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Most sales pitches fail for one simple reason: they try to say too much. It’s natural to be passionate about your product or service. Of course you want to showcase the features and benefits. But if you want your audience leaning in and listening, less is always more. We live in what I call an AHA world. AI-focused, hyper-connected, and always-on. Distractions abound. If you cant capture your prospect and customers’ imagination immediately, youll lose them to their emails, Slack messages, and TikTok feeds. The good news is theres a 90-second fix that will help you craft a pitch or presentation that keeps your audience on the edge of their seats. The structure is so simple, its almost too good to be true. Its the same framework the world’s best journalists use to keep their readers coming back for more and the same approach I teach leaders, sales teams, and founders who want their message to cut through. Lets dive in. Find Your Headline Most people start creating a pitch or presentation by opening a slide deck and dumping content into it. Or worse, opening an existing slide deck and trying to rearrange it. Dont. Before you write a single word or think about your visuals, you need to strip your pitch down to a single sentence. Imagine it appearing on the front of a newspaper or at the top of a social feed. What words would you choose? Keep them short, punchy, and memorable. Ten words or fewer is a good rule of thumb. This single line of text becomes the anchor for your entire pitch. It forces you to stay disciplined. If something doesnt support your headline it doesnt make the cut. When you look at the newspaper industry, the best headlines have an emotional element too. They dont just present information, they engage the target audience. A weak pitch headline is forgettable: SaaS Product Seed Round is accurate but bland. $10 million Opportunity To Revolutionize Fintech is much more compelling. A strong headline creates energy. It signals to your audience why they should care. But its most important function is as a yardstick for your content. Test every slide, story, and statistic against it. If its aligned with the headline, it stays. If it doesnt, it goes. Distill It Into Three Key Messages When you look at the text of a newspaper article on the page, youll see the headline and a number of subheadings. If all you do is skim those, youll have the gist of what is being said. You dont need to read the whole thing. That structure is a great shorthand for pitches and presentations. Your audience cant absorb unlimited information. Most people walk into meetings already holding a handful of important thoughts in their heads: deadlines, dinner plans, unfinished tasks. If you give people 17 reasons why your product or service is a good fit, theres no hope theyll remember all of them. Id like to suggest that three is the magic number. Not seven. Not five. Three. Three ideas feel complete and satisfying. Three creates a sense of structure. Three gives your audience a map they can follow without working too hard. When Steve Jobs launched the iPhone back in 2007 his headline was Apple reinvents the phone. His three key messages were as follows: An iPod. A phone. An internet communicator. Eight words, three ideas, total clarity. His whole presentation was built around those unifying messages. He covered a lot of ground in his 1 hour, 42 minute presentation but those were the things he kept coming back to. Your three key messages are the organizing ideas that sit beneath your headline. They are what your audience will remember long after the details fade. Ask yourself: If they only kept three things from this pitch, what must they be? This is where you need to be ruthless. Speakers often flood their audience with data points, product features, or historical context. But doing so only creates overwhelm. It is not your audiences job to decide what matters. Its yours. Decide How You Want Them To Feel With a headline and three key messages, you now have a pitch structure that is simple, repeatable, and memorable. The final step is to think about how you want people to feel. This is the part most people skip entirely. But its the one that separates forgettable communicators from compelling ones. Decisions are rarely made on logic alone. Even the most analytical audiences are influenced by the emotional resonance of the message. Before I became a communication coach, I trained and worked as a professional actor. One of the first things actors learn is the power of emotional intention. Before stepping on stage, or in front of the camera, you decide the feeling youre trying to generate in the audience or the other character. That choice influences your breath, your voice, your posture, and your energy. It changes how your words land. The same principle applies in a sales conversation. Ask yourself: What emotion do I want to leave them feeling? Should they feel excited? Reassured? Educated? There are thousands of options. Choose one. That emotion becomes the current that runs through your delivery. A pitch with emotional intention not only sounds and feels different but is far more memorable too. Heres the whole technique condensed: 20 seconds – write your headline 60 seconds – choose your three key messages 10 seconds – set your emotional intention Thats it. In 90 seconds, youve clarified your message, sharpened your structure, and supercharged your delivery. Its focused, clear, and engaging. And if youd like to see this technique in action, just look at the structure of this article. Its built exactly the way I encourage people to build their pitches: one headline, three key messages and a single emotional intention guiding the tone. In an AHA world, simplicity isnt a compromise. Its a superpower.
Category:
E-Commerce
The metallic fringe hanging down from the edge of Anishnawbe Health Toronto’s community health center near downtown Toronto is the biggest indication that something different is happening here. Created to provide centralized health care and traditional healing to the 90,000-strong Indigenous population of Toronto, the clinic is the centerpiece of a unique city block of development that was intentionally led by the Indigenous community and designed to reflect its culture. [Photo: James Brittain/courtesy KGA] The wraparound fringe of more than 12,000 strands of stainless steel chainthe kind of aesthetic flourish easily targeted for elimination by the value engineers of a typical developmentis just one of many elements of the project that put its Indigenous roots on full display on this block. From its services and its building forms to the orientation of its landscaping, the development embodies Indigenous traditions, practices, and principles in a way that’s wholly uncommon in most urban environments. [Photo: Riley Snelling/courtesy KGA] Named the Indigenous Hub, this city block of development includes the aforementioned health center, along with an Indigenous job training center, two mid-rise residential towers, and public and private plazas. Indigenous iconography and material references can be seen across the site, from building facades that reference sacred blanket designs and healing rituals to wall treatments that evoke the bark of trees that once stood as forests on this site. It’s a project that goes to unusual lengths to put these elements on display. And it also required everyone involved in the project, from the developer to the architects and the landscape designers, to rethink their approach to urban development. [Photo: James Brittain/courtesy KGA] ‘A place of indigeneity’ Located in a part of the city that was once the floodplain of the Don River, and before that the ancestral lands and hunting grounds for Indigenous people for thousands of years, the site holds deep resonance for the community. The designers of the project, including an Indigenous architecture firm headquartered in a nearby First Nation, put great effort into drawing those connections in the look and feel of the project. “The intent was all about how do we ensure that when people are in this block, they understand that it is a place of indigeneity, and also understand where they are within the city,” says Matthew Hickey, a partner at Two Row Architect, an Indigenous architecture firm that advised on the design of every part of the project. [Photo: James Brittain/courtesy KGA] Working closely with Stantec Architecture, Two Row helped create the plan for the block, and then worked alongside Stantec and the architecture firm BDP Quadrangle to guide the design of the buildings and outdoor spaces within the block, including building facades inspired by traditional dress, traditional healing spaces that connect directly to the earth, and a central Indigenous Peoples Garden plaza where medicinal plants are grown. This ambitious, Indigenous-led development has been decades in the making. The charity health care organization Anishnawbe Health Toronto (AHT) had been searching for a place to consolidate and improve services it had been providing to Toronto’s Indigenous population since the 1980s. Then in the late 2000s, when officials in Toronto put in a bid to host the 2015 Pan Am Games, this former floodplain was targeted as a potential site for redevelopment. As part of the plan, and in line with Canada’s Truth and Reconciliation Commission Calls to Action, a two-and-a-half acre section of the redevelopment area was set aside for Indigenous uses.
Category:
E-Commerce
Hello and welcome to Modern CEO! I’m Stephanie Mehta, CEO and chief content officer of Mansueto Ventures. This bonus newsletter from Davos explores the strategic relationship between CEOs and chief technology officers. If you received this newsletter from a friend, you can sign up to get it yourself every Monday morning. In my previous life as a technology journalist, I wrote and edited countless stories about corporate chief technology officers (CTOs) emerging as key partners to their counterparts in the C-suite. When marketing functions became more data-driven, chief marketing officers clamored for attention from product and engineering. Today, chief financial officers (CFOs) push tech leaders to drive companies productivity gains from software and automation even as they scrutinize tech buying decisions. Now, as artificial intelligence (AI) and agents become pervasive at companies, CTOs have another executive to collaborate with: their bosses. In an interview with Fast Company editor-in-chief Brendan Vaughan during the World Economic Forum annual meeting in Davos, Switzerland, Cloudflare cofounder and CEO Matthew Prince and CTO Dane Knecht made the case for technology chiefs as strategic partners to CEOs. The C-suite syncs up Prince says Knecht has been instrumental in pushing him to adopt AI beyond fun use cases, such as creating amusing images for company slide presentations or invitations for his kids birthday party. The best CTOs in the world are going to be the ones that are saying to even the 51-year-old or 61-year-old or 71-year-old CEOs, You can do this too, says Prince, whose company provides customers with tools to protect and improve the performance of their websites. And if you can do that, its going to actually help you build better companies. Its a sentiment echoed by Nacho De Marco, CEO of global software development company BairesDev. (BairesDev partnered with Fast Company on the event featuring Prince and Knecht.) He says his clients, who turn to the company to help scale their engineering teams, see AI as essential to their future. When the CEO and CTO are aligned, that transition usually goes really well, he says. Knecht, who started out as Cloudflares first product manager, eventually took a role building and leading the companys emerging technologies and innovation (ETI) unit. Prince carved out 10% of the product and engineering budget for innovations that arent on any customers road mapand might even challenge Cloudflares existing business model. Prince credits the division with propelling the companys growth, saying: If Dane and the ETI team hadnt existed, Cloudflare would be yet another CDN [content delivery network]. Knecht, in turn, says Prince always nudges him to be more ambitious. You really dont ever bring Matthew an idea where he says, Thats a good idea, Knecht says. Hell say, Eh, think bigger. Its always, Think bigger. Two roles, one strategy Prince says he was somewhat reluctant to promote Knecht to CTO because Knecht was doing such a good job running the innovation skunkworks. However, Prince was impressed with how well he interacted with customers. Knecht has, for now, retained the ETI team as part of his responsibilities. Indeed, the ability to build relationships with customers is essential for CTOs intent on proving their strategic value to their CEOs. Tal Cohen, president of Nasdaq, says CTOs need to be able to understand how clients use the products their tech teams are building. He also encourages CTOs to become tech translators for their CEOs, helping their bosses understand major technology shifts, whether its the latest announcement from Nvidia or a breakthrough in their own industry. You need to demonstrate that youre three-dimensional, adds Cohen, who leads Nasdaqs Market Services and Financial Technology divisions. Working with your tech leads CEOs, how do you engage your CTO on strategy? And CTOs, how do you make sure that you are included in strategic conversations with your CEO? Send your examples and anecdotes to me at stephaniemehta@mansueto.com. Well share helpful examples in a future edition of the newsletter. Read more: the evolving C-suite Whats behind the surge in CFOs becoming CEOs Why so few human resources leaders become CEOs Im a CMO whos friends with my CFO
Category:
E-Commerce
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