Craft Your Sales Pitch with Competitive Differentiation

Introduction

• Welcome

1. Assessing Yourself

• Are you a differentiated rep?
• Is your organization differentiated?
• How can you differentiate your organization?

2. Differentiating Yourself

• Setting yourself apart
• Product expertise
• Differentiating your language
• Adding value before collecting revenue

3. Differentiating During the Sales Process

• Sticking to a differentiated sales process
• Unpacking the buyer's journey
• Differentiating in the first meeting
• Building relationships that last
• Asking the right questions
• Talking about the competition

4. Differentiating Your Deck

• Pitching kills your presentation
• Opening your presentation
• Customizing your deck
• Asking for the business
• Differentiating your written proposal

5. Differentiating Inside Your Organization

• Differentiating with your boss and peers
• Inspiring differentiation in your product
• Cultivating differentiation on your team

Conclusion

• Next steps