Grow Revenue Faster with Messaging Chapter 6 Alignment, Playbooks, and Onboarding Make the sales pitch messaging alignment process fun, engaging, and bite-size. Do more pitch certification, more often, and in smaller chunks. Rather than doing 30 to 40 slides or a long drawn out pitch process, create many micro-pitches. Here are some examples: Elevator Pitch (90 seconds): Have reps record a 90-second elevator pitch using a scorecard focused on value, customer proof points, engagement, and length. What if every rep had a tight, on-message elevator pitch? First-Call Pitch (5–10 minutes): Piece together presentations and deliver the what we do, customer stories, value/benefits, and solution slides in less than 10 minutes. What would happen to win rates if reps were on message, using the same high- quality slides? Discovery Pitch (2–3 minutes): Have reps practice their qualification and questioning prowess. Practice the value of kicking off customer meetings with open-ended questions to ignite dialogue. How would your pipeline quality improve with more qualification and discovery practice? Demo Story Pitch (3–5 minutes): Move beyond features and functions and have reps share their demo story setup, answering the why rather than the how. What would happen to sales cycle time with more demo storytelling? Objection Handling Pitch (60 seconds per objection): Come up with your most common objections and have reps share, in video, the best ways to overcome them. Reps get good practice and you end up with a library for future reference and training, too. What would happen to rep confidence if everyone had more objections-handling practice? Executive Close Pitch (5–10 minutes): Take your largest deals and have sales reps record their delivery of a mutual success, close plan, or value-based closing presentation. How would this pitch contest impact forecast accuracy? In addition to the ROI of ramping up reps faster, and closing deals faster, we asked 100 reps, each who recorded 2–3 minute elevator