This week: an honest and laid back discussion about delays and reluctance in asking for the sale. Lots of reps feel this hesitation. Perhaps it’s anxiety, or a desire to overstuff the buyer with information.
Scot and Lisa Davidson (TheOutsourcedSalesManager.com) offer outside perspectives from a diverse array of experiences, in the hopes of helping the Pitchwerks audience to close more regularly, more confidently, and early enough to prevent the rep and the buyer from needlessly wasting any time or resources.
News media has the ability to make and break businesses and organizations of all types and sizes, yet many of the people in those organizations don’t really understand how newsrooms work, or the appropriate ways to be heard.
We decided the best way to find out was to ask questions of a local expert. Before Mila Sanina became the executive director of the non-profit PublicSource(.org), she worked at CNN, PBS NewsHour and the Pittsburgh Post-Gazette. She came by the Epicast Studios this week to speak with Scot about accuracy in reporting, advertiser influence, and best practices in submitting press releases.
Remember Lisa Davidson of The Outsourced Sales Manager? She was last in the Epicast Studios for our two-parter with BoXZY in Pitchwerks #7 & #8. Today, Lisa drops in to talk about prospecting - the art of finding new customers.
Lisa and Scot talk LinkedIn, gatekeepers, and the right mix of ingredients needed for a cold call to go well. Whether you’re just getting started, or want to learn the new fundamentals, this episode will help you to fill your funnel and close more deals!
Consultant John Seiffer of CEOBootCamp.com likes to say that he helps businesses through “puberty” - a period where they are becoming what they will ultimately become. This week, John steps behind the mic to talk about making success predictable - and while his specific area of expertise is in guiding companies, many of his observations are valuable for individuals too.
When he’s not working with clients, John spends time as an engaged member of the Pittsburgh Entrepreneurs Forum (pghef.com) and its various events.
Who knows high-stakes pitching better than a decorated trial lawyer? Jason Matzus, a “PA Super Lawyer” and instructor at the University of Pittsburgh, was kind enough to drop in and spend some time in the Epicast Network studios to talk pitchcraft.
When you present your ideas in a personal injury case, there’s little room for interpretation on how it went. The outcome is clear and the jury’s not looking to protect the lawyer’s feelings. Attorney Matzus offers “clear, cogent and concise” advice for making a successful case.