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The Perfect Sales Pitch

More and more companies are now using business pitches to find the right business partner for a specific order. Pitches have long since ceased to be a purely promotional event. Today, potential partners try to present an initial approach to a solution as early as the pitch stage. The goal is to prove that you have the necessary know-how to solve your customer's problems.
Usually, several suppliers are approached at the same time, presenting their offers and ideas at the same time. Competition is tough. If you are not convincing, you are out of the running. Preparation is time consuming and costs money. Increase your chances of securing the order!

Contents of the Training


  • Why and when do companies call for a pitch?
  • What do companies expect from a pitch and the pitching partners?
  • Chances and risks 
  • Pitching at any price? When is it worth pitching for a contract? When is it best to leave it alone?
  • The pitch process at a glance: PRE-PITCH - PITCH - POST-PITCH
  • Determine the contact persons: Lead partners for pitch requests



  • Classifying the pitch: strategy pitch, project pitch, tissue pitch, pitch-in-a-day or regular pitch?
  • New acquisition or existing customer? Clarify general conditions: Fee and timing
  • Tips for the telephone pre-selection and the written pitch in the set-up data room
  • The briefing: getting up to speed in no time at all. What is important now?
  • Deriving the pitch from the company's vision, goals, and strategies to differentiate from the competition
  • Pitch details: How to calculate profitably
  • The soft and hard facts for professional preparation
  • The planning: who, what, when, how, and with what?


  • The presentation: the heart of your pitch
  • The Kawasaki method: how to use an ideal pitch template
  • Creating content in a standardized way and relating it to the specific case
  • The deciding day is people's business: Sympathetic appearance with assertiveness
  • Dealing with questions and objections
  • Teambuilding: The pitch is always won by a team


  • The pitch decision: clear decision or another round?
  • The terms and financing negotiation
  • Follow-up afterwards 
Your Benefit
You will have the right tools and methods to successfully prepare and contest a pitch.
You will gain insight into the most important success strategies for successful pitches.
You will understand which special features are important to your client.
Lectures, practical exercises, plenary discussions, interactive group work, practical examples and analyses, and exercises.

Training OFFERS

Do you have any questions? Please feel free to contact us!
We report on current topics in our blog - take a look!

Book tips

For anyone wanting to deepen their knowledge, we recommend the specialist literature from C-TO-BE. Order directly from us now.

Virtual Negotiation. An Optimal Approach to Online Negotiations
Better Negotiating. The Training Book
Flexibel verhandeln. Die vier Fälle der NEGO-Strategie (German version)
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