How can businesses tailor sales pitches for different decision-makers in organizations?

I. Introduction

• Start by understanding the organization's decision-makers.

II. Step 1: Outline Your Buying Group

• Identify the key members of your buying group, including evangelists, ambassadors, decision-makers, and their hierarchy where applicable.

III. Step 2: Understand Each Persona

• Dive into each persona within the buying group.

• Comprehend how they process and receive information.

IV. Step 3: Customize Your Pitch

• Recognize that each persona may have different experiences, data requirements, and expectations.

• Tailor your sales pitch to align with each persona's unique perspective and journey.

V. Reverse Engineering

• Work backward from the end goal to reverse engineer their experiences.

• Start with understanding the buying group, then move to personas, decision-making processes, and their informational needs.

VI. Overlay Your Sales Pitch

• Adapt your sales pitch to match the specific experiences and requirements of each persona within the organization.

This outline provides a clear structure for creating actionable strategies to tailor sales pitches effectively in a multi-decision-maker environment.

0:00 How can businesses tailor sales pitches for different decision-makers in organizations? First thing you need to do is to outline the organization's decision-makers. 

0:15 So step one in tailoring your sales pitches is to outline your buying group. And your buying group will include your evangelist, your ambassador, whatever you'd like to column, the decision makers, and then the decision makers and the evangelist hierarchy, and across the organization in the case that 

0:37 there's multiple, you need to be able to understand that that group first. Once you've understood that group, you need to dig into each persona in your buying group and understand their process for hearing and receiving what you're trying to sell. 

0:58 And you're personas, journeys, your pitch. Your pitch will show up to them by your pitch will show up to them differently because they are having different experiences looking for different data points, looking for different stories from you. 

1:18 And all of a sudden, you take your sales pitch and whatever value prop that you're trying to pitch, you take that and you lay it across these personas and their journeys, their decision-making journeys. 

1:32 So that's what you're doing. You work from the end and you reverse engineer their experiences from what does the buying group look like, who are those personas, to their decision-making processes and their experiences that they need to hear from you. 

1:49 And then you overlay your sales pitch to meet that experience for those people. So that's how I would go about tailoring your sales pitches for different decision-makers inside an organization.