In Solutions Consulting or Presales, we don’t think of ourselves having to ‘sell’. That’s the role of the Sales Rep or Account Executive, right?
However, as Solutions Consultants, it is still very important for us to be able to articulate what it is our company or product does to help its customers.
For example, when at a trade show or marketing event, we need to be able to pitch our solutions.
Gabe Larsen at Hubspot has written a great article on how to make a compelling sales pitch in six steps:
- Make it short
- Make it clear
- Explain who your customers are
- Explain the problem they’re facing
- Explain how your product can solve it
- Describe what success will look like as a result of using your product
He also shows a six-point framework for a sales pitch:
- Problem
- Value statement
- How we do it
- Proof points
- Customer stories
- Engaging question
In the article, Gabe shows seven great video examples of sales pitches from several companies at a trade show. It’s great to see how the likes of Conga, Vidyard, Xactly and G2 pitch their solutions.
Check out the full article below.