- A point of view tied to what the business cares about wins the meeting.
- It anchors an echo chamber that gets stronger as it moves through the deal.
- It compressed a nine-month cycle to six, because delay had a visible cost.
The right point of view does not just win a meeting. It compresses the whole deal.
We can help you sell a million more cars
Douglas Mancini's example: a meeting with the CTO of a large UK car-dealer network. Like the CEO, the CTO cared about selling cars, not technology. Knowing the business wanted to sell nine million more cars, the point of view was simply, we can help you sell a million more a year. The CTO giggled and asked how. We are glad you asked, backed by real detail on the flaws in their customer journey. That credibility kicked off an echo chamber: these people can help us sell a million more cars. It turned a nine-month sales cycle into six, because every month of delay was lost car sales.
The same works lower down. Even an SMB owner needs a commercial point of view, not a feature pitch.
More in getting a meeting with the C-suite and why enterprise sales is won before the proposal.
