To be successful in sales, we must learn to develop a high level of expertise in pitching for business – in other words, presenting a message. We often say that leadership is influence and influence is leadership, and this is especially true in sales – we must be able to influence a customer to take a course of action that will either benefit them or will tangibly solve a problem. Unfortunately, many sales leaders and their teams dive head first into a pitch or a presentation without the necessary preparation, and often wonder why the customer is not buying. If only they invested more time up front planning their pitch or presentation. It we are to pitch to win, we must develop a high level of competency around planning the pitch. This is the core topic of today’s episode.