data.com connect presents: patrick duggan - creating winning sales pitches

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Creating Winning Sales Pitches

Patrick Duggan Strategic Sales Executive [email protected]

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Let me think about it and get

back to you….


Agenda: Delivering a Winning Sales Pitch

ü  Have a Plan

ü  Be More Engaging

ü  Earn Trust

ü  Compel to Action

ü  Successful


All of your blood, sweat and tears have come down to this


Step 1: Know your Audience

1.  Participants

2.  Social

3.  Decision Maker

4.  Who Can Say “No”?


Step 2: Come Prepared

1.  Research

2.  Tailor Approach to Customer

3.  Have a Goal

4.  Practice! Practice! Practice!

5.  Dress the Part


The Ball is Coming Back!

1.  Prepare for Objections

2.  Listen

3.  Make it a Conversation


Step 3: Gain Alignment

1.  Confirm Goals & Challenges

2.  Industry Trends

3.  Competitive Threats

82% Salespeople not aligned

with Buyer


Step 4: Share Your Vision

1.  Provide Solution to Problem

2.  Solves Unique Challenges

3.  Outline Specific Benefits

4.  Impact to Business

5.  Make it Visual


Step 5: Validate via Story Telling

1.  Leverage Customer Success

2.  Competitive Stories

3.  Be Relevant

•  Similar problem, size, industry


Step 6: Provocative Statement

1.  You Can’t There from Here

2.  Steps to Confirm Hypothesis

3.  Recommendation (Execution)


Summary:

1.  Know your Customer

2.  Tailor your Message

3.  Be Clear, Specific, & Listen

4.  Leverage Customer Success

5.  Provocative Statement

6.  Outline Path to Success


What Successful Salespeople Do…

1.  Control Your Email Addiction

2.  Block Your Time

3.  Schedule “Airplane” Days

4.  Avoid Multi-Tasking

5.  Sleep (7.2 Hours)

6.  Move! Be Active


Thank You Thank You

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