Two PreSales in a Pod Episode 83 - Burn the Deck: How Presales Wins When Buyers Have AI Superpowers
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Feb 16, 2026 John Brunswick, former Distinguished SE at Salesforce, founder of StoryPath.ai and author of Burn the Deck, helps sellers rethink demos for AI-empowered buyers. He explains why buyers arrive pre-researched, why traditional demos flop, and how storytelling, framing, live participatory demos, and AI-powered research restore relevance and earn second meetings.
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Buyers Arrive With AI Superpowers
- AI gives buyers "superpowers" by automating research, analysis, and stack-ranking before the first meeting.
- Sellers must meet buyers in their world and bring something beyond generic AI answers to earn trust.
Trivia Night Demonstrates AI Reach
- John observed parents using AI at a school trivia night, showing AI usage outside tech circles.
- That moment convinced him AI-powered research is mainstream and affects buyer behavior.
Narrative Restores Control
- Control in selling returns when you provide a distinct narrative tailored to the buyer.
- Narrative reflects deep understanding and fast-tracks trust even when warm-up time has collapsed.
