Why “lack of time” is a bad excuse for settling with mediocre pitches…
Transcript
It never ceases to amaze me how the default mode in some sales forces,
Speaker:especially the larger ones, is to make loads of mediocre pitches
Speaker:instead of a few exceptional ones.
Speaker:The reason for this that I'm hearing most often is lack of time.
Speaker:We just don't have the time to tweak every little detail of our pitch.
Speaker:After all, there are so many pitches to make besides all the daily business
that we need to cut through:proposals, emails, meetings, more emails, slack,
that we need to cut through:another meeting, another proposal.
that we need to cut through:You get the idea.
that we need to cut through:There's just not enough time left to push a pitch from okay to great.
that we need to cut through:Which to me sounds kind of ironic because lack of time easily becomes waste of
that we need to cut through:time when you settle with mediocrity.
that we need to cut through:In the short run, it may not make much of a difference whether you put in a
that we need to cut through:little effort often and then spread your efforts wide because you know
that we need to cut through:that you’ll win only a couple of those.
that we need to cut through:Or whether you put in so much effort on a few select occasions that
that we need to cut through:you win almost every one of them.
that we need to cut through:You might even end up with the same bottom line in the short run.
that we need to cut through:But in the long run, it makes a huge difference.
that we need to cut through:With exceptional pitches, you build a reputation.
that we need to cut through:And so when the hustling business will still be hustling their
that we need to cut through:way through mediocre pitch after mediocre pitch, businesses that seek
that we need to cut through:excellence will have an ever easier job with every pitch they make.