Science Fiction or Reality?

Have you heard about Turing test?

It is a benchmark used to determine if a machine have ability to "think" like a human. It is developed in 1950 by Alan Turing who is widely credited as being the father of the AI and idea that machines can think

So AI isn't a new concept. It took a couple of decades for the technology advances to reach the level required to power AI machines and for people to recognize the true power of AI.

Definition: artificial intelligence (AI)
1: a branch of computer science dealing with the simulation of intelligent behavior in computers
2: the capability of a machine to imitate intelligent human behavior

Rise of the Autonomous Enterprise

Artificial Intelligence continues to change how we all work, think, live, communicate and play...


Note the subtle but important difference from what most pitch advice tells you, which is to start with “the problem.� When you assert that your prospects have a problem, you put them on the defensive. They may be unaware of the problem, or uncomfortable admitting they suffer from it.

But when you highlight a shift in the world, you get prospects to open up about how that shift affects them, how it scares them, and where they see opportunities. Most importantly, you grab their attention. As Hollywood screenwriting guru Robert McKee says:

…what attracts human attention is change. …if the temperature around you changes, if the phone rings — that gets your attention. The way in which a story begins is a starting event that creates a moment of change..

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#2. Show There'll Be Winners and Losers

All prospects suffer from what economists call “loss aversion.� That is, they tend to avoid a possible loss by sticking to the status quo, rather than risk a possible gain by opting for change.

To combat loss aversion, you must demonstrate how the change you cited above will create big winners and big losers. In other words, you have to show both of the following:

That adapting to the change you cited will likely result in a highly positive future for the prospect; and
That not doing so will likely result in an unacceptably negative future for the prospect
Zuora neatly accomplishes this by documenting a “mass extinction� among Fortune 500 companies…

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#3. Tease the Promised Land

It’s tempting at this point to jump into the details of your product or service. Resist that urge.

If you introduce product/service details too soon, prospects won’t yet have enough context for why those details are important, and they’ll tune out.

Instead, first present a “teaser� vision of the happily-ever-after that your product/service will help the prospect achieve—what I call the Promised Land.

Your Promised Land should be both desirable (obviously) and difficult for the prospect to achieve without outside help. Otherwise, why does your company exist?

After demonstrating that the subscription economy will result in winners and losers, Zuora presents this Promised Land slide, which offers concrete criteria for what it means to win in the subscription economy: 

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#4. Introduce Features as "Magic Gifts"

If it's not clear by now, successful sales decks follow the same narrative structure as epic films and fairy tales. Your prospect is Luke, and you're Obi Wan, furnishing a lightsaber to help him defeat the Empire. Your prospect is Frodo, and you're Gandalf, wielding wizardry to help him destroy the ring. Your prospect is Cinderella, and you're the fairy godmother, casting spells to get her to the ball.

When you introduce your product or service, do so by positioning its capabilities like the lightsaber, wizardry and spells as "magic gifts" for helping your main character (prospect) reach that much-desired Promised Land. 

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#5. Present Evidence You Can Make the Story Come True

In telling the sales narrative this way, you’re making a commitment to prospects: If they go with you, you’ll get them to the Promised Land.

But the road to the Promised Land is, by definition, littered with obstacles, so prospects are rightly skeptical of your ability to deliver. The last piece of the pitch, then, is the best evidence you can offer that you can make the story you’re telling come true.

By far, the most effective type of evidence is a success story about how you’ve already helped someone else (who is similar to the prospect) reach the Promised Land. Zuora has a set of customer success stories that sales reps draw on, and while they’re more elaborate in the actual deck, this testimonial captures the essence: 

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