✍️ Essay
Free
Intermediate
Raskin has coached the sales narratives at Gong, Uber, Dropbox and Square, and this essay is the one everyone in B2B sales quietly circulates. His core move, open with a change in the buyer's world instead of 'the problem,' gets a non-technical buyer talking about their own situation before you show a single screen. Read it right before you sit down to storyboard your next demo, it will change the first two minutes.
The Greatest Sales Deck I've Ever Seen
From Andy Raskin
- Naming a shift in the buyer's world opens people up faster than naming 'the problem' does
- A demo lands better when it arrives inside a story the buyer already agrees with
- Senior stakeholders engage more when the narrative feels like insight, not a pitch
