This episode zeroes in on retellability- why deals die in the room you’re not in, and how to design a short, problem-first message that a buyer can carry and reuse. Mark Bourgeois (Oratium) breaks down trimming bloated decks to a 5–7 slide story, leading with the customer’s problem, and using clear headlines so your champion can replay the narrative internally. Bottom line: If they can’t retell it, you won’t win it. 

Current State & Problem 

• Teams show up late and lead with catalog decks instead of a buyer-ready story. 
• Messages are sender-centric; they don’t travel across the stakeholder group. 
• Champions aren’t equipped to replay the narrative—so momentum stalls. 
• Meetings are overstuffed: too much presenting, not enough discussion. 
• Content lacks a named problem/initiative, so nothing sticks or spreads. 

Key Takeaways & Insights 

• Retellability is the acid test: If a non-expert can replay it, you’re in the game. 
• Problem first, product later: Lead with the customer’s problem, impact, and stakes. 
• 5–7 slide arc: Problem → impact → how we solve → proof/objections → next step. 
• Headlines > bullets: Each slide needs a sentence headline that tells the story. 
• Design for conversation: Aim for ~1/3 content, 2/3 discussion in the meeting. 
• Name the problem: Give the initiative a simple, memorable handle people can repeat. 
• Make slides reusable: Build them so champions can forward without you in the room. 
• Practice like a playbook: Shorten, sharpen, rehearse- then coach the team to deliver.