2025 / Free online book · Points of View
Selling AI to the Burned
Points of View, Volume I
Access
Free
Chapters
9
Read time
106 min
Alpesh Nakrani
CRO at Devlyn · former CTO & COO
The first collection: essays from where engineering meets revenue. On selling to buyers who have been lied to, pricing software that thinks, and the slow work of rebuilding trust in a category that spent its credibility early.
Three years of inflated claims left buyers skeptical. That skepticism is an asset, if you sell to it honestly.
This edition is free to read onsite. Each chapter has its own URL, so readers can bookmark, share, and return to the exact section they need.
Table of contents
INT Introduction: The Buyer Was Not Confused Burned buyers do not object to AI. They object to being asked to believe again without evidence. 8 min 01 The Anatomy of a Buyer Scar A scar is not a feeling. It is a stored decision rule, and you can read it like a system log. 11 min 02 Why Demos Create Belief but Not Trust A demo proves the system can work once. A burned buyer is asking whether it will work every time. 10 min 03 The Committee Is Not One Buyer The CFO, CIO, legal, security, operator, and user were each burned in a different place and each buys a different proof. 10 min 04 The Pilot Is a Contract, Not a Favor The clause that proves you are honest is the one that tells the buyer when to stop. 11 min 05 ROI That Survives Contact The headline value is the easy part. The fragile assumptions underneath it are what burned the last buyer. 11 min 06 Talking About Probability Without Killing Momentum You can tell a buyer the system will sometimes be wrong and have them trust you more, not less, if you frame the error instead of hiding it. 10 min 07 References Without Theater A burned buyer does not want a happy customer on a call. They want to interrogate a survivor who almost did not make it. 9 min 08 Qualifying the Buyer Who Tried AI Already Not every burned buyer is ready, and the honest seller's edge is knowing which scars are workable and which are not yet. 9 min 09 When the Honest Seller Walks Away The willingness to lose a deal is what makes every other honest move credible. 9 min END Conclusion: The Burned Become Your Best Customers Honest AI selling is not timid selling. It is stronger, because it selects the right buyers and moves evidence faster than hype moves promises. 8 min