In the past, sales pitches started and ended with a product. There might be a slight reference to the prospect’s problem in the middle, but the product was front and center. Salespeople hoped buyers would be so dazzled by snazzy features that they’d whip out their checkbooks before the meeting was over — and sometimes, they did.
But today, this playbook doesn’t work. Prospects are inundated with product-focused pitches when what they really care about is their businesses. So instead of being more aggressive with messaging, salespeople need to scrap their old presentations in favor of an entirely new approach.
However, starting from scratch can be intimidating. How can you reinvent your story to appeal to the empowered buyer? This SlideShare from Blue Lobster outlines 9 steps of a customer-focused B2B sales pitch. Learn how to sell your clients hook, line, and CTA.
