Sales Pitch Ideas
Today’s buyers are more demanding than ever. They have shifted how they buy. Old-school tactics like scripted sales pitches and cold calls just don’t cut it anymore. You can arm yourself with 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 are 3 important principles to follow as you prepare your sales pitch.
- Include Content that Resonates. Access content tailored to the prospect’s business challenges and unique needs
- Bring Advisors that 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
- Propose Interactions that are Engaging. Collaborate during and after the meeting on the perfect solution for your customers’ business
Sales Pitch Ideas for Different Scenarios
The first step in being able to articulate a perfect pitch is understanding how to tailor your pitch to different scenarios. There are four main pitching scenarios that you need to be prepared for:
- Short Customer Story Pitch: This is the pitch you will do most often during calls
- Long(er) Customer Story Pitch: This is the pitch you will use if you have a longer more in-depth call
- 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
- 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
Sales Pitch Ideas for Different Personas
It’s important to always tailor your pitch to the person you’re speaking to, no matter which of the above pitches you’ve chosen. To help prepare you, below is an overview of some highlights per persona that can help you build more impactful pitches!
SALES LEADERSHIP
Areas of Focus
● They think about revenue & targets (hire more people, roll out new products, M&A or change something in sales process)
● They want to hold managers accountable for properly coaching reps
● Length of sales cycle, new hire ramp up time, wins over the competition, ROI of tools
MARKETING LEADERSHIP
Areas of Focus
● Marketing ROI, visibility on what drives sales conversations, 360° view of customer experience
● Making sure reps deliver the right messaging on marketing material or events etc. & making sure everybody is aligned on messaging & value proposition
SALES OPERATIONS
Areas of Focus
● Driving efficiencies in the sales process
● Average deal size, time to first sale, win rate over the competition, deployment, ease of use
What is Sales Enablement?
In a nutshell, enterprise sales enablement means equipping sellers with the right resources to shorten the sales cycle, increase win rates, and sign bigger deals. Enterprise sales enablement, as a function, evolved in response to the evolution of the enterprise buyer. With a wealth of information available online, enterprise buyers are in more control of the buying process than ever before. In many cases, enterprise buyers can be more than halfway through their journey before they reach out to a seller.
What does this mean? It means that enterprise sellers must take the initiative to reach out to enterprise buyers, winning the buyers’ attention much earlier in their journey. This is a task typically associated with marketing. So, sellers need to think more like marketers, and marketers need to think more like sellers – about the day-to-day experiences of enterprise buying and selling.
Enterprise sales enablement is providing customer insights, content and coaching to your sales team throughout the enterprise selling process. Sales enablement is the process of providing your sales team with the resources they need to close more deals. These resources may include content, tools, knowledge, and information to effectively sell your product or service to customers.
Ultimately, the goal of sales enablement is to align the interdependent elements of sales, marketing, customer support, product management, brand management, legal, and human resources to boost seller productivity and improve the buyer experience. In a nutshell, sales enablement strategy is to provide salespeople with what they need to successfully engage the buyer throughout the buying process.
How can Showpad Sales Enablement Make Your Sales Pitch Stronger?
Showpad is a global leader in revenue enablement technology, providing teams with a modern selling solution for maximizing hybrid sales.
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
Want to learn more about Showpad?
Contact us for a personal assessment of your enablement journey.