Essay

The Greatest Sales Deck I've Ever Seen

Andy Raskin 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.

  • 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
Open on medium.com ↗

The question it answers

  1. When my product is technical and I am selling to non-technical buyers, how do I demo it without confusing them?

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