Before you begin creating and practicing your pitch, let’s see the best practices that you’ve learned in action via a four-minute executive pitch to the CEO of GreenPath.
Tip: As you watch this video, listen for the elements of a good executive pitch, the logical flow of the conversation, as well as how the salesperson avoids ‘information overload’.
An Example Pitch to the CEO of GreenPath
Click the Play arrow to begin watching the video.
Craft, Prepare and Practice
The example pitch video above, made to the CEO of GreenPath for SAP Business Suite, provides the perfect balance of the amount of information shared, while following the narrative flow discussed in the previous lessons.
You can see where the sales executive used the challenges of the CEO to effectively implement and track sustainability requirements across the organization as the initial way to engage the CEO into SAP Business Suite and a transformation journey.
The pitch then effectively addresses GreenPath’s top objectives, provides the value that SAP Business Suite brings, as well as discusses a customer with similar challenges who benefits from SAP solutions, bringing the narrative to life. The pitch also requests a call to action to trigger the conversation to continue on a more comprehensive level.
Now it’s your turn!
Using the GreenPath case study as your customer (or you can use a real-world customer scenario), and leveraging what you have learned about SAP Business Suite, your next step is to build a pitch of your own.
Note
As you prepare your pitch, remember:
- With SAP Business Suite, we are unrivaled in our capabilities, bringing together applications, data, and AI like never before. 50 years of business process intelligence informs our applications, which informs our data which informs our AI, making it the most robust suite offering on the market. Our SAP customers represent 84% of the total global economy. 98 of the 100 largest companies in the world are our customers. We have a footprint in over 180 countries, with knowledge of compliance and regulations, wherever our customers want to do business. The collective expertise, learnings, and insights all ladder up into an unrivaled inter-section of applications, data, and AI, each driving the other forward.
- Engage with individual business leaders and their teams. Understand their objectives.
- When it comes to demonstrating the benefits of the SAP Business Suite, it is useful to personalize the message to address the concerns and priorities of your audience.
- We are not just focused on convincing a CIO that SAP Cloud ERP is the right technology investment, nor are we focused on selling SAP SuccessFactors to the CHRO. We are making the case for an interconnected suite of applications, with transformative impact across an organization, through the lens of the stakeholders and leaders we are talking to.
- Buying centers are the business function or departments within an organization where our solutions are designed to make a significant impact. We have five primary buying centers: Finance Management, Spend Management, Supply Chain Management, Human Capital Management, and Customer Experience. We have developed narratives that speak to leaders (personas) within each key buying centers.
Let's summarize what you've learned:
- Begin by understanding the purpose of your pitch. Then, identify your executive’s top objectives, challenges, and pain points, tailoring your pitch to meet their specific requirements and address any potential objections they may have.
- Clearly explain how SAP Business Suite and the transformation journey addresses their pain points and provides value to them and their organization.
- Explain why SAP Business Suite is unique and how it is better than other options available in the market.
- Focus on the outcomes and results that an organization can expect from using SAP Business Suite.