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#connectvip @connectmembers facebook.com/connectmembers
Building Compelling Messaging 
and Pitching with Value 
Justin Baker 
Account Executive, SMB 
Salesforce.com 
#connectvip ...
NOISE 
TIME IMPACT 
#connectvip @connectmembers facebook.com/connectmembers
Critical Elements to Pitching Today 
1) Attention 
2) Insight 
3) Solution 
4) Trusted Advisor 
5) Seeing Beyond the 
Deal...
#connectvip @connectmembers facebook.com/connectmembers
Attention 
• Relevant Introduction 
• Humor, intrigue, storytelling 
• “The Big Idea” 
• Conviction > Emotion > Engagement...
Insight 
• Challenge 
• Research 
• Novelty 
• Why now 
• Examples and Anecdotes 
“Customers contact sales reps 
#connectv...
Solution 
• Feed off insight 
• 100,000 foot view 
• Rule of 3 
• Business challenge > Solution > Impact 
• Conservative 
...
Transcending Vendor to Trusted Advisor 
Customer 
for Life 
Deal 
#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 
...
Seeing Beyond the Deal 
• Differentiation 
• Level 3 
• No unilateral concessions 
• Accountability 
#connectvip @connectm...
Bonus – Recommended Readings 
#connectvip @connectmembers facebook.com/connectmembers
#connectvip @connectmembers facebook.com/connectmembers
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CC14 - Justin Baker - Pitching with Value

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@justinbaker @salesforce @connectmembers #connectcon14

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CC14 - Justin Baker - Pitching with Value

  1. 1. #connectvip @connectmembers facebook.com/connectmembers
  2. 2. Building Compelling Messaging and Pitching with Value Justin Baker Account Executive, SMB Salesforce.com #connectvip @connectmembers facebook.com/connectmembers
  3. 3. NOISE TIME IMPACT #connectvip @connectmembers facebook.com/connectmembers
  4. 4. Critical Elements to Pitching Today 1) Attention 2) Insight 3) Solution 4) Trusted Advisor 5) Seeing Beyond the Deal #connectvip @connectmembers facebook.com/connectmembers
  5. 5. #connectvip @connectmembers facebook.com/connectmembers
  6. 6. Attention • Relevant Introduction • Humor, intrigue, storytelling • “The Big Idea” • Conviction > Emotion > Engagement • Upfront Contract • Time, content, objective #connectvip @connectmembers facebook.com/connectmembers
  7. 7. Insight • Challenge • Research • Novelty • Why now • Examples and Anecdotes “Customers contact sales reps #connectvip @connectmembers facebook.com/connectmembers when they’ve completed 60% of the purchase decision process”
  8. 8. Solution • Feed off insight • 100,000 foot view • Rule of 3 • Business challenge > Solution > Impact • Conservative • Agreement #connectvip @connectmembers facebook.com/connectmembers
  9. 9. Transcending Vendor to Trusted Advisor Customer for Life Deal #connectvip @connectmembers facebook.com/connectmembers
  10. 10. 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 #connectvip @connectmembers facebook.com/connectmembers
  11. 11. Seeing Beyond the Deal • Differentiation • Level 3 • No unilateral concessions • Accountability #connectvip @connectmembers facebook.com/connectmembers
  12. 12. Bonus – Recommended Readings #connectvip @connectmembers facebook.com/connectmembers
  13. 13. #connectvip @connectmembers facebook.com/connectmembers

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