Your goal here is to get high-level buy-in so that an executive believes not only in your product but also in your vision. Once they share this belief, they can offer tops-down pressure to accelerate your deal.

What goes into the CXO deck? Andy Raskin popularized this narrative framework in his now-famous post about Zuora’s deck entitled “The Greatest Sales Deck I’ve Ever Seen” (a staple for any enterprise sales team). To give a quick overview of his work, here are the core elements you’ll need:

[...]The most important piece of this narrative is your opening: What’s the big change in the world that made your company not only nice, but necessary?

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