According to Neil Patel's definition, a sales pitch is nothing more than:
“A communication and/or commercial speech that will have as its main objective to make the person receiving this speech – the consumer – interested in it, showing the solution, the benefits it generates and which pains it solves. Therefore, it needs to be a short speech, without delays, that will make the persona go through the purchase journey until the transaction is completed.”
In other words, the pitch must clearly highlight the value proposition , which is so em greece mobile phone number phasized in Product Marketing.
Given this, what do you need to know to build a Sales team and what Product Marketing information can be useful for Sales Enablement?
Considering everything that has been said so far, the partnership between Product Marketing and Sales Enablement is completely strategic , as the former can provide the latter with important information that will directly impact the Sales Enablement process.
And if Sales Enablement, in turn, can follow every step of the Product Marketing team, the person will be highly qualified to be one of the main references for that solution within the company, further increasing productivity in terms of product evangelization and the sales team's training and qualification process will be more assertive, because Sales Enablement will be equipped with rich and strategic information , important for a sale.
In short, all of this will be important for building a sales pitch . Remember that Product Marketing, in addition to all the information about segmentation and the persona itself, is the area responsible for communicating and positioning what you want to sell. Therefore, the contributions are:
Audience and audience context
Knowing what they do, their importance within a company, their challenges and day-to-day activities helps you direct communication to the right persona . During product development and market research, Product Marketing is responsible for carrying out the first tests and hackings responsible for defining and refining the ideal persona and buyer personas .
Content strategy
Within the Product Marketing team, there are content strategy and people who can master copywriting techniques , for example, which is a writing technique that will help the person reading the text take some action. This is essential for a pitch , as it will help with conversion.
Competition studies
Dominating your competitors is the result of several studies and market analyses that are carried out to understand what other companies with products or services similar to yours are doing, how they price, how they position themselves and how they sell.
In addition to helping you always develop your product in a way that takes advantage of time to market , it will help you think: what are my competitors doing and what can I do better? This is value delivery! And taking this knowledge to Sales Enablement is what helps to overcome possible objections .
Pricing strategies and negotiation techniques
Together with Product Managers , the Product Marketing team is responsible for helping to define the product price. Therefore, these two teams, together with Sales Enablement, are able to establish the best proposal negotiation techniques , in order to establish a win-win relationship.
Segmentation for each stage of the journey
Among several things that are seen within a segmentation, each pitch needs to be built according to each stage of the journey, making it necessary to know the persona , the size of the company and the type of product it offers to the market.
This will help you prioritize the most appropriate company profile to approach and receive information about your product, according to your strategy. Given this, since we see that pitching is a form of sales communication , you need to know how to communicate with different personas , sizes and segments of companies.
Conclusion
Having said all this, we cannot forget the importance of the sales team in this process. After all, Product Marketing needs to ensure that the solution will be sold successfully, and that is precisely why we need to talk more about Sales Enablement as a way to develop the Sales team to win the right customers for solutions that deliver value and purpose, in addition to leveraging revenue indicators and making each customer passionate about your product.
Starting now means starting from scratch, don't you think? So, talk to the person in charge of developing your company's product, use the information from the go-to-market plan and the entire Product Marketing strategy, and create materials that are capable of translating technical features into accessible, business-like language that can position and convey the message to the customer.
Additionally, meet with the sales team and start providing the first product training based on:
What is the product?
What features does it have?
What pains does it solve?
What results is it capable of delivering?
Who has used this solution and had positive results?
Then, monitor the entire performance of the sales team in the sales process, in order to support them in overcoming objections and correcting any errors and difficulties that may arise.
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