Do You Think It's Worth While to Do Research Before a Sales Call?

Instead of leading with your title, lead with your expertise or specialization. The brain listens to stories differently and different harmones and synapse start to happen when there's a little story involved. And if you have a great, succinct way to talk about your business, it's not the cute, you know, too creative Elevator pitches are not bad or good; they're just about how you develop it. You've got this thing called a value positioning statement, which is brilliant and easy talk about that. But again, the narrow, the more precise, the better.