I found it entertaining, if not a bit off-puting, how the blog article follows a similar sales tactics as the slide deck itself.

The mythical mentorship lunch imparts knowledge over sauce-stained notes leading to the biggest deal ever. Oooh... ahhh...

It’s sad that our primate brains respond so well to it. As an engineer I even hate it a little bit. But if you’re customer facing you have to embrace storytelling, and that requires finding the thesis statement about why the world needs your product. And you won’t find that in your Feature list.

Actually the thing that really amazes me is that you can only basically tell people ONE thing. Try to communicate two things and they hear neither. I don’t care how many slides, or how many salespeople, or how many people work in your marketing department. The difficulty level of successfully communicating one single idea to your prospective customers is just way higher than you would ever think is reasonably possible.

I think that’s why pitches that just constantly reinforce a single simple concept: “THIS is how you need to do business now” are more likely to reach the target audience and make an impression.