You're aiming to win over key decision-makers. How can you tailor your sales pitch to hit the mark?

There are normally 3 different types of buying considerations, especially in an enterprise level price point purchase. They tend to come down to technical considerations, practical considerations and budgetary considerations. Each can have different levels of importance depending on the department head or the main drivers behind the need for the purchase in the first place. Your sales approach needs to reflect these key considerations, meaning in your preparation, you need to uncover 1. Who is responsible for these 3 things 2. What specifically is important to them and 3. Which of them has the most influence in the decision making process

Understand Their Specific Needs and Challenges Tailored outreach needs to become the default way of engaging buyers across all channels. Providing customers with intuitive solutions that address their relevant challenges has become a major differentiator. The Conceptual Selling methodology emphasizes uncovering the prospect's core needs first before pitching. Ask questions to deeply understand their unique situation and desired outcomes.

Building skills in relationships and rapport with decision-makers is crucial for success in sales and development. In a previous tech sales role, we did this by following a specific rubric: 1) Map out the organization's staff members, their roles and reporting structures 2) Ask about decision-making and process early on in your conversations 3) Know what their likes/dislikes are, how they prefer communication and who manages their calendar. 4) Plan your communication in a thoughtful and organized way and be consistent. 5) Stay in touch and build genuine relationships. You never know when that relationship will benefit you or visa versa.

Build Consensus Across Buying Groups Successful sellers identify and connect with mobilizers - those best positioned to drive change and secure organizational commitment. The MEDDPIC framework helps qualify economic buyers, understand decision criteria, and identify champions who can influence the purchase. By deeply understanding decision-makers' goals, tailoring value propositions to their needs, demonstrating expertise, and building consensus, you can craft resonant and compelling sales pitches.

Building strong and lasting relationships requires effort, time, and sincerity. By being genuine, empathetic, and proactive in your communication and actions, you can create meaningful connections that enrich both your personal and professional life -Be empathetic (it's major) and communicate effectively -Offer help & value -Build trust over time -Show appreciation -Invest time and be patient -Network thoughtfully

Demonstrate Industry Expertise and Value The Challenger Sale methodology recommends teaching prospects about their industry's landscape first, before tailoring your pitch to show how you can deliver unique value. Top reps understand stakeholders' priorities and tailor messaging to align their solution as the best option.

Here's a thought - Do.Not.Pitch! If you're pitching you're trying to make a sale. Which means, you're working with your Sales Agenda and not focused on the problems of your buyer. If we know our ICP and know the problems they are likely to have, we can have a discussion to determine if those problems exist and if they are willing to go on the journey with us to solve them. Clients don't want to be pitched, nor sold to.