The “pitch” or solution presentation is a critical part of the sales process. However, the connotation of “pitch” really is a one way form of communication. To my mind, we see way to much focus, not only in sales, but in much of business. We talk about our personal “elevator pitch,” it’s focus is on what we say to someone we meet about ourselves, not about how we engage that person in a conversation. We talk about VC Pitches—most I’ve sat in don’t engage me as a listener. And there can be many other examples.

The quality of the engagement we have with customers is critical to our success and to helping the customers achieve what they want. A pitch by itself may not do this.

Thanks for the comments.

Appreciate your comments.

Where the biggest impact to selling has come into play is before sales even approaches the prospect. If the seller is good, they know the buyer’s industry, job function and challenges/goals. They then integrate that language into their pitch/conversation and launch the sales process.

Maybe Google and Amazon have not yet caught up with the “semantics” of sales professional’s language but I am sure they will. Thanks for the post and I would not characterize you as pessimistic just realistic.

In my own point of view, the professional pitch is not dead; it has only melded with the new sales and marketing strategies that current sales people put into play.

Sales and marketing are constantly evolving and the professional pitch, too, I believe, should catch up with the times.