Category: Messaging & Positioning
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Intro Founder storytelling is paramount, but before I understood good, strategic storytelling, I tried everything else. At Qv21, I built out a Challenger-style sales process—complete with reframes, insight pitches, and structured talk tracks. It worked… sometimes. But too often, the insight fell flat. It felt like I was giving a TED Talk to buyers who…
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People like to buy—but they hate to be sold.That truth is what makes a discovery call fail before they even start. Instead of a conversation, reps run through a checklist. Instead of uncovering motivation, they manufacture pain. And instead of guiding buyers, they push them—right into silence or objections. But it doesn’t have to be…