Category archive for ‘Pitching’
-
The Last Vendor Standing – A Heavyweight Sales Event
Andre the Giant - Last Man Standing - Courtesy of Ethan
Five heavyweight vendors publically vying for the same customer is a rare, riveting event. Selling is a courtship of suitors with competitive sportsmanship that includes incidental contact and ends with only one vendor standing. Last weekend, someone researching marketing automation solutions for their marketing department served up round one.
-
Are You Selling Like Publishers Clearing House?
The first time a “You won a $1,000,000” showed up in my mailbox, my sales and marketing mind was piqued. Opening this treasure revealed I had not won anything yet and might only win a car or digital clock with a shortwave radio that doesn’t work. The pitch unfolded to a litany of stuff I did not want, yet subliminally suggested a purchase would help me win.
Sales people spend tremendous effort and expense to pay for the first meeting. Niceties are exchanged, the timing seems right, and the coveted secret value proposition is launched with something like this: (more…)
-
Enthusiasm is the lever that moves a sale
Archimedes said, “Give me a lever long enough and a fulcrum on which to place it, and I shall move the world.” Enthusiasm is the lever that moves a sale.
Let’s Connect
