How To Make An Enterprise Sales Pitch

As B2B Buyers continue to grow in their sophistication, sellers are facing an entirely new reality. Enterprise buyers are more demanding than ever. They have shifted how they buy. Old-school tactics, like scripted sales pitches, just don’t cut it anymore. You’ll need to arm yourself with the tactics and technology to stop chasing after buyers and start making it easy for them to buy from you. Building and perfecting your sales pitch is the first step in achieving this. Here’s a framework to use as you prepare.

Lead with Content that Resonates. Access content tailored to the prospect’s business challenges and unique needs
Ensure your Advisors are Prepared. Provide personalized expert advice that goes beyond a generic sales pitch
Start Conversations that Add Value. Be prepared to have consistent, high-quality conversations with every member of the customer’s team
Encourage Interactions that are Engaging. Collaborate during and after the meeting on the perfect solution for your customers’ business

Perfect Enterprise Pitching

Sales pitches are as old as time, but delivering sales pitches has changed over time
Especially in technology, when trying to be a trusted advisor, the elevator pitch just doesn’t really work anymore
But even though as a whole this style of pitch doesn’t necessary work, that doesn’t mean you will never have to use an elevator pitch
There are multiple different scenarios where you might need to pitch, and your pitch should always be tailored to the person you’re speaking with
Pitching is one of the most difficult sales skills to master — but if you can do that, the world of sales is yours

Pitching in Different Enterprise Scenarios

Understanding how to tailor your pitch for different scenarios is critical to success. There are four main pitching scenarios that you need to be prepared for:

The Short Customer Story Pitch: This is the pitch you will do most often during calls
The Long(er) Customer Story Pitch: This is the pitch you will use if you have a longer more in-depth call
The Industry/Persona Led Pitch: You will use this pitch when someone just wants to know what the product does from a practical high-level perspective, but you still want to tailor to their persona/industry or using your research
The Elevator Pitch (General): You will use this pitch when your prospect is impatient and you can tell they are annoyed and won’t really listen until you give them a high-level explanation of the product

Top Sales Pitch Tips

DO practice over and over and over so you can pitch in your sleep
DO tailor your pitch to whoever you’re speaking with
DON’T pitch too early in the conversation if you can avoid it
DO write down a pitch or bullet points per persona in the beginning — just in case you draw a blank!

Three Best Practices for Modern Enterprise Selling

Showpad will support your current needs and future growth because we help prepare sellers by making it easy to find the latest on-brand content in a central location for every opportunity. Showpad also supports sales onboarding, training, and coaching to maximize teams’ productivity, increase active selling time, and accelerate sales rep onboarding time.

Sellers can more effectively engage buyers by leveraging Showpad to more efficiently prepare for and personalize sales presentations. Sellers can easily share the most relevant content with buyers from any device and collaborate with all stakeholders in one branded location
By tracking their buyer’s level of interest through Showpad insights, sellers can optimize their performance, shorten their sales cycles, and have increased visibility into buyer intention
Sales leaders can identify and replicate their top sellers’ behavior to scale success, decreasing the overall long-term cost of sales
Marketing can leverage our bottom of funnel insights and buyer insights helping marketing identify the content and experiences that engage buyers and drive revenue
Administrators can support content management and distribution of content as well as sales training efforts at scale from one unified platform, decreasing the administrative burden of launching and maintaining a Sales Enablement program

Showpad is a global leader in revenue enablement technology, providing teams with a modern selling solution for maximizing hybrid sales. In more than 50 countries, customers rely on the Showpad platform to empower their teams to be at their best. Showpad has been named a Strong Performer by Forrester’s Wave for Sales Content Solutions, recognized as a top 10 software company by G2, and listed in Deloitte’s Fast 50 and Inc Magazine’s 2019 Best Workplaces.

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