Persuasive Pitching: Make Them Listen & Win

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.

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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.

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

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.

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Not just conflict

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.

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