An effective and engaging executive pitch has to offer the delicate balance between providing enough information to encourage your customer to continue with additional dialogues to make the sale, and not overloading them with too much information all at once.
Let’s get started with a framework that is helpful not only with your executive pitches, but with any sales presentations.
Note
When watching the videos, have a notebook, iPad, or whatever method you like to take notes with, to capture any possible approaches or tips that you would like to include in your pitch.
What to Include in Your Executive Pitch
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Some key points to remember:
- For starters, is your narrative relevant to the customer's main priorities?
- How can you connect your customer’s key objectives and challenges to the solutions SAP offers for problem-solving and innovation?
- Can you provide proof to build credibility and show how SAP’s value aligns with your customer’s priorities?
- Does your pitch close with a call to action?
What to Avoid in Your Executive Pitch
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Keep in Mind:
With the amount of information about SAP’s solutions at your fingertips, it’s easy to be overambitious and squeeze too many customer goals, paint points, and solutions into a short pitch. The result is a confused customer and stalled negotiations, often leading to inaction because they’re unsure how to move forward. Instead, pitch the most important and impactful value driver that focuses on one key business goal, one pain point, and SAP’s solution. Include a quick customer example highlighting an interesting benefit or KPI that will resonate with your customer. Your customer should be much more engaged and want to learn more, which opens the door for follow-up meetings.
Let's summarize what you've learned:
- Say it straight: Provide a clear and relevant message to the customer's main priorities.
- Strategically connect priorities to SAP solutions, including a solid customer example to establish credibility.
- Avoid information overload by focusing on the customer's most burning priorities, one key goal, and one pain point.
- Have a call to action that sparks interest in a follow-up to initiate the transformation journey with the customer.