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A few months ago, my friend Tim took a new sales job at a Series C tech company that had raised over $60 million from A-list investors. He’s one of the best salespeople I know, but soon after starting, he emailed me to say he was struggling.
“I’ve landed a few small accounts,” Tim said. “But my pitch falls flat at big enterprises.”
As I’ve written before, I love helping teams craft the high-level strategic story that powers sales, marketing, fundraising — everything. So Tim and I met for lunch at the Amber India restaurant off San Francisco’s Market Street to review his deck.
After loading up on the all-you-can-eat buffet, I asked Tim, “At what point do prospects tune out?”
“Usually a few slides in,” he said.
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Photo by Olu Eletu.
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James' World 2 
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