Our Proven Frameworks
Battle-tested methodologies that have helped hundreds of professionals transform their approach to sales, solutioning, and customer relationships.
The Narrative StorySelling Framework™
From features to decision in 5 steps
The Narrative StorySelling Framework™ is a decision-making framework that turns scattered features into a clear, outcome-driven story. Instead of buyers just hearing about your product, they see why it matters, how it solves their problems, and why they should act now.
Key Components:
Opportunity - What the buyer wants to achieve
Problem - What’s standing in the way
Solution - How you help remove the obstacle
Action - Show them how they do it
Transformation - The new reality they’ll step into
Best For:
Sales, solutions, and customer-facing teams that need to move from feature-pushing to story-driven selling.
The Narrative D.E.M.O. Framework™
Define, Expose, Map, Outcome
Transform product demos from feature tours into outcome-focused experiences that spark urgency and buy-in. With D.E.M.O., reps connect the product to real problems, outcomes, and business impact.
Key Components:
Define the Problem - Frame the issue clearly
Expose the Impact - Show what it’s costing them
Map the Solution - Tie features directly to solving the issue
State the Outcome - Paint the picture of success
Best For:
Sales engineers, AEs, and solution teams looking to deliver demos that resonate and drive decisions.
The Narrative R.A.P. Framework™
Repeat, Align, Pivot
A structured objection-handling methodology that builds trust and diffuses tension. R.A.P. equips reps to turn resistance into clarity and alignment without losing control of the conversation.
Key Components:
Repeat - Restate the objection to validate and clarify
Align - Ground it in a story, example, or shared perspective
Pivot - Redirect to the value and path forward
Best For:
Customer-facing teams that want to handle objections with confidence and turn pushback into progress.
The Narrative Trust Stack™
Seller, Solution, Self, Social
A layered system for building credibility at every stage of the buyer journey. Trust Stack ensures you’re not just selling a product - you’re selling reliability, expertise, and partnership.
Key Components:
Seller - Establish personal credibility and empathy
Solution - Prove the product can deliver outcomes
Self - Help reduce risk of failure & loss of political capital
Social - Leverage external proof, community, and reputation
Best For:
Teams navigating long, complex deals where trust and belief need to be built across multiple layers - product, people, and process.
The Narrative Discovery Ladder™
10-layer discovery framework
A step-by-step approach to uncovering customer goals, challenges, and motivations - moving beyond surface-level Q&A into strategic conversations that reveal true business drivers.
Key Components:
Past – Failed past attempts. Frustrations and downsides.
Present – What they're doing today. Status quo.
Future – Ideal future state. What they want to achieve.
Best For:
Reps and solution teams who need to uncover deeper insights and link customer pain directly to business outcomes.