What's the Story of Your Presentation?

I would say one of the most challenging things, especially for newer SEs, is trying to make sure that you're telling a story when you're talking to your clients. Without context, those sorts of features and things like that aren't really going to move your prospect. You need to sort of paint this picture, this story that allows that prospect to see themselves successfully using whatever it is that you're selling. If they're really focused on audit, well, take them through a problem, someone was facing in the past and how your solution ultimately solved that problem. And if you can tie that into some of the details you got from that prospect in a discovery call earlier, even better.