Pitch What you're not doing makes all the difference eBook Hamish McKenzie
Download As PDF : Pitch What you're not doing makes all the difference eBook Hamish McKenzie 
Hamish McKenzie has seen too many clients lose business due to bad pitching habits.
In this conversational primer filled with tactical tips, worksheets, case studies, and stories drawn from experience consulting on high-stakes pitches around the globe, Hamish takes you step-by-step through his Pitch SSP process. He systematically demonstrates how to create a strategy, story, and presentation that targets the client’s needs, identifies what you’re not doing when you pitch that’s costing you time and money, and shows you how to focus on what matters so you can win more pitches.
Brimming with the author’s opinions on subjects ranging from the deeply flawed RFP process to the widespread tendency of pitch teams to utterly ignore client’s needs and confuse pitches with PowerPoint presentations, Pitch is a must-read for anyone looking to make their pitches stand out from the crowd in an increasingly competitive global marketplace.
“The brilliance of the Pitch SSP process lies in its simplicity.”
Hervé Sedky, President, Reed Exhibitions for the Americas, Reed Elsevier
“I worked with Hamish on more than a dozen high-stakes pitches, and our win rate was greater than 85 percent. I wouldn’t consider pitching on a major deal without him. If you want to increase your win rate, you need to read this book.”
Derek Snyder, Senior Vice President, Cushman & Wakefield
Pitch What you're not doing makes all the difference eBook Hamish McKenzie
This short read is an excellent way to re-think your approach to any kind of pitch, from complex B2B technical sales to job interviews or even personal proposals. The author highlights it's all about the client and not your company, people buy from people not companies, and the discipline of following Strategy/Story/Presentation will always pay dividends.If you've ever wondered how the top sales people in a company get to that position, they likely focus solely on the client, have a strong strategy for the people involved and are disciplined in their approach. Thanks for a great reminder of this common sense, and it was a small price to pay for the lesson (compared to hiring the author)...
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Pitch What you're not doing makes all the difference eBook Hamish McKenzie Reviews
This short read is an excellent way to re-think your approach to any kind of pitch, from complex B2B technical sales to job interviews or even personal proposals. The author highlights it's all about the client and not your company, people buy from people not companies, and the discipline of following Strategy/Story/Presentation will always pay dividends.
If you've ever wondered how the top sales people in a company get to that position, they likely focus solely on the client, have a strong strategy for the people involved and are disciplined in their approach. Thanks for a great reminder of this common sense, and it was a small price to pay for the lesson (compared to hiring the author)...
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