffet for seconds. So Tim and I met for lunch at the Amber India restaurant off San Francisco’s Market Street to review his deck.Īfter loading up on the all-you-can-eat buffet, I asked Tim, “At what point do prospects tune out?” “But my pitch falls flat at big enterprises.”Īs I’ve written before, one of my favorite things is helping teams craft the high-level strategic story that powers sales, marketing, fundraising-everything. “I’ve landed a few small accounts,” Tim said. He’s one of the best salespeople I know, but soon after starting, he emailed me to say he was struggling. Here's why.Ī few months ago, my friend Tim took a new sales job at a tech company that had raised over $60 million from A-list investors. Want a Better Pitch? Master the “Move”:Ģ443 Fillmore St.It's Zuora's and it's brilliant.The Greatest Sales Deck I’ve Ever Seen:.Listen now on Apple, Spotify, Google, Overcast, and YouTube.įind the transcript for this episode and all past episodes at: His clients include Gong, Dropbox, Uber, Salesforce, Square, and IBM. Marketing, product, fundraising, and recruiting. Find the best product gigs |Īndy Raskin helps CEOs align their leadership teams around a strategic narrative-a single story that powers success in sales, May 28The power of strategic narrative | Andy Raskinīrought to you by Coda-Meet the evolution of docs | Lenny’s Job Board-Hire the best product people. Lenny may be an investor in the companies discussed. For inquiries about sponsoring the podcast, email. Want a Better Pitch? Master the “Move”:.(55:30) Why the CEO needs to be part of the process (51:53) Why the second session is the low point in the process (46:33) Signs that something is broken in your strategic narrative (44:15) Should every company have a strategic narrative? (40:36) Why Andy thinks about movements instead of categories (39:08) Companies that are nailing their strategic narrative (36:12) The impact of shifting to the strategic narrative approach (31:33) An example of the 5-step framework in action ![]() (26:57) How the strategic narrative parallels the hero’s journey ![]() (15:23) How one piece of writing skyrocketed Andy’s career (12:02) Examples of a strategic narrative in action (10:34) How Salesforce would have pitched the old way Today’s transcript will be live by 8 a.m. įind the transcript for this episode and all past episodes at. Listen now on Apple, Spotify, Google, Overcast, and YouTube. Why Andy thinks about movements instead of categories.Who needs a strategic narrative and who doesn’t.Examples of strategic narratives in action.How having a strategic narrative can bring alignment to your entire company.What a strategic narrative is, and how to craft one.Find the best product gigs | Eco -Your most rewarding appĪndy Raskin helps CEOs align their leadership teams around a strategic narrative-a single story that powers success in sales, marketing, product, fundraising, and recruiting. ![]() Brought to you by Coda -Meet the evolution of docs | Lenny’s Job Board -Hire the best product people. ![]()
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