Success is More than a Brilliant Product
Last week, a young man booked time with me for advice on his sales presentations.
He had recently joined an AI startup. During his interview, his boss promised to train him. He works virtually.
Then reality intervened.
His boss was busy. The training didn’t happen. Yet this young salesperson was expected to cold call and talk with enterprise clients.
Fortunately, a more experienced colleague offered him some advice. And I was happy to add mine. I told him:
Get to the point quickly.
On a cold call, instead of pretending you already have a relationship, say: “Miss Fripp, we have not had the pleasure of meeting. The purpose of my call is…”
Don’t ask a prospect, “How are you?” That is what your friends ask.
Your prospect knows you called for a business reason. Get to the point fast.
Before you show your slide deck, ask your prospect, “To maximise our time and to personalise our conversation, may I ask you 3 specific questions?”
Small changes. Big difference.
Yet my larger concern isn’t this young salesperson.
It’s about the company.
My friend Jason Dorsey, Gen Z researcher and co-author of Zconomy, has research showing that 70% of Gen Z employees agree that workers under 30 should seek on-site jobs to develop interpersonal skills and gain valuable on-the-job experience.
His research also reinforces what every leader should remember: trust is built by keeping promises, communicating, and being accountable.
If you promise training in the interview, deliver it.
If you hire salespeople to represent your startup, teach them what to say, how to say it, and why it matters.
Your product launch depends on more than a brilliant product.
It depends on the people explaining it.
Don’t hire young salespeople and then leave them to figure it out.
“Patricia, Great job on the session for the Microsoft Inside Sales team.” Gary Schafer, General Manager, SMS&P Inside Sales, Microsoft
Why not take advantage of this event?
Good Speakers Know the Basics. Great Speakers Know These Techniques
Great ideas come from Fripp’s August 25 event.
You’re invited to Under the Magnifying Glass: Good to Great Presentations.
Join me for this complimentary, one-hour webinar on Tuesday, August 25 at 10:00 a.m. PT.
You will learn little-known and frequently overlooked techniques to help you:
- Connect with every audience
- Get buy-in for your ideas
- Open with impact
- Dramatize your stories
- Improve all aspects of your public speaking
Whether you are a professional speaker, thought leader, executive, engineer, sales professional, or Toastmaster, you’ll discover practical techniques you can immediately put to work.
Please register below, and you will receive the webinar link the day before the meeting.
Tuesday, August 25 at 10:00 a.m. PT
The virtual doors will open 15 minutes early.
I look forward to seeing you—and helping you move your presentations from good to great.
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