Why this service
SALES STRATEGY AND NARRATIVE
When enterprise customers buy technology, they are investing in a story of how the technology will impact their business, their people, and their future. I help technology companies customize and tell that story to new customers, with a hypothesis-driven approach that is faster than traditional design thinking and more human than a deck filled with data.
Why this approach
LISTENING
I design every engagement so customers feel heard, instead of pitched. That means meeting activities and conversations are structured to surface what they need. I customize outputs as their needs become clearer, helping companies be viewed as partners.
CONNECTING
I translate product capability into customer reality: their workflows, their people, their business objectives. The narrative I build is their story, with the technology as the solution to a problem they already recognize or an opportunity that aligns with business goals.
CONTEXTUALIZING
I create a differentiating narrative that runs from the initial customer meeting through the final roadmap. Internal teams stay aligned. The customer stays centered. Every deliverable creates a clear picture, so teams aren’t starting from scratch when the deal moves forward.
How it works
DEFINE
Mode One: Open the conversation in a way that builds understanding and defines the opportunity.
1–2 weeks
Customized narratives for the customer or industry, with AI-accelerated research, industry insights, and service journey maps to frame the conversation
Meeting activities designed to get the customer talking, not watching a one-way presentation or demo
Facilitation of the meeting activities to deepen insights and inform next steps
Output for the tech company: A clear picture of the opportunity, identified decision makers and sponsors, and defined next steps. If the customer does not move forward, a concise report of learnings from the engagement, including what resonated, what did not, and refined hypotheses the sales team can carry into future conversations with this customer or similar ones.
FRAME
Mode Two: Refine the opportunity, align the stakeholders, and create the plan that makes the deal and the implementation possible.
2-4 weeks
Research and interviews built on Mode One insights or the tech team's existing customer knowledge, always including a direct conversation with the key customer stakeholder before the workshop
Workshops or working sessions designed to bring the right mix of stakeholders together to refine the opportunity, confirm readiness, and surface how the solution fits the organization as a whole
Service design map connecting the customer's front stage experience with the backstage technology, including intersections with agentic AI where relevant
Solution or implementation roadmap that moves beyond the sale to the plan for making it happen
Output for the customer: A presentation and report that connects the solution to the customer's business goals and the needs of their people, giving everyone who needs to say yes a clear and confident basis for the decision.
Output for the tech company: A separate report on customer and industry learnings that can inform future engagements, refine messaging, and strengthen the pipeline.
How I work
Streamlining Value. I bring a specific combination of research, facilitation, narrative design, and visual craft, adapted for sales and designed to inform development teams post-deal for a smooth transition. Assembling this range of capabilities separately doesn’t make sense before a deal is signed. This is where I fit. A typical engagement is three to six weeks.
Designing Conversations. Pre-engagement,, I work with the sales and tech teams to understand the opportunity, build artifacts, and refine a hypothesis about customer needs and why they matter. The depth of the prep is designed to create conversation and advance the opportunity. I want to understand what they need before they can commit.
Deepen Understanding. I don’t do workshops without extensive prep with a range of stakeholders. Sometimes, instead of a workshop, I conduct a series of individual or small-group interviews. The idea is to bring together the right mix of voices to refine the opportunity, confirm readiness, and assess how the solution fits the organization. This is critical for a successful adoption after the sale.
Always Capturing. I am always listening for where people are today, what they are uncertain about, and the barriers to committing. These insights help inform immediate and future customer opportunities. My goal is to provide you value in every customer engagement to help inform your own business.