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…


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“Are we worth it….?”

It’s a question many customers ask themselves without saying it out loud. It’s a conversation with themselves where they’re tossing priorities and trying to find the arguments to feel good about a decision they are about to make. Imagine one of your customers. They realize they have challenges in their…


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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.…


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“You had me from the start”

This was the instant remark from one to another participant in a Sales Pitch Battle I ran last Friday. It’s one of the biggest compliments you can get in sales. Here’s why. When customers are actively searching for a solution to solve one of their problems, most of the time,…


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The hidden value in losing 8 out of 10 enterprise software deals

The conversation often stops when I ask the simple question: What’s your average win-rate. You can feel things getting uncomfortable. The pause, the sigh, and then the answer:’ 15-20%….’ I get that. It’s not a number we aspired. But that doesn’t mean there’s no hope. It’s all about perspective. How…


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