Go Big or Go Home
Description
How do underdogs close huge deals they have no business winning? How do rainmakers pull off a sale before the RFP is ever issued? They don't do it with a logical argument or even the best PowerPoint presentation. They do it by turning their pitch into an emotional experience that makes the customer think, "This just feels right." This book is your blueprint for tapping into a client's gut feeling and bringing home the win.
Go Big or Go Home is the greatest collection of the most memorable pitches in film, sports, business, and philanthropy. These stories come from individuals and organizations that decided to Go Big or Go Home because their deals were too important to fail. One day, you'll have a pitch that matters just as much. And when you do, you can follow the five tools outlined in this book to create an experience that will close the deal.
More details
Persons
Content
- Intro
- Text the Authors while You Read
- Chapter 1: If It's Not Memorable, It's Mediocre
- Chapter 2: Why Moments of Magic Are Essential
- Case Study: How Knapheide Went All-In to Give Clients and Distributors One Unforgettable Experience
- Chapter 3: Make it Surprising
- Case Study: How Diana Got into an Exclusive Business Accelerator by Using Stalk and Awe
- Case Study: How an Event Planning Company Grew Its Business 250 Percent during COVID-19
- Chapter 4: Analyze Them on a Deeper Level
- Case Study: How United Airlines Chose a New Marketing Agency
- Case Study: Creating a Go Big or Go Home Pitch to Land a Job
- Chapter 5: Give the Pitch in the Right Order
- Case Study: How FBI Hostage Negotiator Chris Voss Learned to Gain Trust Quickly
- Case Study: How Mark Cuban Used Nostalgia to Sell Mavericks Tickets
- Case Study: How Clay Alexander Closed a Giant Deal with Cardinal Health to Distribute Lifesaving Cures
- Chapter 6: Include 3D Objects
- Case Study: How the Founders of Square Prioritized Surprise Over Functionality for Their Fundraising Pitch
- Case Study: How a Construction Company Landed a $500 Million Project in Ten Minutes
- Chapter 7: Co-create Together
- Case Study: How Vince Kadlubek Got George R. R. Martin to Invest in Meow Wolf
- Case Study: How the US Naval Academy Uses Co-creation to Recruit Student Athletes
- Chapter 8: Every Pitch Needs a MAGIC Strategy
- Case Study: How DI Won the Las Vegas Raiders Torch Project
- Epilogue
- Nominate a Natural
- How Many Stars Would You Give This Book?
- Acknowledgments
- Appendix
