Sep 9, 2024

Pitch to the catcher on the other end. Too many salespeople pitch a one-size-fits-all solution. You typically have 3 levels of buyers: end users, middle management, and executives. They have very different interests and needs. Tailor your pitch to whoever you’re speaking with at the time. For example, tell end users how your solution will save them time and/or energy. They do not care about how much money it will save their company, but executives absolutely care about this. Managers typically care about numbers related to their teams overall effectiveness, and while end users can extrapolate these numbers to their own job, don’t make them go through that exercise. Tell them directly.

Remember, always consider the person’s role on the other end and what they are most interested in. This will translate to positive next steps immediately.