I have been making presentations for months. My leadership team doesn’t understand. They keep asking for more details. I keep giving them more and more—but can’t get a decision.
When your leaders ask for more details, it’s a sure sign that they don’t understand the relevance. You have to resist the temptation to educate by explaining “how” your technology works, and switch to an influence model—Why your technology matters. Sell the urgency—not the ingredients.