In this clip, Karl Mosgofian breaks down why most vendor pitches lose buyers in the first minutes and how to fix it with a simple, direct first-meeting flow. We show how to validate pain fast, lead with what you built, and make differentiation tangible so a champion can emerge.
• One-slide pain validation with a quick head nod
• Skip the long problem story and benefit monologue
• Lead with what you make in plain language
• Highlight concrete differentiation that fits buyer constraints
• Use a simple proof point instead of deep technical dives
• Design a low-friction next step for pilots and security
FULL EPISODE TITLE: Go-to-Market Strategies of a Veteran CIO
