Chapter 7: Pitching

Pete Kazanjy

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Chapter 7: Pitching

So far we’ve covered getting your story straight, documenting it well with relevant sales materials, finding accounts and contacts who will care about it, and then getting demos on their calendars.

All of which, of course, is “selling.” But now we’re going to talk about the mechanics of executing your sales presentation and demo and closing business.

Chapter Overview

The Goal of Pitching

New-Technology Sales Persuasion Formula

Inside or Outside Sales?

Pre-Call Planning

Pitch Materials & Concepts

Pitch Introduction

Presentation, Demo & Asking for the Sale


Demo Follow-up & Further Meetings

Practice & Iterations

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