Dog and the Nail (you may have heard this story)

SVP of Sales told me this story recently which sums up how you need to solve a real pain point that forces a prospect to make a decision.

"I was at my friends house recently enjoying a few drinks and couldn't help but notice his dog was sitting in one place and making uncomfortable noises. I asked my friend, "What is wrong with your dog? My friend said, "Oh my dog is sitting on a nail". Shocked, I replied, "Well why doesn't he move?". My friend simply replied, "Because it doesn't hurt enough for him to move!"

Make the pain point sharp enough and force the prospect to move.

Keep turning the screws, Savages!!!