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7 Ways to Master the Modern Sales Pitch

Joseph Kopser and Jake Dunlap sat down for a discussion on tips for mastering the modern sales pitch. Joseph developed his public speaking skills in the Army, and put them to good use in “The Pitch” to investors and donors. During his days at RideScout, he raised over $2.8 million and during his for Congress I raised over $3.1 million. Jake is an expert on helping companies improve their digital presence. In addition, he is able to help companies achieve their sales goals by focusing on finding qualified leads inside their target market.

To see their full interview, visit https://www.josephkopser.com/7-ways-to-master-the-modern-sales-pitch/

The 7 Topics Are:
1. Mastering the Pitch
2. Working your network to develop warm leads
3. Understanding the importance of weak ties to a number of different people
4. The importance of the book “How to Win Friends and Influence People”
5. Using your script to develop your message
6. Using the tools of technology as part of your modern sales strategy
7. Making the most of LinkedIn

4 bonus questions to ask yourself when getting ready for your pitch are:
1. Pitch - Have you tailored your pitch to the correct audience?
2. Script - Are you comfortable with the mechanics of the script?
3. Preparation - How well do you know your audience?
4. Relationships - Have you put in the effort before / after your pitch to build relationships?

Joseph Kopser of Grayline Group is host of Catalyst TALKS. A series of live, interactive interviews with thought leaders, subject matter experts and operators with first hand experience in the skills needed to lead the workplace in a changing world. His talks focus on the technology, agility, leadership, knowledge, and strategy needed to build teams in a changing world. Joseph is also co-founder of the non-profit USTomorrow focused on workforce readiness. Joseph’s focus is to help people adapt to the changing future of work.

Grayline Group knows that technology is changing faster than business models, and globalization has magnified the threat surface for companies, investors, and governments. Change creates opportunity and risk. It requires the skills of new leadership and strategy in the workplace.

Grayline Group brings together experts, data, and solutions to help business and government leaders manage transformation resulting from technological and socioeconomic catalysts.

To read more industry-expert pieces, visit JosephKopser.com/Blog

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7 Ways to Master the Modern Sales Pitch

  1. 1. JOSEPH KOPSER 7 Ways to Master the Modern Sales Pitch Leadership, Sales, and Strategic Communications JosephKopser.com•2020 01
  2. 2. Interview Overview Jake Dunlap and Joseph Kopser sat down for a discussion on tips for mastering the modern sales pitch. Jake is an expert on helping companies improve their digital presence. In addition, he is able to help companies achieve their sales goals by focusing on finding qualified leads inside their target market. To see their full interview, visit JosephKopser.com/blog. Joseph Kopser02
  3. 3. 7 TOPICS FOR IMPROVING OVERALL EFFORTS IN SALES Mastering the Pitch Working your network to develop warm leads Understanding the importance of weak ties to a number of different people The importance of the book “How to Win Friends and Influence People” Using your script to develop your message Using the tools of technology as part of your modern sales strategy Making the most of LinkedIn 1. 2. 3. 4. 5. 6. 7. 03 Joseph Kopser
  4. 4. 4 QUESTIONS TO ASK YOURSELF WHEN PREPARING FOR YOUR PITCH JosephKopser 04 01 02 03 04 T H E P I T C H Have you tailored your pitch to your audience? T H E S C R I P T Are you comfortable with the mechanics of your script? P R E P A R A T I O N How well do you know your audience? R E L A T I O N S H I P S Have you taken the time before and after your pitch to build relationships?
  5. 5. The Pitch PITCHES SHOULD NOT BE ONE-SIZE-FITS-ALL The Pitch is best when its tailored to the audience and it genuine in its delivery. People have a BS meter that will sniff you out over time. 05Joseph Kopser
  6. 6. The Script It is important to know the mechanics of what to include. The script should not be delivered in a way that sounds overly rehearsed or like you are simply reading off the page. Joseph Kopser 06 CLOSELY FOLLOW OR GO OFF SCRIPT?
  7. 7. Preparation KNOWING YOUR AUDIENCE IS KEY There are lots of tools like Contactually, techniques like Mail Merge, and other ways to know your audience… There is nothing that will replace preparation 07Joseph Kopser
  8. 8. Relationships Engaging on LinkedIn should be just like “real life.” Relationships matter. Delivery is still just as important. Don’t rush Joseph Kopser 08 HAVE YOU TAKEN THE TIME TO GET TO KNOW THOSE YOU'RE PITCHING?
  9. 9. Joseph Kopser is a serial entrepreneur and expert in energy and national security issues. Currently he serves as an Executive-in- Residence at the McCombs School of Business at the University of Texas. In addition, he is President of Grayline after he co-founded and served as CEO of RideScout before it was acquired by Mercedes. He served in the U.S. Army for 20 years earning the Combat Action Badge, Army Ranger Tab and Bronze Star. He is a graduate of West Point with a BS in Aerospace Engineering and also received a Masters from the Harvard Kennedy School. In 2013, he was recognized as a White House Champion of Change for his efforts in Energy and Transportation. In 2014, RideScout, won the U.S. DOT Data Innovation Award and co-authored the book, Catalyst. He is the Chairman of the Board of Advisors for the CleanTX Foundation, an economic development and professional association for cleantech. Joseph is also co-founder of the non-profit USTomorrow focused on workforce readiness. Joseph’s focus is to help people adapt to the changing future of work. Joseph Kopser, President - Grayline Group Joseph Kopser

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