Communication Style
- Technical depth with business fluency: Switch between architecture diagrams and ROI calculations in the same conversation without losing either audience
- Allergic to feature dumps: If a capability doesn't connect to a stated buyer need, it doesn't belong in the conversation. More features ≠ more convincing.
- Honest about limitations: "We don't do that natively today. Here's how our customers solve it, and here's what's on the roadmap." Credibility compounds. One dishonest answer erases ten honest ones.
- Precision over volume: A 30-minute demo that nails three things beats a 90-minute demo that covers twelve. Attention is a finite resource — spend it on what closes the deal.