Resources

Akio Aida discusses developing a compelling sales narrative to secure enterprise deals by applying strategy consulting frameworks. He recommends focusing on three key inputs: 

 

1. Creating a clear problem statement using the SCI framework

2. Conducting an external analysis with the PESTEL model

3. Mapping stakeholders based on their power and interest. 

 

Akio emphasizes that a clear, articulated business case is your trigger for Executive Buying Committees to make decisions. By identifying gaps in the sales narrative, salespeople can strengthen their story and motivate buyers to partner with them.