CC14 - Justin Baker - Pitching with Value
-
Upload
salesforce -
Category
Business
-
view
427 -
download
1
description
Transcript of CC14 - Justin Baker - Pitching with Value
![Page 1: CC14 - Justin Baker - Pitching with Value](https://reader035.fdocuments.in/reader035/viewer/2022070301/54676edeaf795932578b49a7/html5/thumbnails/1.jpg)
#connectvip @connectmembers facebook.com/connectmembers
![Page 2: CC14 - Justin Baker - Pitching with Value](https://reader035.fdocuments.in/reader035/viewer/2022070301/54676edeaf795932578b49a7/html5/thumbnails/2.jpg)
#connectvip @connectmembers facebook.com/connectmembers
Building Compelling Messaging and Pitching with Value
Justin BakerAccount Executive, SMB Salesforce.com
![Page 3: CC14 - Justin Baker - Pitching with Value](https://reader035.fdocuments.in/reader035/viewer/2022070301/54676edeaf795932578b49a7/html5/thumbnails/3.jpg)
#connectvip @connectmembers facebook.com/connectmembers
TIME IMPACT
NOISE
![Page 4: CC14 - Justin Baker - Pitching with Value](https://reader035.fdocuments.in/reader035/viewer/2022070301/54676edeaf795932578b49a7/html5/thumbnails/4.jpg)
#connectvip @connectmembers facebook.com/connectmembers
Critical Elements to Pitching Today
1) Attention
2) Insight
3) Solution
4) Trusted Advisor
5) Seeing Beyond the Deal
![Page 5: CC14 - Justin Baker - Pitching with Value](https://reader035.fdocuments.in/reader035/viewer/2022070301/54676edeaf795932578b49a7/html5/thumbnails/5.jpg)
#connectvip @connectmembers facebook.com/connectmembers
![Page 6: CC14 - Justin Baker - Pitching with Value](https://reader035.fdocuments.in/reader035/viewer/2022070301/54676edeaf795932578b49a7/html5/thumbnails/6.jpg)
#connectvip @connectmembers facebook.com/connectmembers
Attention
• Relevant Introduction
• Humor, intrigue, storytelling
• “The Big Idea”
• Conviction > Emotion > Engagement
• Upfront Contract
• Time, content, objective
![Page 7: CC14 - Justin Baker - Pitching with Value](https://reader035.fdocuments.in/reader035/viewer/2022070301/54676edeaf795932578b49a7/html5/thumbnails/7.jpg)
#connectvip @connectmembers facebook.com/connectmembers
Insight
• Challenge
• Research
• Novelty
• Why now
• Examples and Anecdotes
“Customers contact sales reps when they’ve completed
60%of the purchase decision process”
![Page 8: CC14 - Justin Baker - Pitching with Value](https://reader035.fdocuments.in/reader035/viewer/2022070301/54676edeaf795932578b49a7/html5/thumbnails/8.jpg)
#connectvip @connectmembers facebook.com/connectmembers
Solution
• Feed off insight
• 100,000 foot view
• Rule of 3
• Business challenge > Solution > Impact
• Conservative
• Agreement
![Page 9: CC14 - Justin Baker - Pitching with Value](https://reader035.fdocuments.in/reader035/viewer/2022070301/54676edeaf795932578b49a7/html5/thumbnails/9.jpg)
#connectvip @connectmembers facebook.com/connectmembers
Transcending Vendor to Trusted Advisor
Deal
Customer for Life
![Page 10: CC14 - Justin Baker - Pitching with Value](https://reader035.fdocuments.in/reader035/viewer/2022070301/54676edeaf795932578b49a7/html5/thumbnails/10.jpg)
#connectvip @connectmembers facebook.com/connectmembers
Mutual Plan Example
Plan Steps Date Owner Status
1 Facilities Discovery Call 10/05 Justin, John Complete
2 Demo 10/09
Justin, John, Jenn In Process
3 Call: Procurement Process 10/10-07/11 Justin, Jim Incomplete
4 Finalize Contract 10/14-18 Justin, Jim, Jenn Incomplete
5 6 month efficiency audit 05/01 Justin, Jenn Incomplete
7 Conference action plan 06/01 Justin, Jenn, John Incomplete
![Page 11: CC14 - Justin Baker - Pitching with Value](https://reader035.fdocuments.in/reader035/viewer/2022070301/54676edeaf795932578b49a7/html5/thumbnails/11.jpg)
#connectvip @connectmembers facebook.com/connectmembers
Seeing Beyond the Deal
• Differentiation
• Level 3
• No unilateral concessions
• Accountability
![Page 12: CC14 - Justin Baker - Pitching with Value](https://reader035.fdocuments.in/reader035/viewer/2022070301/54676edeaf795932578b49a7/html5/thumbnails/12.jpg)
#connectvip @connectmembers facebook.com/connectmembers
Bonus – Recommended Readings
![Page 13: CC14 - Justin Baker - Pitching with Value](https://reader035.fdocuments.in/reader035/viewer/2022070301/54676edeaf795932578b49a7/html5/thumbnails/13.jpg)
#connectvip @connectmembers facebook.com/connectmembers