It’s what the prospect audience “takes out” not what we put in that
In the rehearsals – and throughout the pitch
process – keep evaluating these eight “discriminators”.
Assess with objective outsider (who is not part of the pitch)
audience likely response.
Assume competitor content solution is as good as yours, and their
people performances. Look for differentiation in the way you say it.
Rehearsal will help achieve this. Investment in ‘discriminating’
rehearsal – not the last minute resented kind – pays off.
It can be the winning difference.
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