In a B2B pitch, you're not there to close a deal. You're there to open a relationship. The three objectives of a pitch are therefore to:
-Snap: Stimulate interest.
The prospects will be leaning forward, eyes and ears on you. They'll know you're there with something directly related to their needs.
-Crackle: Start a conversation.
A customer-focused conversation, mind you. The prospects will be talking openly about their challenges, opportunities and desired outcomes.
-Pop: Build trust.
The prospects will be telling you things they haven't yet thought of, and they will want more of you. They'll see you not as another vendor, but as their trusted advisor.
Sales Pitches That Snap, Crackle 'n Pop shows you how to achieve this in straight-forward and sometimes hard-hitting language.
"Preparation, delivery and adaptability are the keys to success in early-stage sales opportunities, and Jack covers it all in a concise and practical way. Jack is a high-impact presenter and, as this book demonstrates, a high-impact writer, too."-Stacey Allaster, Chairman & CEO, Women's Tennis Association
"Jack is one of the most engaging, customer-focused sales professionals I've ever worked with. His punchy, take-no-prisoners style comes through in this valuable book. For all those looking to secure new B2B clients in these challenging times, this is a must-read."-Frank Palmer, Chairman & CEO, DDB Canada
"Jack slaps you in the face with best practices and makes you laugh at the same time." - Dr. Tobias Kiefer, Director Global Learning & Development, Booz & Co.
Brave New Sales Series
Visit us on the web at www.BraveNewSales.com
About the Author: Jack Vincent
Jack has a lot of hard miles under his shoes from selling in the cruel and heartless B2B marketplace. He's been slapped around and dragged through the mud more times than he cares to count.
He's also had more than his fair share of pitch successes.
Jack is Managing Partner of focus360, a sales advisory and training firm based in Luzern Switzerland.
He began his career as a journalist before moving into the sales and marketing of wine, fast-moving consumer goods and high-profile sports events.
He's marketed the global sponsorships and TV rights to some of the world's most exciting sports properties, including the Olympic Games, World Cup Football/Soccer and ATP Men's Tennis Tour.
Jack has sold to some of the world's leading companies, and has provided sales improvement and training to some of them, too. An abbreviated list includes Coca-Cola, MasterCard, Visa, Booz & Co., Boston Consulting Group, IBM, ESPN, NBC Universal, Eurovision/EBU, Who Wants To Be A Millionaire?, Phonak, Emerson and Panasonic, as well as numerous start-ups and independent consultants.
As Guest Lecturer at Lucerne University of Applied Sciences & Arts, Jack uses non-traditional approaches to hold the attention of students. "I'm the disruptive one," he insists.
He has facilitated strategic retreats for corporations in far-off places and has led panels for Non-Governmental Organizations in Davos during the World Economic Forum. He's frequently asked to moderate special corporate events and industry conferences alike, such as Enterprise Marketing 2.0 in Amsterdam.
He's the host of TEDxLuzern and TEDxZug, and he's the 2006 European Champion of the Toastmasters Humorous Speech Contest, with his memorable speech, The Love Coach. What made the speech a winner, Jack believes, was that it integrated storytelling with simplicity - two of the very tools he uses in pitches.
Jack is the creator of the Brave New Sales Series. His blog has been described as "edgy and in-your-face." If you click on www.BraveNewSales.com, he'll be in your face, too.
You can also follow Brave New Sales on YouTube, on Facebook at facebook.com/BraveNewSales, and on Twitter @JackVincent.
