Elevator Pitch Framework – a (hopefully) fresh POV

Elevator pitches are filled with marketing jargon.

If your pitch includes:

-“an all-in-one platform”

-“streamlines”

-“helps increase revenue”

… you might not be lying, but you aren’t leaving any impression.

Instead of memorizing a script, make them memorable by being persona-specific to whom you are speaking.

Here’s the framework:

Examples for me working at Gong:

CRO:

You have 20 sellers and there’s no way you can 1) be on every call nor 2) listen to every call manually. CROs use Gong to analyze their biggest strategic bets for the year. ACME, who is also a customer of yours, used Gong to rollout a new sales methodology and saw a 12% increase in conversion rates.

Grandma:

With remote, it’s really difficult to learn from other people on the team. Sales teams use us to analyze what’s working best in their sales conversations and easily share best practices across their team, so everyone can get better.

An AE in SaaS:

Notetaking, updating CRM, filling in your managers on deals… all the worst parts of our job, right? AEs use Gong to make it easier to sell – capturing all notes and action items from your own calls and creating a library of best in class examples, so you can learn from the best.

You won’t nail it on your first try.

So practice with a few that might ask you what you do – a buyer persona, your mother, and a friend.

Frame the problem, frame the solution, and tie the impact!

P.S. No offense, marketing.