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

The follow-through is focused primarily on exposing the value only your product can deliver to the prospect. This section has five distinct components.

The Hero’s Journey The most famous narrative structure for storytelling in general is known as the “hero’s journey.” The hero’s journey starts with a hero who goes on an adventure or quest, learns a lesson, uses that knowledge to achieve victory, and then returns home transformed.

The Product Walkthrough

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.

Your Insight Should Point to Your Value

understand you folks have been tracking your projects manually. How’s that working out for you?

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.

Alternatives: In this step, you discuss what alternative solutions exist in the market today, and the pros and cons of those alternatives for various customers.

Funnel is a marketing hub for data designed to help marketing teams get control over their data to improve performance.