Sales Pitch: How to Craft a Story to Stand Out and Win

Insight: The insight frames the conversation by starting with what your experience has taught you about the customer’s situation, problems, and the solutions in the market. This critically important step points the customer toward what they need to know to understand why your differentiated value is important to them.

cases, demonstrating how your product works is the best way to communicate the value of what it does.

The Product Walkthrough

Trello is a great product and certainly easy to use. Have you looked at the resource planning capabilities of Trello? We have found that most tools like Trello weren’t designed with agencies in mind. They typically don’t support views and analysis that cross multiple projects, something that is critical to the agency customers that we work with.

How Do You Determine Your Insight? I believe that every successful company has a unique point of view on the market—they just aren’t always great at articulating it.

Personally, I like a table, but I keep the number of words to a minimum so that it is more of a conversation guide than something a rep might be tempted to read.

The goal of a great sales pitch is to help customers understand all their choices, the trade-offs between each, and when to pick your solution.

Companies today are developing APIs as an afterthought instead of treating them as a driver of business value. APIs are built, managed, and distributed using a mix of siloed tools for designing, testing, documenting, and distributing them, each used by separate teams across the API lifecycle. While each tool does the job it was meant to do, working

At this point, you have painted a picture of the entire market for the prospect. You can now have a clear conversation with the customer about the different approaches available to them and why they may or may not want to take each approach.

market insight.