This episode zeroes in on retellability- why deals die in the room you’re not in, and how to design a short, problem-first message that a buyer can carry and reuse. Mark Bourgeois (Oratium) breaks down trimming bloated decks to a 5–7 slide story, leading with the customer’s problem, and using clear headlines so your champion can replay the narrative internally. Bottom line: If they can’t retell it, you won’t win it.

Current State & Problem

• Teams show up late and lead with catalog decks instead of a buyer-ready story.
• Messages are sender-centric; they don’t travel across the stakeholder group.
• Champions aren’t equipped to replay the narrative—so momentum stalls.
• Meetings are overstuffed: too much presenting, not enough discussion.
• Content lacks a named problem/initiative, so nothing sticks or spreads.

Key Takeaways & Insights

• Retellability is the acid test: If a non-expert can replay it, you’re in the game.
• Problem first, product later: Lead with the customer’s problem, impact, and stakes.
• 5–7 slide arc: Problem → impact → how we solve → proof/objections → next step.
• Headlines > bullets: Each slide needs a sentence headline that tells the story.
• Design for conversation: Aim for ~1/3 content, 2/3 discussion in the meeting.
• Name the problem: Give the initiative a simple, memorable handle people can repeat.
• Make slides reusable: Build them so champions can forward without you in the room.
• Practice like a playbook: Shorten, sharpen, rehearse- then coach the team to deliver.