signandrecline

Enterprise Sales

Valued Contributor

How do you prepare your pitch and talk track? Do you have a playbook or a flow that can be customized and adapted?

First off - happy new year savages! May this year be the best for you, your families and wishing everyone reading this a lot of happiness and good health going into 2022.

Re my question - you know those moments when you have an incredible call with a prospect, and replicating that seems to be a difficult task. How do you prepare your talk track or structure your calls?

Is there a cadence or structure that can be used as a standard reference, and then customized to your needs?

I'm looking to prepare one for myself in order to increase the chances of having better first calls with potential prospects, and increasing the chances of being a partner/vendor of choice. Just for context - I sell product development services with an avg sales cycle of 3 months.

🔎 Prospecting

👑 Sales Strategy

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15 comments

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CoorsKing

WR Officer

5

Retired King of the Coors Knights

For first calls I tend to always do the same research before:
- Are they public? If so, are they growing or shrinking revenue?
- Are they expanding into new markets (products, acquisitions, etc)
- Any new leadership?
- Any relevant recent news?

I will then take that and create a mini business case. Obviously at this stage it is mainly assumptions, but at least it shows you tried to do your homework and they will be more open to correcting you rather than starting from scratch.

My pitch portion of the disco call will be (5 min total at end):
- industry trends and the challenges associated
- my perceptions of challenges they may be facing by above research and disco done in the call
- how my tool solves those challenges
- relevant example of a similar customer/use case
- next steps on how to get to future state

GlassSlinger

Opinionated

0

Carrier & Wholesale Development

Agree w this fella here. Always always do research. I feel like conducting research really can put you in your customers shoes and help your pitch.

Your pitch should be structured and boiled down to perfection. Practice on your spouse, not your customer.

CuriousFox

WR Officer

0

🦊

Damn the CoorsKing coming in HAWT 🔥

poweredbycaffeine

WR Lieutenant

2

☕️

I worked off of the HubSpot (at least that's where I learned it) framework of GPCT:

Goals
Plans
Challenges
Timeline

Then add in I &C: Implications and Consequences of hitting or not hitting those goals in the timeline they conveyed.

This ensured we had a good level base of qualification done before we moved on to the next steps. You may need more than one call to get this info, but this is the basis of moving a deal forward in the pipeline for my current AEs.

justatopproducer

Politicker

1

VP OF SALES -US

In large companies they seem to have a go to market type presentation. I hate them but at the same time its faster than creating your own from scratch. I typically will use the slides, cut out what imI dont want and write out my own general talk tracks until i memorize them and then typicalky just have notes with a few key words to touch on for slides based on the prospects needs that i want to touch on. This is how i do it atleast. Trial and error and add/delete what works and what doesn’t.

rainmakerinthemaking

Politicker

1

Enterprise Sales executive

i don't think there is a silver bullet for this. 2 things I will definitely do.

1. I will research the shit out of the prospect im meeting. Does he/she have a hot sister? what are the relevant areas he might be interested in? Is he a decision-maker or at least an influencer?

2. I have a general-purpose deck prepared. Not too wordy. During the call, I would be using the deck to start conversations around products/services that I think he/she might be interested in.

Blackwargreymon

Politicker

1

MDR

I worked off of the HubSpot (at least that's where I learned it) framework of GPCT

Clashingsoulsspell

Politicker

1

ISR

Agree w this fella here. Always always do research.

Upper_Class_SaaS

Politicker

0

Account Executive

I think it takes time to develop the right flow. After a while of doing demos you will know what works and what doesn't. Then cutting out the things that get the least hit and amplifying the things that all get the OOOOs and AWWWs when you demo it

Sunbunny31

Politicker

0

Sr Sales Executive 🐰

I have slides from my company with our branding and talk tracks. I modify these to suit my needs and continue to tweak and refine based on what resonates with the prospect. What matters to each prospect may be profoundly different, so I make sure what I’m discussing is relevant to the customer and will directly impact the value to them.

southernfriedsales

Opinionated

0

Senior AE & Business Owner

I think having set talk tracks that can be utilized for multiple verticals (adapted as you mentioned) is really what I focus on. I’m pretty free flow though/conversational. But you always need that foundation

IYNFYL

Politicker

0

Enterprise SaaS AE

I always base conversations on what value I can bring to them, what goals they are trying to achieve, and plant the seeds to dig deeper into pain points they have now. I am a firm believer in a working document that also talks about all objections I’ve received in the past, and worked with other teams members on how to get past them if I was unaware

MR.StretchISR

Politicker

0

ISR

In large companies they seem to have a go to market type presentation. I hate them but at the same time its faster than creating your own from scratch. I typically will use the slides, cut out what imI dont want and write out my own general talk tracks until i memorize them and then typicalky just have notes with a few key words to touch on for slides based on the prospects needs that i want to touch on. This is how i do it atleast. Trial and error and add/delete what works and what doesn’t.

Mr.Floaty

Politicker

0

BDR

Yeah that was definition of TLDR. Ironic considering they were trying to make some point about short emails.

Cyberjarre

Politicker

0

BDR

I couldn't get past the first 5 one-line thoughts in this post...but yes, this person has experienced success a handful of times and now thinks they are god.

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