Friday, 20 May 2016

Prepare to Pitch for New Business

We have been fortunate enough to be involved with a webinar produced by the Star Commercial Academy. As we have been in procurement, sales, and selling procurement solutions, we were able to offer our opinions on the topic at hand. The discussion was focused on sales presentations and what to look out for to enable success.

You can listen to the discussion here.

As part of the discussion, Market Dojo added their experience to 4 main questions.

Q: As recipients of countless pitches, what are the key things you go into a meeting wanting to be presented with?

Market Dojo: 
  • Research, research, research 
  • Time management and structure [courteous] 
  • Understanding the company and problem 
  • Asking relevant questions with feedback loop 
  • Keep it simple (clean pres) 
  • Flexible if things come up [projector fail...] 
  • Engaging, Enthusiasm, Honesty, Empathy

…….However it will vary on the personality so you need to adapt.

Q: And if you had to rank the 3 things you wished everyone would include in a pitch, what would they be?

Market Dojo:
  • Strong company pedigree 
  • Relevant personalised examples 
  • No assumptions or premature elaboration 

Q: Could you tell us about any distinctively brilliant pitches that stick in your mind?.....what was it that makes it so memorable? 

Market Dojo: (Recent pitch by RC) 
  • Arranged meeting promptly and flexible 
  • Prepared [presentation, flyers] 
  • Professional 
  • Didn't interrupt 
  • Personal, focused on our needs 

Q: Not every sales pitch is a winner. Thinking about pitches that have turned you 'cold' could you outline the types of things to avoid?

Market Dojo: (Recent pitch by an internet company) 
  • Too many assumptions [We CAN help you rather than MIGHT help you] 
  • Used amateur sales tactics [if you buy now...] 
  • Deliberately obtuse, lied [World leading, turnover, Market Makers, renewal rates...] 
  • Also they didn’t do what they promised they would do!

We had some great interaction with Ena Ryan from Progorex among others. Many thanks to the hosts and everyone else who presented.

STAR Commercial Academy is led by four directors who between them have both significant and relevant experience in customer management and commercial disciplines.

Market Dojo helps procurement professionals negotiate better with our on-demand eSourcing tools. If you’d like to find out more, get in touch or register for free and play around with our software for yourself!


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