Salespeople usually aren’t short on knowledge. If anything, they’re carrying too much of it into every call, email, and intro.
But buyers don’t reward effort. They reward clarity. And in a world where attention comes in seconds (not minutes), “let me tell you everything we do” is a fast path to ignored outreach and flat meetings.
The fix isn’t more activity. It’s sharper messaging.
Arnaud Dasprez, CEO and Founder of HexaGroup, spoke with Michael Halper, Founder and CEO of Sales Scripter, to break down why most sales messaging fails and what to replace it with. Mike has built his work around helping reps communicate with confidence without sounding canned: what to say, what to ask, and what to leave out.
In this blog post, you’ll learn what a “real” message is, why product-first pitches still dominate, how to shift to a prospect-first approach that earns attention, and how one clear message can power everything from calls to emails to your website.
Listen to the full episode here
Messaging in sales isn’t just a tagline or a one-line pitch. It is the full set of ideas you choose to communicate about your offer. That includes problems you solve, outcomes you deliver, and questions you ask.
Most sellers don’t think in those terms. They think in terms of decks, calls, and emails. However, each of those channels still draws from one underlying message, even if no one wrote it down.
Seeing messaging as a foundation changes the work. It forces teams to choose what to say first, what to leave out, and how to keep the story clear. Once that base exists, it can inform scripts, website copy, social posts, and outreach in a consistent way.