Instead of only showing your solution, ask the prospect to share their screen and walk through their current workflow. This "reverse demo" vividly exposes flaws in their system, making the need for your solution painfully obvious to everyone on the call, as evidenced by a crashing Excel file.

Instead of polished ad creative, have the founder record a simple, direct-to-camera video on their iPhone announcing the sale. This authentic, personal approach often generates higher click-through and conversion rates by creating a friend-to-friend connection with the audience.

To overcome a prospect's fear of risk, go beyond generic demos. Use their actual documents, data, and processes to show how your solution fits into their existing workflow. This makes the change feel less like a leap of faith and more like a natural evolution.

Vague stories can sound fabricated. Including specific, non-round numbers or precise facts (e.g., "it was 4.2" instead of "around 4") makes a narrative feel more authentic and tangible. This grounds the story in reality and enhances the salesperson's integrity and credibility.

Most marketing avoids negativity, but proactively addressing your product's flaws or top churn reasons is a powerful strategy. It disarms skeptical buyers who are used to perfect marketing narratives. This transparency builds trust and attracts best-fit customers who won't be surprised by your product's limitations.

The design of your business case sends a powerful signal. A document covered in your company's branding screams "sales material" and is perceived as biased. Instead, use a plain white page with the customer's logo and list the internal buying team as the author to make it feel like an internal, co-created document.

Data shows raw, authentic 'lo-fi' content significantly outperforms polished material. LinkedIn posts see 144% more engagement, Instagram gets 220% more, and email click-throughs rise 88%. This strategy works for all industries, including 'boring' B2B, because authentic human connection wins.

Overly polished video content in B2B can signal "advertisement" to users, causing them to disengage. Lower-fidelity, more authentic content often performs better because it feels more organic and native to social media feeds, focusing on the message rather than slick production.

To make the product's value tangible, a sales leader embedded a screenshot of a risk notification from Gong's platform directly into his email. This visual proof instantly communicates the problem and solution more powerfully than text alone, making the abstract concrete for the prospect.