We heard from pitch expert and author The 3 Minute Rule, Brant Pinvidic, who has an unpopular but common opinion about sales. He doesn’t just state the problem, he provides a solution to it.
What Brant is referencing in this bit is the importance of leading the conversation to a buying decision instead of proving value. The way he does that is by using his WHAC method, where you conceptualize the idea, contextualize the feasibility, and actualize the next steps. This helps optimize the message for an autonomous evaluation, having simply and stated all of the important information that goes into the decision making process.