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1 of 21
Copyright © 2017 Salesforce
PITCH and COMMIT
Communicating and sharing often to move work forward
ignite
“Innovation is a social process.”
J U L E S E VA N S
PITCH and COMMIT
Copyright © 2017 Salesforce 4Crash Test Dummy, National Highway Traffic Safety Administration (NHTSA)
Copyright © 2017 Salesforce 5RL.00963,TitleOutdoor Advertising Association of America (OAAA) Archives
Copyright © 2017 Salesforce 6
Creating something new
is dependent on our
ability to communicate
Copyright © 2017 Salesforce 8
Innovation is a
social process
“Innovators cannot work in isolation if they want
their ideas to catch on. They must build a
coalition of supporters who will provide air cover
for projects, speak up for them, support
innovation so it makes it to the next stage.”
R O S A B E T H M O S S - K A N T E R
H A R VA R D B U S I N E S S S C H O O L
Copyright © 2017 Salesforce 9
You need hearts,
minds and resources
No one will pursue your
idea because its great
Resources are
always limited
New initiatives need to
demonstrate longevity
Pitch + Commit
Build resolution and
move forward
Verbal communication of
a point of view
Copyright © 2017 Salesforce 11
What do you want to
do tonight?
I’d like to get together and do
something active and a little
out of the ordinary; karaoke?
Action Pitch Session: Carlin Gettliffe at TEDxMission The City 2.0
What did you notice about
this communication?
Copyright © 2017 Salesforce 14
Why How What
Purpose Method,
approach
Supporting
information,
tactics, next steps
A clear purpose
creates momentum
A communication structure to
lead and empower others
Copyright © 2017 Salesforce 15
Strong opinions,
held loosely
A point of view or opinion-
whether ‘right’ or ‘wrong’- on
how to interpret information
and move forward creates a
starting point for discussion.
Copyright © 2017 Salesforce 16
Connection to both
people’s hearts and minds
Focus on what’s relevant to them,
not reporting data.
Communicate to
push work forward,
not convince
Copyright © 2017 Salesforce 18
Provide recommendations
and information to direct
next steps
What you learned must be interpreted 

and used to further develop the ideas.
TIP #1
Copyright © 2017 Salesforce 19
Build communication
collaboratively
Physical manifestations of your work and
communication lets you work flexibly and
without commitment, gathering input
from others along the way.
TIP #2
Copyright © 2017 Salesforce
Pitch, iterate and repeat
Communication will evolve as you see how
people react and your work progresses.
TIP #3
Thank you!
L e a r n m o r e
s a l e s f o r c e . c o m / w o r k d i f f e r e n t l y
ignite

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6 Principles to Work Differently // Pitch and Commit

  • 1. Copyright © 2017 Salesforce PITCH and COMMIT Communicating and sharing often to move work forward ignite
  • 2. “Innovation is a social process.” J U L E S E VA N S
  • 4. Copyright © 2017 Salesforce 4Crash Test Dummy, National Highway Traffic Safety Administration (NHTSA)
  • 5. Copyright © 2017 Salesforce 5RL.00963,TitleOutdoor Advertising Association of America (OAAA) Archives
  • 6. Copyright © 2017 Salesforce 6
  • 7. Creating something new is dependent on our ability to communicate
  • 8. Copyright © 2017 Salesforce 8 Innovation is a social process “Innovators cannot work in isolation if they want their ideas to catch on. They must build a coalition of supporters who will provide air cover for projects, speak up for them, support innovation so it makes it to the next stage.” R O S A B E T H M O S S - K A N T E R H A R VA R D B U S I N E S S S C H O O L
  • 9. Copyright © 2017 Salesforce 9 You need hearts, minds and resources No one will pursue your idea because its great Resources are always limited New initiatives need to demonstrate longevity
  • 10. Pitch + Commit Build resolution and move forward Verbal communication of a point of view
  • 11. Copyright © 2017 Salesforce 11 What do you want to do tonight? I’d like to get together and do something active and a little out of the ordinary; karaoke?
  • 12. Action Pitch Session: Carlin Gettliffe at TEDxMission The City 2.0
  • 13. What did you notice about this communication?
  • 14. Copyright © 2017 Salesforce 14 Why How What Purpose Method, approach Supporting information, tactics, next steps A clear purpose creates momentum A communication structure to lead and empower others
  • 15. Copyright © 2017 Salesforce 15 Strong opinions, held loosely A point of view or opinion- whether ‘right’ or ‘wrong’- on how to interpret information and move forward creates a starting point for discussion.
  • 16. Copyright © 2017 Salesforce 16 Connection to both people’s hearts and minds Focus on what’s relevant to them, not reporting data.
  • 17. Communicate to push work forward, not convince
  • 18. Copyright © 2017 Salesforce 18 Provide recommendations and information to direct next steps What you learned must be interpreted 
 and used to further develop the ideas. TIP #1
  • 19. Copyright © 2017 Salesforce 19 Build communication collaboratively Physical manifestations of your work and communication lets you work flexibly and without commitment, gathering input from others along the way. TIP #2
  • 20. Copyright © 2017 Salesforce Pitch, iterate and repeat Communication will evolve as you see how people react and your work progresses. TIP #3
  • 21. Thank you! L e a r n m o r e s a l e s f o r c e . c o m / w o r k d i f f e r e n t l y ignite