Pitching Isn’t for Sales People, It’s for You

Pitching Isn’t for Sales People, It’s for You


Over the last couple weeks I’ve been developing a full day of training for my company.  The training is being offered to a mix audience of sales and delivery personnel from one of our channel partners.  In the process of developing this training, I reminded myself why I left a cushy job at IBM to dive in to this startup.

This experience reminded me of a piece of wisdom that I had forgotten.  If you don’t develop sales pitches because you’re not in sales, you’re foolish.  Developing a sales pitch tells you more about your company (or whatever you develop the pitch for) then any positives/negatives analysis on the back of a piece of notebook paper ever will.  Additionally, it’s a nice thing to have in your back pocket if anyone ever questions your decisions.

If you’re considering a purchase (let’s say a TV), make a sales pitch for it and try it out in the mirror.  Tell yourself how this TV will improve your life.  Make it clear how the features of this TV are better than your current one.  Discuss (as any good sales pitch does) the reason you need to buy this TV NOW (big sale, upcoming Super Bowl party, etc…).  Address any issues that your competition would bring up; why is the TV better then the other purchases you’re considering (Kindle, laptop, etc…).  Don’t lie in the presentation, but make a good argument.  Now that you’ve pitched yourself, did you convince yourself?

I didn’t just apply this to taking the job at Adaptivity.  I’ve applied it a number of places; should I do an MBA?  Should I move to Charlotte?  Should I keep the house in Pittsburgh?