For the past 1 year, I have been with the multinational B2B marketing agency. And by now, I have processed over 100 pitch and kick-off calls.
And the pattern that works the best for them is hilarious.
What if I told you that they use the same principle that I have seen used in Indian markets, local trains, and discount stores ever since I was a child?
Go out of your way to solve problems for people who pay you better. If you try to sell to everyone, you will end up making no sales
And stating the value proposition won’t work until you know:
Who are you selling to? (Those people are often not on the table.)
What are they actually looking for? (There’s a big difference between what they say they want and what they actually want.)
Whether your existing solution meet their unique needs? (What works for one client can turn off another unless you package them accordingly)
