"Go ugly early" to win more pitches
Martin Coburn
We help ambitious, driven individuals transform their careers, build confidence and self-belief and power up their performance
Welcome to the latest issue of The Win Advantage For Sales Leaders.
We’re right in the heart of summer now and for many sales teams, you may be going through the frustration of everything slowing down as annual leave and summer holidays see follow-ups bouncing back out of office replies and the sales cycle stretched out.?
That’s why it’s so important to keep focusing on doing everything you can to maximise every opportunity in the pipeline. Those organisations and teams who invest in the right sales coaching for their team are always best placed to benefit.?
One great way to keep your team sharp is to join our monthly Pitch Clinic for all things pitching - although we’ve been told many join for the general insight into sales and selling.
The last Pitch Clinic at the start of the month was a perfect example. TWA Executive Coach David Bliss delivered a masterclass in storytelling in sales that really highlighted the value of getting this right.
Of course, if you missed it, you can watch it again or share with your team or colleagues. Click here to see all the replays available from The Win Academy.
We also have another Pitch Clinic scheduled for the end of August, again with David Bliss. Full details are below.
In today’s issue, discover:
As always, if you have any feedback or would like to discuss how we can help your sales team increase your win rate, contact us today at?[email protected]?or call us on +44 20 3303 0415.
INSIGHT
Why you need to "go ugly early" to increase your chances of winning more pitches and sales presentations
In the current climate, competition has never been fiercer.?Your sales presentation or pitch has to be brilliant.
In our view, you should never lose a presentation based on the quality of your presentation. Quality is?entirely?within your control. And there's one action your team can take - more than any other - that will dramatically increase your chances of winning.
Read the full article on The Win Academy blog.
FEATURED VIDEO
5 ways to get the best from your sales talent
SALES CHALLENGE
“Our win rate has been hit now buyers only want to meet on Teams/Zoom”
When the world went into lockdown, the business didn’t stop. Buyers were still buying, which meant sales teams still needed to deliver effective pitches and presentations albeit in a different environment. Everyone needed to know how to sell virtually.
The immediate problem was that many of the visual cues and rapport-building techniques we use in a face-to-face environment don’t translate to a virtual selling environment. Suddenly, other factors come into play, including technical issues and knowing how to present appropriately on a small screen.
But it was more than technical issues. How you present and engage with a buyer who may have been staring at a screen for several hours before speaking with you is a completely different challenge to speaking to someone in front of you.?
领英推荐
Virtual selling requires taking your presentation skills to a different level, delivering a higher level of engagement and constantly ensuring you are picking up and responding to the non-verbal feedback your viewer - the buyer - gives you.?
The shift to virtual selling has resulted in many sales professionals and teams coming unstuck. For those sales leaders who have invested in developing their teams’ skills with the forethought to understand virtual selling isn’t a temporary state of affairs and is here to stay, they gained the advantage.?
Discover more about how to master the art and science of virtual selling and how you can turn virtual presentations into an advantage for your sales team. Click here to discover more.
THE PITCH CLINIC
With the subject of the previous workshop proving popular, the next Pitch Clinic returns to the subject of sales in storytelling once again on Thursday?25 August at 5pm UK-time.
Join Win Academy MD Martin Coburn and Executive Coach David Bliss for more insight and advice on how to best prepare for pitches and presentations, the right way to capture and hold your buyer’s attention and what really matters during the presentation that will move the needle for your win rate.?
The Pitch Clinic is completely free to Win Academy subscribers and when you register you are automatically sent the replay.?
You can also join the Pitch Clinic sessions to ask questions or get answers to challenges you or your team are facing. These can be anonymous if you wish. If you would like to ask a question, simply email us at [email protected] and we will answer your question.
Book your place for the next session here.
Can’t make the August date for The Pitch Clinic? Scroll down and book into the next Pitch Clinic sessions.
FUTURE PITCH CLINIC SESSIONS
Register today for all our future monthly Pitch Clinics. Click on each one to leave your details and get reminders when the Pitch Clinic starts. We'll also send you the replay if you miss it.
The Pitch Clinic, 25th August, 5pm?- register?here.
The Pitch Clinic, 28th September, 4.30pm?- register?here
The Pitch Clinic, 31st October, 5pm -?register?here
Have a question for our pitch coaches? Send in your questions on [email protected] (fully anonymity assured) or join us on the call to ask questions.
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