Revenue & Commercial
Past the Pilot
Discover before you demo. Practise framing outcomes instead of features with a buyer who has hidden concerns.
WHAT’S HARD
The brief is short. The conversation isn’t.
Budget is approved. The deck is ready. Then you learn they ran this pilot eighteen months ago.
The VP across the table championed it. The field never opened the dashboard.
HOW A SESSION WORKS
Four steps. About twenty minutes.
- 1°
Read the brief
The context, your role, and who you’re about to meet. No framework recap.
- 2°
Have the conversation
The other person pushes back, holds things back, and reacts to how you actually behave.
- 3°
Get the coaching debrief
What you did, what it cost you, and the specific move to change next time.
- 4°
Keep the evidence
Transcripts and cohort patterns your programme can actually show a sponsor.
BEFORE YOU START
Two things people ask.
Who am I in this conversation?
You're the Solutions Consultant pitching a demand-forecasting engagement. Vivek Nair is VP of Commercial Strategy at the buyer. You get the full brief after you sign in.
Do I need analytics or FMCG experience to practise this?
No. The brief covers the prior pilot and what is at stake. You're practising discovery before demo when the buyer has already been burned.
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