Andy calls strategic storytelling “the stor

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His clients include venture capital-backed companies and some large enterprises. I discovered Andy when he posted an article on called “The Greatest Sales Deck I’ve Ever Seen. It’s Zuora’s and it’s brilliant. Here’s why.” That post now has several million views. I had the chance to interview Andy in person a few months ago, and he was interested in sharing his story and methodology.

y in the buyer’s head.” His methodology is an oversimplified (not a gambling data brazil user list negative statement) version of McKee’s story model. Andy clearly mentions McKee's books as his main inspiration after failing a venture capital pitch several years ago. Andy Raskin's modelAndy Raskin's modelDissecting and analyzing several successful sales pitches, most from startups, Andy identified a common pattern.

Specifically, he noted how the presentations brilliantly walked prospects through elements in precisely the following order. Mention a big, relevant change in the world Don't start a sales presentation by talking about your product, where you're based, investors, customers, or anything about yourself. Instead, cite the undeniable change in the world that creates the following feelings: great risks; great urgency for your prospect.