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S A L E S I S A D I RT Y W O R DS TA Y I N G I N B U S I N E S S R E Q U I R E S S A L E S
@ S G I L L I H A N
R E F R A M E Y O U R P E R S P E C T I V ES A L E S M A Y M A K E M A N Y O F Y O U F E E L U N C O M F O R TA B L E .
@ S G I L L I H A N
S A L E S I S P R O B L E M S O LV I N GH O W M I G H T Y O U B U I L D B R I D G E S ?
@ S G I L L I H A N
S A L E S I S P R O B L E M S O LV I N G
@ S G I L L I H A N
How might you :
• show related items for sale?
• sell more event tickets?
• get more blog subscribers?
• show a map of activities?
• increase clicks on affiliate links?
– S H E R Y L E G I L L I H A N
“How might we build a main gallery for a multi-site WordPress installation that connects foundations
with all of their grantee organizations and features the impact statistics and opportunities to engage.”
@ S G I L L I H A N
C H A L L E N G E : C R E AT E A L I S T O F P R O B L E M S Y O U A I M T O S O LV E
@ S G I L L I H A N
K N O W Y O U R TA R G E T A U D I E N C EC O M M U N I C A T I O N I S K E Y T O S U C C E S S F U L P R O B L E M S O LV I N G .
@ S G I L L I H A N
S P E A K T O T H E D E C I S I O N M A K E RD E C I S I O N S B Y C O M M I T T E E A R E PA I N F U L F O R E V E R Y O N E .
@ S G I L L I H A N
S P E A K T O T H E D E C I S I O N M A K E R
@ S G I L L I H A N
If you speak to an assistant, your pitch is repeated, but:
• without your story,
• without your knowledge,
• without your ability to fully explain the solution,
• you lose the opportunity to build rapport and trust,
• you will always have to go through these channels.
– S H E R Y L E G I L L I H A N
“Big goals require big plans, which in turn, require important decisions. I need insight and feedback from your final decision maker, otherwise we’ll be spinning our wheels without getting anywhere.”
@ S G I L L I H A N
Y O U R S T O RY I S Y O U R B E S T T O O LD E F I N E Y O U R R E L A T I O N S H I P T O T H E P R O B L E M .
@ S G I L L I H A N
S T O R I E S M A K E Y O U A P P R O A C H A B L ES E L L I N G Y O U R W O R K S TA R T S W I T H S E L L I N G Y O U R S E L F
@ S G I L L I H A N
@ S G I L L I H A N
Once you’ve told your story in fiveminutes, it will easier to tease outyour pitch. You should prepare for:
• 3 minutes
• 1 minute
• 11 seconds
T I M I N G
– S H E R Y L E G I L L I H A N
“What do you do?”
“I solve problems as part of the leadership team at CauseLabs. We partner primarily with mission-driven
great causes. My role is to embrace collaborative partnerships, ideate on audacious strategies and to
create for impact.”
@ S G I L L I H A N
T H E R E I S A L A R G E C H A S M T O C R O S S F R O M ‘ W H Y ’ T O ‘ Y E S ’
W A I T ! B E F O R E Y O U S TA R T P I T C H I N G …
@ S G I L L I H A N
T R U S T B R I D G E S T H E C H A S M T O Y E ST R A N S PA R E N C Y, E X P E R T I S E & A U T H E N T I C I T Y B U I L D T R U S T.
@ S G I L L I H A N
U N D E R S TA N D Y O U R L I M I T SL I K E F LY I N G , S O M E T H I N G S R E Q U I R E M A S T E R Y.
@ S G I L L I H A N
U N D E R S TA N D Y O U R L I M I T S
@ S G I L L I H A N
• Transparency builds trust.
• It is okay to say no if necessary.
• Perfection is not expected.
– S H E R Y L E G I L L I H A N
“I am able to configure your plugin, but I should involve a developer if your donation page has hard-coded elements that need to be fixed.”
@ S G I L L I H A N
Y O U R E X P E RT I S E I S Y O U R B U S I N E S SM A S T E R Y O U R C R A F T A N D N E V E R S T O P L E A R N I N G .
@ S G I L L I H A N
A U T H E N T I C I T Y B U I L D S T R U S TM A R C H T O T H E B E A T O F Y O U R O W N D R U M .
@ S G I L L I H A N
A LWAY S B E Y O U R B E S T S E L FO T H E R S A R E A T E A S E W H E N Y O U ’ R E A T E A S E .
@ S G I L L I H A N
Photo credits go to contributors on unsplash.com.
Contact information: Sheryle Gillihan
@sgillihan