Persuasive Pitching: Make Them Listen & Win

Too often, sales reps simply regurgitate their presentations and expect to land the sale. It doesn’t word.
— Harvey Mackay

How do you prepare for a critical pitch to win business against tough competitors?

For more effective pitches you need to make your presentations relevant and memorable. Show what value you can bring to your client to help then achieve their goals. Garr Reynolds has a ten point checklist to make your pitch a well-told story to win the business. It starts by turning off technology, so you can focus on the job at hand. Moving to technology only when you are ready to create your presentation - if that is the method you choose to use.

Download our ebook to see this checklist and other valuable tools to help you win your pitch. To download the ebook complete the form below.

Cisco case study

A company that has a successful SAM program is Cisco. As a global leader it takes managing its major customers seriously, keeping the customer at the forefront of everything they do. So, Cisco moves from success to success, and in every key segment in which they compete they are the market leader.

Negotiation Strategies for Women

We cannot change what we are not aware of, and once we are aware, we cannot help but change.
— Sheryl Sandberg

This report from the Harvard Law School Program on Negotiation shows some strategies for success for women when negotiating. It explains how to avoid the backlash and push for better results and close the gender gap.

Download report here.

Persuading customers you can't afford to lose: Focus on them

Don’t sell products, help your customers succeed and thrive.
— Vadim Kotelnikov

The world of business is becoming ever more global and constantly changing, and changing fast. 

Companies have fewer customers producing larger share of their revenue and profit Losing one of these customers would have dramatic financial consequences. How would you replace their sales? How would you replace their margin? It's almost impossible to replace these customers because your competitors will protect their large customers at all cost.

Customer experience is a major differentiator for companies. With rising customer expectations it's a challenge for companies to differentiate their offerings while reducing costs and complexity for their customers and still make a profit.

Focus on your most important customers and make your company easy to deal with, keep things simple for your customers. Your customers will value convenience. But customise the experience, because there will be differences between your customers and within them.

This requires agile capabilities and great persuasive skills.

To download the ebook complete the form below.

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Persuading with Big Data - Keep it Simple

The goal is to turn data into information, and information into insight.
— Carly Fiorina

As executives and senior managers are getting bombarded with numbers and data, we try to understand what this means.

It is not just the volume but the complexity of data being collected that makes it tempting for senior managers to leave the analytics and interpretation to the experts. This is dangerous, as data without business insights is a waste of scarce resources - money and time, and a missed opportunity to find your competitive advantage.

Make your analyses useful and your insights clear and actionable. Don't dissuade with complex and confusing data presentations - keep it simple.

To download the ebook, complete the form below. 

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Not just conflict

The secret of change is to focus all of your energy not on fighting the old, but on building the new.
— Socrates

Changing market dynamics make it imperative for negotiators to rewire their approach to the market. There are a few relentless market trend impacting how B2B companies do business. These are long-term, and impact the top and bottom lines of B2B companies around the world.

This article was published in the India Management magazine in October 2016.

Read the article here.

Total Benefit of Ownership: Lowest Price ≠ Lowest Cost


Getting a reduction in price is an immediate gain, while buying on total cost is a long-term proposition. Besides, the savings suppliers claim from total cost buying are all smoke and mirrors.

Buying on the total benefit of ownership boosts profitability by bringing sustainable savings.

When more rigorous measurements are applied, the true potential of buying on total cost becomes clear.

Read the article here.

How can you persuade more effectively?

I believe my choices today can shape what happens tomorrow.
— Anon

Persuasion is more than a thorough knowledge of your subject. You must be able to communicate the information persuasively.

As the business world gets tougher and more competitive, you need to get better and more effective at persuading. You use this skill in your everyday business relationships and connections.

For those of you who are short on time, this ebook will provide you with some practical tips to make you more persuasive and improve your business results.

Myth busted - The Power of Persuasion

The smarter you are, the more likely you are to believe the myth.

Stephen Kozicki, who is the co-author of Persuading for Results, delineates the way to win more business through diligent persuasion and by taking the focus off content, in The Smart Manager magazine article published in 2016.

When wanting to influence someone else and win business, the myth that needs busting is: more content is more persuasive. Imagine you are confronting a board of directors, a key customer, or a key supplier you want to persuade to take a different view of the world. Instead
of adding more content, take a deep breath and focus on what action you want them to take after your meeting or presentation.

To read the full article click here.

Four Best Practices for Strategic Planning

Four Best Practices for Strategic Planning
Nicolas Kachaner, Kermit King & Sam Stewart
The Boston Consulting Group (BCG)
April 2016

Strategic planning is one of the least-loved organisational processes. But with nearly one-tenth of public companies disappearing each year, it's clear that companies need to devote time to strategy. The problem is that many companies lack an effective strategic-planning process.

The companies that get the most benefit from their strategic-planning activities have four things in common. They explore strategy at distinct time horizons, constantly reinvent and stimulate the strategic dialogue, engage the broader organisation, and invest in execution and monitoring.

Defining the plan is only half the challenge. The other half - translating the strategy into results - can be even harder. Successful execution requires active communication, well-resourced supporting initiatives, success metrics, and aligned incentives.

Click here to read the full article.

The Art of Choosing, Sheena Iyengar

This video by Sheena Iyengar, shows the problems with choice overload and provides some practical tips on how to reduce these problems.

How can you make choices easier?

  • Cut - less is more, this increases sales & cuts costs
  • Concretise - make it real & show the consequences of the decision
  • Categorise - more categories equals fewer choices
  • Condition - gradually increase the complexity of choices 

Communicating Frames in Negotiation

By Kathleen L McGinn & Markus Noth

This is a working paper about the conundrum of communication in bargaining. Many agree communication can enhance bargaining efficiency through honest revelation and coordination. Given the opportunity, bargainers tend to over-communicate - to share more information, more honestly, than predicted.

Click here to read complete article.
Published 2012 - working paper

How to persuade at home and at work

By Gary Peacock, International Author & Expert in Persuasion

8 steps for the perfect persuasion

Persuasion is a skill of effective communication, it’s even called an art. Some people have natural charisma and the ability to persuade and influence other people with ease, but many people struggle to be effective persuaders. The good news is - these skills can be learned.

There are eight steps to the perfect persuasion and these all involve understanding the other person’s point of view.

Click to read complete article
Published 2014