1. AMBER WAGENKNECHT, Ground Floor
PITCHING 101 REFRESHER
AMBER WAGENKNECHT, Ground Floor

2. Overview of Topics and Objectives
Research shows 95% of the time when a company wins orals, they win the decision. It takes an extraordinary circumstance for the winning orals team to lose the sale.

3. Main Content Orals presentation basics Know your audience
Key components to address
Answering questions

4. Winning the Pitch is a Function of 3 Things
Deliver Winning Sales Presentations
Day One
Winning the Pitch is a Function of 3 Things
Preparation
Face Time
Differentiation
Copyright © 2014 Accenture All rights reserved. ***Confidential – For Company Internal Use Only***

5. Distractions

6. Know Your Audience

7. Key Components to Address
Preparation
Rehearsals
Messages
Decorum
Roles and Introductions
Teamwork
Energy Level
Presenting
Answering Questions and Hostile Questions

8. Answering Questions
List anticipated questions. Decide who will answer and PRACTICE!
Reflect back what you hear.
Have an emcee to facilitate.
Be honest – if you don’t know, say so.
If a problem program is brought up, admit that it was a problem.
Don’t pile on. One answer from one person is satisfactory. Don’t keep adding to what has been said.
Struggling? Someone step in politely.

9. What’s my point?
Why does it matter to my audience?

10. Why
What
How…When…Where
Why you

11. Q&A

12. Closing