set your sales pitch apart

Although a standard part of any sales pitch, asking thoughtful questions that highlight knowledge of the problem and solution is both rare and differentiating.

Great salespeople ask a lot of questions and spend a great deal of time listening to the answers they receive. This not only helps to further qualify the prospect but serves to better position the offering as each piece of additional information adds context to the discussion.

Be very prepared to anticipate objections and rejection. Rehearsing “hard questions” and their answers before getting to the sales pitch is a best practice, so be prepared for them and understand there may very well be a trail of very negative experiences from other sales pitches leading up to your conversation.

The goal is to present a credible and knowledgeable perspective about the prospect’s needs as well as how those needs are addressed differently from other options on the market.

Contact us if you’d like us to tell you more or schedule a demo.

Jeff Day

Jeff Day is the former Vice President of Marketing at Highspot with a strong track record of driving growth, building brand authority, and leading high-performing teams. He led every facet of marketing—from demand gen and product marketing to communications, digital strategy, and analyst relations. Known for his strategic vision and ability to execute at scale, Jeff is a passionate advocate for sales enablement.

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