Crafting a Persuasive Sales Pitch (Part 2)
Positioning with April Dunford
The Dangers of a Vision Pitch
The most dangerous aspect of this vision oriented pitch is that we know that 40 to 60% of B to B purchase processes end in no decision. If you come in and start talking too much about stuff that you cannot do today, so we're talking about the vision five years from now, then you run the risk that the customer says, great, I love it. I super I love the vision. I'm all in. You come back to me next year or the year after when you've got that thing and I'll buy then what you're actually doing is given the customer a reason to delay the purchase. We want to place the talk about things that are not just product. So
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