These are the kind of people who schedule their day in 15-minute blocks. They have notoriously short attention spans – but if they’re willing to meet, you’ll get their undivided attention. Here are 10 things they wish you would do when you pitch to them. 1. Cut to the chase. Boil everything down to the essentials. Go into your meeting with 3-5 key points (we do this with a framework we call The 5-Point Pitch). … [Continue reading]
Don’t be another voice in the Competitors Chorus
Many of your competitors are singing out of the same songbook. And there’s a chance you might be joining the sound of their familiar chorus. In a world where 86% of the value propositions salespeople present are missing their mark*, you’ve got to differentiate your sales message to survive. Here’s a quick self-assessment to find out whether or not you’re singing in the Competitors Chorus. Does your B2B sales message include any of the following … [Continue reading]
How to craft a compelling story for any sales conversation
In my previous post we looked at why stories always trump slides in sales presentations. Now what? How do you actually go about creating compelling stories for your sales messaging? Here are a few principles to help make the stories you tell – whether in person or in writing – more memorable and more effective. 1. Create tension – Tension is one of the most basic elements of great storytelling. It’s what keeps us on … [Continue reading]
- « Previous Page
- 1
- …
- 14
- 15
- 16
- 17
- 18
- …
- 21
- Next Page »