This episode zeroes in on retellability- why deals die in the room you’re not in, and how to design a short, problem-first message that a buyer can carry and reuse. Mark Bourgeois (Oratium) breaks down trimming bloated decks to a 5–7 slide story, leading with the customer’s problem, and using clear headlines so your champion can replay the narrative internally. Bottom line: If they can’t retell it, you won’t win it.
Current State & Problem
- Teams show up late and lead with catalog decks instead of a buyer-ready story.
- Messages are sender-centric; they don’t travel across the stakeholder group.
- Champions aren’t equipped to replay the narrative—so momentum stalls.
- Meetings are overstuffed: too much presenting, not enough discussion.
- Content lacks a named problem/initiative, so nothing sticks or spreads.
Key Takeaways & Insights
- Retellability is the acid test: If a non-expert can replay it, you’re in the game.
- Problem first, product later: Lead with the customer’s problem, impact, and stakes.
- 5–7 slide arc: Problem → impact → how we solve → proof/objections → next step.
- Headlines > bullets: Each slide needs a sentence headline that tells the story.
- Design for conversation: Aim for ~1/3 content, 2/3 discussion in the meeting.
- Name the problem: Give the initiative a simple, memorable handle people can repeat.
- Make slides reusable: Build them so champions can forward without you in the room.
- Practice like a playbook: Shorten, sharpen, rehearse- then coach the team to deliver.
What is Selling What's Possible?
Welcome to Selling What's Possible, the podcast that's pushing the boundaries of modern account sales. I'm your host, David Irwin, CEO of Polaris I/O and a veteran with 30 years of experience in successful account sales programs.
In each episode, we'll dive deep into the world of strategic account development, uncovering innovative approaches and fresh perspectives that you may not have considered before. We'll be joined by top sales professionals, revenue leaders, and dynamic innovators who are reshaping the landscape of account sales.
Whether you're navigating the complexities of key accounts or seeking to expand value-driven outcomes for your customers, this podcast is your guide to consistently growing your strategic account relationships.
Get ready to challenge conventional wisdom, explore new methodologies, and unlock the full potential of your account sales strategies. This is Selling What's Possible - where we turn potential into reality.