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It never ceases to amaze me how the default mode in some sales forces,
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especially the larger ones, is to make loads of mediocre pitches
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instead of a few exceptional ones.
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The reason for this that I'm hearing most often is lack of time.
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We just don't have the time to tweak every little detail of our pitch.
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After all, there are so many pitches to make besides all the daily business
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proposals, emails, meetings, more emails, slack,
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another meeting, another proposal.
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You get the idea.
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There's just not enough time left to push a pitch from okay to great.
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Which to me sounds kind of ironic because lack of time easily becomes waste of
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time when you settle with mediocrity.
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In the short run, it may not make much of a difference whether you put in a
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little effort often and then spread your efforts wide because you know
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that you’ll win only a couple of those.
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Or whether you put in so much effort on a few select occasions that
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you win almost every one of them.
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You might even end up with the same bottom line in the short run.
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But in the long run, it makes a huge difference.
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With exceptional pitches, you build a reputation.
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And so when the hustling business will still be hustling their
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way through mediocre pitch after mediocre pitch, businesses that seek
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excellence will have an ever easier job with every pitch they make.
