Fix your sales pitch in under 90 seconds

"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 can't capture your prospect and customers' imagination immediately, you'll lose them to their emails, Slack messages, and TikTok feeds."

"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. Don't. 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?"

Many pitches fail because they attempt to communicate too much and overwhelm the audience. Attention is scarce in an AI-focused, hyper-connected, always-on environment, so immediate imagination capture is essential. A 90-second approach simplifies messaging by using a single, memorable headline as the pitch anchor. The headline should be short—ten words or fewer—and read like a newspaper front or social feed top line. That single sentence forces discipline: every element of the pitch must support the headline, and anything that does not should be removed to keep the audience engaged.

Read at Fast Company