cc14 - justin baker - pitching with value
DESCRIPTION
@justinbaker @salesforce @connectmembers #connectcon14TRANSCRIPT
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Building Compelling Messaging and Pitching with Value
Justin BakerAccount Executive, SMB Salesforce.com
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TIME IMPACT
NOISE
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Critical Elements to Pitching Today
1) Attention
2) Insight
3) Solution
4) Trusted Advisor
5) Seeing Beyond the Deal
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Attention
• Relevant Introduction
• Humor, intrigue, storytelling
• “The Big Idea”
• Conviction > Emotion > Engagement
• Upfront Contract
• Time, content, objective
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Insight
• Challenge
• Research
• Novelty
• Why now
• Examples and Anecdotes
“Customers contact sales reps when they’ve completed
60%of the purchase decision process”
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Solution
• Feed off insight
• 100,000 foot view
• Rule of 3
• Business challenge > Solution > Impact
• Conservative
• Agreement
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Transcending Vendor to Trusted Advisor
Deal
Customer for Life
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Mutual Plan Example
Plan Steps Date Owner Status
1 Facilities Discovery Call 10/05 Justin, John Complete
2 Demo 10/09
Justin, John, Jenn In Process
3 Call: Procurement Process 10/10-07/11 Justin, Jim Incomplete
4 Finalize Contract 10/14-18 Justin, Jim, Jenn Incomplete
5 6 month efficiency audit 05/01 Justin, Jenn Incomplete
7 Conference action plan 06/01 Justin, Jenn, John Incomplete
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Seeing Beyond the Deal
• Differentiation
• Level 3
• No unilateral concessions
• Accountability
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Bonus – Recommended Readings
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