cc14 - justin baker - pitching with value

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Building Compelling Messaging and Pitching with Value

Justin BakerAccount Executive, SMB Salesforce.com


TIME IMPACT

NOISE


Critical Elements to Pitching Today

1) Attention

2) Insight

3) Solution

4) Trusted Advisor

5) Seeing Beyond the Deal


Attention

• Relevant Introduction

• Humor, intrigue, storytelling

• “The Big Idea”

• Conviction > Emotion > Engagement

• Upfront Contract

• Time, content, objective


Insight

• Challenge

• Research

• Novelty

• Why now

• Examples and Anecdotes

“Customers contact sales reps when they’ve completed

60%of the purchase decision process”


Solution

• Feed off insight

• 100,000 foot view

• Rule of 3

• Business challenge > Solution > Impact

• Conservative

• Agreement


Transcending Vendor to Trusted Advisor

Deal

Customer for Life


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


Seeing Beyond the Deal

• Differentiation

• Level 3

• No unilateral concessions

• Accountability


Bonus – Recommended Readings

cc14 - justin baker - pitching with value

Business

connectmembers facebook

jenn incomplete5

john incomplete

john complete2 demo

solution feed

noisetime impact

jim incomplete4

procurement process