Ride-Along #7: Pitching Up vs. Pitching Down
Did you spend the last seven days rethinking the way you maintain your meeting momentum? Instead of following up with an email did you try something new? (If not, maybe you should watch the last Ride-Along: http://www.pubexec.com/post/reboot-ride-along-6-maintaining-meeting-momentum/)
This week, we're going to reboot our sales pitches to executives. That's right when you're pitching to an organization's CMO, CEO, or anyone in a leadership position you should re-structure your sales pitch. Are you ready to learn the very simple structure designed to help you win more business from the top down?
In my experience there are two types of pitch audiences:
- Executives or leaders of an organization
- Anyone who has to re-pitch your presentation to their boss.
Most of us use the very same pitch approach for these very different types of audiences. In fact, changing your pitch approach and even the goal for each of these audiences can immediately affect your success rate.
In fact, every time I'm pitching an executive my goal is to get through only the first few minutes of the presentation before I'm interrupted with a question. Want to know why?
If you're ready to Reboot your executive sales pitch, I want you to try this week's Ride-Along approach at your next meeting.
Are you ready to start tailoring your pitch when you're selling up?
See you in two weeks!