Episode 83 - Burn the Deck: How Presales Wins When Buyers Have AI Superpowers
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Episode 83 - Burn the Deck: How Presales Wins When Buyers Have AI Superpowers
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Summary
Buyers aren’t showing up to your first call “curious” anymore, they’re showing up pre-researched, pre-ranked, and powered by AI.
In this episode, we’re joined by John Brunswick (former Distinguished SE at Salesforce, founder of StoryPath.ai, and author of Burn the Deck) to break down what AI is changing in the buyer/seller dynamic.
We dig into:
- Why AI gives buyers “superpowers” (and what that means for your first meeting)
- Why traditional product demos can feel like the worst first date ever
- How story becomes the envelope for your value, and helps you regain control
- Practical ways to add framing, “from/to” summaries, and pallet-cleansing medium shifts to keep buyers engaged
If you want your next discovery + demo to actually earn the second meeting, this one’s a must.
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