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“Ditch The Pitch” with Barbara Giamanco (Women In Sales)

By Tom Pisello | July 21, 2020

I was so very lucky to call this wonderful lady my friend and colleague. We sadly said goodbye to Barb Giamanco far too soon and quite unexpectedly in May. I wanted to honor her memory by resharing this episode chock full of valuable insight and Barbara’s upbeat personality.

On why she came up with her saying “Ditch The Pitch!”…

“As you can already see from the way that the conversation is flowing here, I don’t believe in pitching, because when you try to go in and pitch somebody, that’s what you want, right?

So, I believe that how we sell is far more important than what it is that we are selling.

And I think that after all these years, now that we have all these new technologies, and ways of learning about buyers, and really finding out some key things about them, or what is important to their particular role in the industry, you’d think that people would understand how important it is to personalize and tailor their message. Especially since buyers have been pretty clear about that over the last 5-7 years.

So, I say ‘Ditch the Pitch’ to remind people that nobody cares about your demo. Products and features don’t sell people. They don’t make decisions on the product which it features, and so what you have to is you have to think about what problem you solve. That is the real essence of it.“

Listen to the Full episode!

You will be missed, Barb!

Keep evolving, EVOLVERS!

Until next time…

#WomeninSales #socialselling #salesenablement #evolvedselling #salesperformance #salestransformation #reciprocity #valuemessaging #valueselling #nopitch #ditchthepitch

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