The recruiting founder's situation tracks with something I see constantly: the person who built the manual process is often the worst salesperson for the automated version of it, because they keep explaining the mechanism instead of the outcome. He knows exactly how the automation works, so he pitches the how. The buyer just wants to know if their problem goes away. Did the fix end up being about stripping the technical explanation out of the call entirely?
The recruiting founder's situation tracks with something I see constantly: the person who built the manual process is often the worst salesperson for the automated version of it, because they keep explaining the mechanism instead of the outcome. He knows exactly how the automation works, so he pitches the how. The buyer just wants to know if their problem goes away. Did the fix end up being about stripping the technical explanation out of the call entirely?
Mostly, yes! Just focus on outcomes, and only explain the how if prompted or getting to a demo.