The most important thing is teaching the sales/GTM team the right stories to tell. If they don't know the stories by heart, then it doesn't matter what's on the slide. I find that stories fall in one of three buckets: Pain stories: stories about a persona who really struggled with something before finding the solution you offer – time lost, money left on the table, embarrassment, regret, frustration with repetitive work. It's nice to include numbers that quantify the pain, but it's equally impor ...Read More
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