“Jack is one of the most engaging, customer-focused sales professionals I’ve ever worked with,” said Frank Palmer, Chairman & CEO of DDB Canada.  “His punchy, take-no-prisoners style comes through in this valuable book.  For those looking to secure new B2B clients in these challenging times, this is a must-read.”

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In a B2B pitch, you’re not there to close a deal.  You’re there to open a relationship.  The three objectives of a pitch are therefore to:

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• Snap: Stimulate Interest
• Your prospects will be leaning forward, eyes and ears on you.  They’ll know you’re there with something directly related to their needs and they like your approach.

• Crackle: Start A Conversation
  • A customer-focused conversation, mind you.  Your prospects will be talking openly about their challenges and opportunities, and together you’ll be defining desired outcomes.
• Pop: Build Trust
  • Your prospects will be telling you things that haven’t yet thought of, and they will want more of you.  They’ll see you not as another vendor, but as their trusted advisor.