The group pitch that went silent until we changed our opener

My sales team used to lead every cold call with our product features, and we averaged maybe 2 appointments out of 30 calls in Portland last spring. After switching to asking about their biggest bottleneck first, that same script got us 8 meetings over the next two tryouts. Has anyone else seen a bigger jump from just reordering the first 20 seconds of a pitch?

2 comments

2 Comments

joel_hall171mo ago

Correlation isn't causation, man. Maybe the market just finally warmed up, or your team got better at talking to people after all those reps. Reordering your opener sounds like a magic trick, but it could just be a fluke.

wesley_adams29d agoMost Upvoted

Ha, that reminds me of the time I rearranged my entire desk setup and my dog started sleeping better at night. Totally unrelated, but I swear the universe just likes to mess with us sometimes. @joel_hall17, either way, if the numbers went up, I'm probably not gonna argue with the magic trick, fluke or not.