Purpose: CAST is a storytelling framework designed to help sellers communicate a tailored, insight-led solution that ties directly to the prospect’s business context and MEDDPICC. It moves sellers from pitching features to narrating a buyer-centric journey.

C – Context
Briefly restate what matters most to the buyer—Drivers, Environment.

  • What external/internal factors are influencing them?

  • What are their top priorities?

  • What’s driving urgency?

A – Aspirations
What they are trying to achieve, and what’s at risk—Outcomes + Pain.

  • What does good look like for them?

  • What’s getting in the way?

  • What’s the cost of doing nothing?

S – Solution
How your solution unlocks value—tailored to their world.

  • How does your solution uniquely solve their challenge?

  • What do you enable—not just what do you do?

  • How do you reduce friction, risk, or time?

T – Tie-Back
Connect your story to MEDDPICC and outcomes that matter.

  • What metrics will this move?

  • Who will care (Economic Buyer)?

  • Why now? What’s the business impact?