For the moments that make
or break the deal.
Every enterprise deal has turning points. Here's how sellers show up ready for each one.
The First Meeting
Earn the second meeting.
The Moment
You've got 30 minutes with a VP you've never met. They've already talked to two competitors this week. You get one shot to prove you're different.
What Most Reps Do
Skim the LinkedIn profile to look for connections. Scan the website to look for pain points that map to your solution. Prepare an upfront contract for your conversation. Pitch your product hoping that you can inspire a second meeting.
What Changes with StoryPath
You walk in with a point of view. You reference their Q3 earnings call. You ask a question that makes them pause and say, "Actually, yeah-how did you know that?"
The Outcome
You're not another vendor running a discovery checklist. You're someone worth a second conversation.
The Discovery Call
Ask questions that build relationships, not interrogations.
The Moment
Discovery is where deals are won or lost. But buyers have answered "tell me about your business and what you're trying to accomplish this year?" six times this week. You sound like everyone else.
What Most Reps Do
Run through a BANT checklist. Pepper the prospect with questions to try and find a problem worth solving all while making the buyer do the work.
What Changes with StoryPath
You arrive with a hypothesis: "Based on your recent acquisition, I'm guessing data consolidation is costing you somewhere around $400K a month. Is that close, or am I missing something?"
The Outcome
The buyer leans in. You're not extracting information—you're co-diagnosing. Trust builds faster. The deal qualifies itself.
The Stalled Deal
Unstick the deal that went quiet.
The Moment
Great first meeting. Solid demo. Then... silence. Your emails go unanswered. The champion stops responding. The deal is slipping into "no decision."
What Most Reps Do
Send "following-up and checking-in" emails. Hope the champion resurfaces. Watch the deal slowly die.
What Changes with StoryPath
You re-engage with new value: a fresh angle tied to something that just happened in their business, a cost-of-inaction framework that creates urgency, or a champion brief that makes the internal sale easier.
The Outcome
The deal has new momentum. Your champion has new ammunition. "No decision" becomes "let's get this done."
The Competitive Bake-Off
Be the obvious choice.
The Moment
You're one of three vendors in the final round. The buyer is comparing features side-by-side. Everyone sounds the same.
What Most Reps Do
Lead with features. Trash the competition. Hope the demo was impressive enough.
What Changes with StoryPath
You reframe the conversation around what actually matters to this buyer. You position on outcomes, not features. You give your champion the language to defend you when the other vendors aren't in the room.
The Outcome
You're not competing on checkboxes. You're the one who understood their business.
I used to spend two hours prepping and still feel underprepared. Now I spend ten minutes and walk in like I've been in their staff meetings.
The Champion Enablement
Win the room you're not in.
The Moment
Your champion loves you. But they're about to pitch the CFO—without you. If they fumble the value story, the deal dies in a meeting you'll never see.
What Most Reps Do
Forward a 47-slide deck and hope for the best.
What Changes with StoryPath
You equip your champion with a 90-second executive summary in their words. Financial justification the CFO can validate. A story they're confident to tell because it sounds like their insight, not your pitch.
The Outcome
Your champion becomes a hero for bringing you in. The CFO says, "This is exactly the kind of thinking we need."
The Executive Meeting
Sound like a peer, not a vendor.
The Moment
You've got 20 minutes with the CEO. They don't care about your product. They care about their business. If you waste their time, there's no recovery.
What Most Reps Do
Rattle off features. Pitch the company story. Pray something resonates.
What Changes with StoryPath
You speak their language. You connect your solution to their strategic priorities—the ones from their investor day, not your marketing deck. You sound like someone who's done the work.
The Outcome
The exec leans in. They ask questions. They tell their team to make this a priority.
Absolutely love the app. Used it for prepping my POVs and meetings with new clients and also to get new angles on existing clients. Specifically like that it gives me the competition info that we usually grapple to get.
The Multi-Thread
Build your coalition before you need it.
The Moment
You've got a great champion in Operations. But the CFO, Security, and IT haven't heard from you. When the deal goes to committee, you'll have three strangers deciding your fate.
What Most Reps Do
Single-thread the champion. Find out about the other stakeholders when it's too late.
What Changes with StoryPath
You identify the buying committee early. You engage each stakeholder with messaging that speaks to their specific priorities. By the time the committee meets, you have allies—not strangers.
The Outcome
The deal doesn't die in committee. It passes because you've already built consensus.
The QBR / Expansion
Turn customers into pipeline.
The Moment
You've got an existing customer. They're happy. But "happy" doesn't mean expanding. You need to find the next opportunity without sounding like you're just hunting for quota.
What Most Reps Do
Ask "what else can we help with?" Hope the customer volunteers a new problem.
What Changes with StoryPath
You come with a POV on what's changed in their business—and how you can help with what's next. You're not selling. You're advising.
The Outcome
Expansion feels natural. The customer sees you as a partner, not a vendor looking for an upsell.
Account Planning
Turn "I should know this account" into "I'm ready for this account."
The Moment
Account planning sets the ceiling on the deal—who you reach, how fast it moves, and whether you sound like a partner or a tab-hoarder.
What Most Reps Do
They Google + LinkedIn the account, paste notes into a template, and call it a plan. It's mostly facts, not strategy, and it goes stale fast.
What Changes with StoryPath
StoryPath turns signals into a real plan: why now, a clear POV, the right stakeholders, what each one cares about, and the next best actions—all in one place, kept up to date.
The Outcome
You target the right accounts, show up with a strong POV, multithread faster, and keep deals moving with less rework and fewer stalls.
It generated a very specific business use case analysis for the given customer. It did an awesome job with just basic inputs. Customer presents this information internally today and they are moving forward!
Pick your moment.
See StoryPath work.
Ready to show up prepared for every deal-defining conversation?