On Sales Pitching

The art of differentiation and influencing anyone

Will enough prospects buy from you in the next 8 weeks?

We’re four weeks into Q4 2021. It’s the time of the year that determines whether it’s been a success or not. Some software companies I talk to proudly tell me they are well ahead of target. Others have concerns – they still have to bridge a significant gap in the coming eight weeks… […]

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“It feels like we’re selling with wind force 9 headwind”

We’ve fallen in love with our solution and can’t believe customers don’t see its magic and beauty.
“How’s that possible?” we scream. “The customer is right in our sweet spot – they have the same size and are in the same vertical and region.”

That’s precisely where the problem hides. Again, the demographics are crystal clear. But that’s not where it stings. […]

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