Sales delivery for a thinking buyer.
A 45-minute sales-delivery track for the team selling PM33. Pitch versions for three audiences, discovery scripts per persona, a demo flow that's not a feature tour, twelve common objections with two-line answers, pricing math, and competitive positioning.
Built on research, not opinion. Primary sources: Gong (67K+ analyzed demos, 326K+ analyzed calls), Gartner (74% buyer-committee unhealthy-conflict finding), April Dunford (Sales Pitch + Obviously Awesome), Madhavan Ramanujam (Monetizing Innovation), Play Bigger. Frameworks like MEDDIC and Challenger are referenced but not re-taught.
The 6-module path
The Pitch (60s / 3min / 5min)
Three pitch versions for three audiences — CEO elevator (60s), CTO discovery (3min), security/procurement (5min). Beat structures grounded in Gong + Dunford research. When to switch mid-conversation.
Discovery Questions for Each Persona
The actual question scripts to use with PMs, engineering leaders, CFOs, and CISOs. Problem-shaped openings + the disqualification questions you should never skip.
Demo Flow
A Dunford-aligned demo (not a feature tour). The 7-beat arc, where the most demos fail (minute 4-7), and the "show, don't tell" moments that close.
Objection Handling (Extended)
The 12 most common objections — 7 evergreen + 5 AI-era specific to 2026. Two-line answers for each + the deeper reframe when the buyer pushes back.
Pricing Conversation
Ramanujam-style pricing scripts. How to anchor, how to defend, and the three numbers to never share. The discount-on-multi-year math that closes 70% of stuck deals.
Competitive Positioning
How to position against GitHub Spec Kit, Anthropic's harness, LangChain agents, and (soon) every closed-loop entrant. The Dunford "alternatives, differentiated value, ideal customer" frame applied to PM33.
Total: ~45 minutes for the full track. New AEs should pair this with shadowing one closed deal.
Pick a path
Four common reasons people open this track.
| If you're… | Why | Read these | Time |
|---|---|---|---|
| Account Executive — first PM33 call this week | Pitch + discovery + objections. Cover the basics in 28 min. | 28 min | |
| Sales engineer prepping a demo | Demo flow + positioning are the two load-bearing pieces. | 23 min | |
| AE running a stuck deal | Objection handling + pricing — the two things that unstick. | 17 min | |
| New hire — full ramp-up | Whole track end-to-end. Pair with shadowing one closed deal. | 45 min |
The technical pitch material referenced throughout lives in the Builder Track →. The executive framing your buyer asks for lives in the Executive Track →.