Pitching to Win - Softcover

Woodard, Jeff

Softcover

ISBN 10: 0982734603 ISBN 13: 9780982734605

Publisher: Worldwide Information Management Corp, 2011

Synopsis

After all the effort, discussions, meetings, and late nights, how many sales presentations do you or your team actually win? Do you suffer from these common pitching problems? -Lack of process to qualify what to bid for and what not to bid for -Presentations with too much detail -Not seen as a real team -Lack of differentiation; no clear benefits understood by the audience -No clear flow, poor sequencing of ideas -Not persuasive -Poor time management, audience loses focus and gets bored. Whether you are making persuasive presentations to million-dollar accounts or inside your company, this book explores these common problems and more, and offers succinct, practical, and proven advice to solve them. This is a book on developing and delivering an effective pitch. But what is a pitch? The dictionary defines pitch as promotion by means of an argument and demonstration. So a pitch is a sales presentation a presentation wherein you attempt to persuade another person to do something to take an action. We are pitching something every day any time we are attempting to change another.
You are pitching when you are meeting a new client. You are pitching whether you are asking the boss for more headcount or delivering a multimillion-dollar RFP response to a multinational account. Whether you are speaking to an audience of one or hundreds, whether you call them sales presentations or beauty pageants, or whether it s a monthly business presentation or an analyst talk, there is much in this book for you. This book will show you how to dramatically improve your results by making your pitches more relevant, impactful, and memorable. These techniques come from practical business experience. They have been proven successful in the meeting room, the boardroom, and the classroom. They are results-oriented. Very few people speak and present well. Good communicators are universally admired. If you work to put yourself in that select group, your success will be much more likely. John Howard once said that a leader is an encourager and a persuader and an advocate. This book will help you encourage and persuade and advocate better for your company ¬ and for yourself.

About this title

About the Author:

Jeff Woodard is an experienced Executive Coach, Trainer, and Facilitator. He has facilitated conferences of several hundred people and has been a speaker at many industry trade shows. His focus today is executive coaching and training, targeted to changing behaviour and improving business results in the areas of leadership, team and business development, and presenting with impact. The author of the book Pitching to Win , Jeff is a sought-after persuasive communications expert. Jeff communicates well in a multi-cultural environment, and believes that creating a professional, yet fun and relaxed environment is the key to long-term success and growth. A Certified Life Coach, and member of the International Coach Federation, he is certified in the a number of psychometric tools. Jeff s business experience spans sales, marketing, and management across the US, Middle East, and Asia-Pacific. In Enterprise Accounts at Oracle, Jeff was responsible for large account management, delivering enterprise IT solutions to meet major customers' needs. Prior to his tenure at Oracle, Jeff held a number of management, marketing, and technical roles in several countries with Schlumberger. His major thrust in Asia, where he served as A-P Division Marketing and Technical Mgr, was business development. In the Middle East, Jeff was District Manager, with overall responsibility for software and services in three countries. Woodard holds a Master of Business Administration (Highest Honours), from Southern Methodist University, Dallas, Texas., and a Bachelor of Science in Electrical Engineering, from New Mexico State University. Jeff is a Registered Professional Engineer, and a member of the Institute of Electrical and Electronics Engineers (IEEE). He has written articles on technical and data management projects for industry magazines in Asia and the U.S., and currently writes regular coaching and communications articles for his clients. Jeff is a charter member of the Asia Professional Speaker's Association, Singapore. Currently a Permanent Resident in Singapore, he and his family have lived in Asia 20 years.

Review:

If you think speaking to an audience does not require goal setting, preparation, rehearsals and feedback you do not need to work with Jeff. If you, however, want to be expertly prepared and deliver a consciously crafted speech that achieves your predetermined goals, then you need Jeff. I have attended his multi-day training session and also worked with him on creating individual speeches for small and large audiences. He is a fantastic coach who helped me become a better and relaxed speaker but also improved the impact of any single speech we worked on together by 200%. Highly recommended! --Chris Werner, Global Head Strategy, Business Development (M&A) & Bancassurance at Standard Chartered Bank

Jeff's ability to teach, inspire, and build confidence is known throughout our industry in Asia. I have personally worked with Jeff in building more powerful board and investor presentations, and used him to build a higher performing sales organization. He carries a wealth of experience and a wide range of proven techniques that are delivered in a concise distinctive manner and will provide you with both personal and professional growth. --Tom McCabe, Managing Director, DBS Bank Singapore, and member of the Chicago Graduate School of Business Asia Advisory Board

About this edition

• Publisher: Worldwide Information Management Corp
• Publication date: 2011
• ISBN 10: 0982734603
• ISBN 13: 9780982734605
• Binding: Paperback
• Edition number: 1
• Number of pages: 172