About this episode
Most teams drown in features and dashboards, then wonder why demos don’t convert. Data helps you find the right buyer... but it’s story that makes them care.
In this episode, Brandon Bornancin shows how top sellers turn product tours into three-act narratives where the buyer is the hero, the current pain is the conflict, and your solution is the resolution, with proof.
You’ll learn a simple playbook you can use tomorrow: open with outcomes and stakes, name the real villain (switching costs, bad data, slow handoffs), tie features to a timeline of measurable wins, and close every loop with a next step on the calendar.
Brandon breaks down how “persona follows process,” why receipts beat adjectives, and how consistent sharing (selfie, share, stream, with purpose) compounds trust and reach.
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