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Topics Covered: <a href='/resources/search/?query=Sales Strategy'>Sales Strategy</a> | <a href='/resources/search/?query=sales skills'>sales skills</a> | <a href='/resources/search/?query=sales pitch'>sales pitch</a> | <a href='/resources/search/?query=sales advice'>sales advice</a>
Sales Strategy
Aug 22, 2016 | Matt Heinz

Based on Scott Brinker’s new 2016 martech infographic, there are at least 2x more companies selling technology to B2B sales & marketing groups than just a year ago. It’s an interesting development, though the volume of bad sales pitches is way too massive.

Here are some examples of BAD sales pitches you need to avoid:

  • The “fake forward”: It may increase open rates, but radically decreases your trust & credibility long term
  • The “we saw you on our website”: Activity tracking is a great way to prioritize communication, just don’t tell your audience explicitly that you’ve been watching their moves. That could come off as creepy.
  • The “did you get my last email”:  The answer is probably yes, but there’s probably also a reason they didn’t respond…
  • The “last attempt before we break up”: Seriously, some people literally write copy in the last email of a follow-up sequence that references a break-up. It’s not cute, you were never dating your audience in the first place, and it comes off as if you’re trying too hard.
  • The “do you have 15 minutes”: If your pitch begins with a request for your audiences time (before even telling them why they should give you that time), the answer will most likely be no.
  • The “I’m reading from a script”: It’s understandable that you make the same call and leave the same voicemail 50+ times a day. But if you sound like you’re reading from a script, that’s not good. Practice and get comfortable delivering the same message in a natural manner!
  • The “I’ll just start calling you bud”: Seriously, if we’re actually buds, that’s fine, but in your first or second cold email, maybe not so much.
  • The “every sentence begins with I”: As in, “I want to tell you…” or “I want to schedule a call…” or “I want you to know…”. In this case, everything is about you, not the prospect. That’s not the way to go.
  • The “telling them what they should want or need”: If you make definitive statements like “you should…” or “you need…” without qualification, the prospect won’t trust you.
  • The “space is limited on our webinar”: No it isn’t. It’s a webinar…
  • The “event meeting invite with no agenda”: You want 15 minutes of your prospects time at that conference you were both attending, you want to buy them coffee, but don’t have an agenda? Why should they agree to do that?!

These are just some of the types of pitches you should do your best to avoid if you want to make a good impression on your prospects.

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About the Author:
Matt HeinzProlific author and nationally recognized, award-winning blogger, Matt Heinz is President and Founder of Heinz Marketing with 15 years of marketing, business development and sales experience from a variety of organizations and industries. He is a dynamic speaker, memorable not only for his keen insight and humor, but his actionable and motivating takeaways. 

Matt’s career focuses on consistently delivering measurable results with greater sales, revenue growth, product success and customer loyalty. Matt is a repeat winner of Top 50 Most Influential People in Sales Lead Management and Top 50 Sales & Marketing Influencers.

Disclaimer: The views and opinions expressed in this article are strictly those of the author. CPSA does not endorse any of the companies, products and services mentioned within this article.

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