Selling for "Non-Salespeople"
The New B2B Sales Game
How Sales Coaching is Meant to Work
Managing The Pipeline (All)
Getting Your Sales Pitch to Echo
Opportunity Creation (All)
Reviving Stalled Deals [Part 1]
Opportunity Capture (All)
Think "Warm Up" Versus "Call Planning"
Opportunity Creation (All)
The Sales Pipeline Gamechanger
Managing The Pipeline (All)
What is an "Income-Producing" Opportunity?
Managing The Pipeline (All)

Getting Your Sales Pitch to Echo

The most difficult part of selling - by far - is getting strangers to pay attention to us in the first place. As salespeople, we need to be relevant and have a memorable pitch or message. In practice, we're more like broadcasters; we need soundbites and headlines that travel or echo and get retold. That's why we turned to our good friend, Steve Bookbinder, CEO of DMTraining in NYC who has provided us with a powerful approach for shaping and delivering our messages and pitches. Steve's starting principle is this: does your pitch fall flat or does it echo well beyond your contact? In other words, how do you avoid never being spoken of again? 

We have provided the full podcast (15:30 mins), but here are two key takeaways that will help your message or pitch to echo:

1. Talk about issues, problems, concerns and trends that your prospect would expect you to be familiar with. It's reassuring people that you are like them. If you could sit in on one of their weekly meetings, what issues would be talked about? 

2. What is the actual language being used by your prospects and customers? And what jargon do they use? This is one of the few occasions when you should use - their - jargon.

What we found sensible about Steve's approach is this: nowadays we are told to sell measurable value or the value proposition, or ROI. When you do this it can sound false, plus you end up sounding like everyone else. Steve is recommending we focus on the language we use so that we can - first - connect with people.  This makes sense because the first question we all ask when we spot a "stranger" is, do they belong here at all? If we cannot connect, there will never be the opportunity to collaborate, convince nor convert!

Listen to Steve's podcast here.
This Week's Action: Imagine you have sent an invitation to your contact for a 30 minute (virtual) meeting. She's the COO. She wants some other people to attend.  She asks you to send her a sentence or two that she can circulate, bearing in mind these people have probably never heard of you or your company. What would you send her? What's the message or pitch that will echo? 

Sales Virtual | +353-1-6100777 | +44-207-1830165 | +1 (929) 214 1072 | SalesHood Enablement Partner | enquire@salesvirtual.com

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Selling for "Non-Salespeople"
The New B2B Sales Game
How Sales Coaching is Meant to Work
Managing The Pipeline (All)
Getting Your Sales Pitch to Echo
Opportunity Creation (All)
Reviving Stalled Deals [Part 1]
Opportunity Capture (All)
Think "Warm Up" Versus "Call Planning"
Opportunity Creation (All)
The Sales Pipeline Gamechanger
Managing The Pipeline (All)
What is an "Income-Producing" Opportunity?
Managing The Pipeline (All)

Getting Your Sales Pitch to Echo

The most difficult part of selling - by far - is getting strangers to pay attention to us in the first place. As salespeople, we need to be relevant and have a memorable pitch or message. In practice, we're more like broadcasters; we need soundbites and headlines that travel or echo and get retold. That's why we turned to our good friend, Steve Bookbinder, CEO of DMTraining in NYC who has provided us with a powerful approach for shaping and delivering our messages and pitches. Steve's starting principle is this: does your pitch fall flat or does it echo well beyond your contact? In other words, how do you avoid never being spoken of again? 

We have provided the full podcast (15:30 mins), but here are two key takeaways that will help your message or pitch to echo:

1. Talk about issues, problems, concerns and trends that your prospect would expect you to be familiar with. It's reassuring people that you are like them. If you could sit in on one of their weekly meetings, what issues would be talked about? 

2. What is the actual language being used by your prospects and customers? And what jargon do they use? This is one of the few occasions when you should use - their - jargon.

What we found sensible about Steve's approach is this: nowadays we are told to sell measurable value or the value proposition, or ROI. When you do this it can sound false, plus you end up sounding like everyone else. Steve is recommending we focus on the language we use so that we can - first - connect with people.  This makes sense because the first question we all ask when we spot a "stranger" is, do they belong here at all? If we cannot connect, there will never be the opportunity to collaborate, convince nor convert!

Listen to Steve's podcast here.
This Week's Action: Imagine you have sent an invitation to your contact for a 30 minute (virtual) meeting. She's the COO. She wants some other people to attend.  She asks you to send her a sentence or two that she can circulate, bearing in mind these people have probably never heard of you or your company. What would you send her? What's the message or pitch that will echo? 

Sales Virtual | +353-1-6100777 | +44-207-1830165 | +1 (929) 214 1072 | SalesHood Enablement Partner | enquire@salesvirtual.com

Selling for "Non-Salespeople"
The New B2B Sales Game
How Sales Coaching is Meant to Work
Managing The Pipeline (All)
Getting Your Sales Pitch to Echo
Opportunity Creation (All)
Reviving Stalled Deals [Part 1]
Opportunity Capture (All)
Think "Warm Up" Versus "Call Planning"
Opportunity Creation (All)
The Sales Pipeline Gamechanger
Managing The Pipeline (All)
What is an "Income-Producing" Opportunity?
Managing The Pipeline (All)

Getting Your Sales Pitch to Echo

The most difficult part of selling - by far - is getting strangers to pay attention to us in the first place. As salespeople, we need to be relevant and have a memorable pitch or message. In practice, we're more like broadcasters; we need soundbites and headlines that travel or echo and get retold. That's why we turned to our good friend, Steve Bookbinder, CEO of DMTraining in NYC who has provided us with a powerful approach for shaping and delivering our messages and pitches. Steve's starting principle is this: does your pitch fall flat or does it echo well beyond your contact? In other words, how do you avoid never being spoken of again? 

We have provided the full podcast (15:30 mins), but here are two key takeaways that will help your message or pitch to echo:

1. Talk about issues, problems, concerns and trends that your prospect would expect you to be familiar with. It's reassuring people that you are like them. If you could sit in on one of their weekly meetings, what issues would be talked about? 

2. What is the actual language being used by your prospects and customers? And what jargon do they use? This is one of the few occasions when you should use - their - jargon.

What we found sensible about Steve's approach is this: nowadays we are told to sell measurable value or the value proposition, or ROI. When you do this it can sound false, plus you end up sounding like everyone else. Steve is recommending we focus on the language we use so that we can - first - connect with people.  This makes sense because the first question we all ask when we spot a "stranger" is, do they belong here at all? If we cannot connect, there will never be the opportunity to collaborate, convince nor convert!

Listen to Steve's podcast here.
This Week's Action: Imagine you have sent an invitation to your contact for a 30 minute (virtual) meeting. She's the COO. She wants some other people to attend.  She asks you to send her a sentence or two that she can circulate, bearing in mind these people have probably never heard of you or your company. What would you send her? What's the message or pitch that will echo? 

Sales Virtual | +353-1-6100777 | +44-207-1830165 | +1 (929) 214 1072 | SalesHood Enablement Partner | enquire@salesvirtual.com

Want To Be Notified When New Content is Released?

Thank you! Your submission has been received!
Oops! Something went wrong while submitting the form.