Teach Before You Tailor
Explain how commercial teaching creates urgency without attacking the buyer.
The move: reframe the business problem. Commercial teaching is not a lecture. It is a useful reframe. The buyer starts with a familiar view of the problem; the seller introduces evidence that makes the familiar view feel incomplete. That creates productive tension: “If this is true, we may be solving the wrong problem.” The seller then tailors the insight. A CFO needs margin, risk, and forecast language. A RevOps leader needs process leakage, data quality, and adoption language. A frontline manager needs time, handoffs, and rep behavior language. The same insight lands differently depending on whose decision it changes. Stat…
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