$30B CEO Does a Live 2-Hour Pitch to Millions [what I learned]

I watched a CEO of a $30 billion publicly Trad company do a live two our pit to millions of people and I guarantee you he sold billions of dollars and you know what it was absolutely incredible in this video I'm going to share the eight key learnings you can apply to your own pitches and demos that I learned from watching him pitch number one win the hearts and minds and build an emotional connection so a little context the whole event was a business conference called dream Force put on by Salesforce in San Francisco it's a

3-day live event with over 40,000 live attend a million streaming online so at the very beginning of the event was a 2-hour keyot by Mark benof the CEO I had no idea what to expect I figured he share about the business and that basically be it instead the first thing they did was share a video that told a powerful emotional story about one of their customers who's legally blind it shared how he was blind at a young age was it was fortunate to be able to find work in it after a couple decades he decided

to start his own nonprofit helping those who are blind to find a great career as he uncovered there's a high percentage that were unemployed he shared that he uses salesforce's ecosystem to essentially build his whole business and now has a thriving nonprofit helping thousands find work a truly emotional impactful story so after the audience is warmed up by this the Man featuring the video walks on stage and shares his personal experience I mean wow what a way kick this off with a powerful testimony that was very emotional so think about your sales calls are you

sharing stories that are Beyond just the logic of the business impact or problem being solved are you sharing stories that truly connect number two surprise and Delight so through this 2-hour presentation there were two key parts that surprised me and as was a nice surprise from what I expect to be a 2-hour business talk first was an early part of the talk they actually had a Hawaiian couple walk on the center stage they play the ukulele while singing and dancing Hawaiian song the second was halfway through Dave Matthews played two songs if you don't know

Dave Matthews he was really big in the late '90s and early 2000s both these surprised and delighted me now how can you apply this to your sales process unless you know some famous musicians the lesson here is how can you stand out in the experience you provide for your prospect are you being boring treating them like an opportunity that you're just moving through your pipeline or are you intentionally thinking about your prospect and standing out number three sell the problem in Opportunity now before Ben off went and started talking about how awesome their new software

is he knew he must ensure the audience was sold that they either had a problem or there's a better opportunity out there and there's no better way to lay that out than the current state and where the future is going along with the potential and all the issues he educated on the future of AI and how most companies will struggle with implementation based on their data and research he shared key insights and light on the situation this is 100% relevant to your sales process the mistake most makes they get so excited to start presenting and

demoing their solution that they don't ensure the customer is 100% aware of the exact problem the impact and all the stakeholders are involved as well this requires slowing down du to proper Discovery and going deep this may mean you educating your prospect on the current state and Design desired future better state only once they are sold on the Gap will it be open to a solution number four show a better future so after everyone sees a big problem then Benny start to show a better future a high level overview the solution how impact the businesses

he doesn't go in Crazy detail and show every possible feature but simply how it will help overall better future this is so applicable to how you demo are you showing every possible feature or are you keeping it simple and showing how it solves the biggest and most applicable problems to your prospect number five handle objections proactively this is really interesting because all throughout Benny off his team would handle objections proactively whether the audience was Weare or not for instance I know some small companies might have a negative image of big corporate greed so as part

of the keynote it was shared throughout that millions of dollars have been donated to charity all their sustainability efforts in philanthropic events it was a very smart and strategic move in my opinion to do that or when they did a live mini demo of the software they handled the objections of easy e use transition Etc all of this by intentional design in your sales process you know you come across a lot of the same objections over time how can you proactively overcome objections before they even show up for instance if you know process worri about

user adoption of new software how can you show the process in advance how your comp provides the training support and resources so it's a nonissue you get my point number six stories that sell so we all know story sell facts tell this 2-hour keynote had the other story I shared earlier of the blind entreprene but that wasn't the only one they also shared the story William Sonoma and the great partnership they even had the CEO William Sona speak for a bit as well I found this particularly powerful because it was also proactively handling some the

potential objections of will this work for a large complex fore 500 organization and also will this work for a b2c brand they showed how the partnership allowed William know to find new Revenue stre by converting what seemed to be like b2c to actual B2B customers as a result in your sales process you can do the exact same you can tell specific stories that connect and handle objections proactive ly as part of your process when you tell as a story it sticks in Far deeper than just facts number seven leverage your team I mentioned that expected

a 2hour presentation of just a CEO talking but it was far from that during the two hours aside from I already mentioned Benny off had many of his team members come and share insights as well from the CEO of slack to a handful other exacts from operations to develop that were woven into the presentation beautifully each person came to table different style and energy that I know resonated as I think back personally to the biggest multiple s figure deals I Clos I never did it alone I always had other key players from operations customer success

execs Etc that are involved in the deal in different means with the same end goal of helping a prospect decide we were the best way to solve their problem this is something that is so vital as deal sizes and complexity go up so think who could I leverage internally that can bring insight and value to each opportunity number eight curate and experience so this keynot is a very cool experience but that was just a tip of the iceberg as I reflect back the remaining 3-day conference seemed to be designed to move process through the customer

awareness Journey from education with 1500 plus teaching sessions showing and demo in solution with full Boost design for that to even workstation areas to get deals or work done but it wasn't just that there was intentional design to create experience from how they designed all the sets to even fake grass in certain spots to create a better environment for instance food drink was also provided for lunch so you'd simply stay longer at the conference there was entertainment with live music there were celebrities like Matthew Pane and Demi lado basically it felt like almost like a

huge awesome party now obviously you probably can't get celebrities to show up as part of your sales process but the question is how can you curate a great buying experience for your prospect and stakeholders from how you run your calls how you follow up to how you make it special or different for them for instance I had deals that I worked in the past in which we'd have this prect exec team and stakeholders come to our operation we literally wrote the red carpet for them walking with custom name badges welcome signs music Etc to walk

into a coffee room stack with healthy treats and coffee and then taking them around have them meet internal stakeholders at my or Etc it wasn't anything crazy but we were showing them an experience something they could see and feel I mean shoot was getting box tickets to a basketball game and invited our top prospects to have great FaceTime outside the office they'll actually remember so start of thinking about how you can create a great buying experience for your prect regardless of the DLC they are at so there you have a key Learners from watching a

$30 billion year CEO do a 2hour pitch now if you like to see exactly how to best start a discovery call I'll show you exactly what to do in this next video right here