Oren Klaff is the author of the classic bestseller on the science of persuasion and getting the deal done, Pitch Anything: An Innovative Method for Presenting, Persuading and Winning the Deal. Since its release in 2011 it has been considered by many to be the sales bible and it’s one of the books I have recommended the most to fellow entrepreneurs, sales professionals and people who just want to get better at, well, persuasion, having first read it when embarking upon my own entrepreneurial journey back in 2012.
Unlike most of the books on my overflowing bookcase, I return to Pitch Anything often.
Today, Oren is the Director of Capital Markets at investment bank Intersection Capital and founder of Pitch Anything. Oren has applied his neuroscience-based approach to capital raising to secure over $2BN from high net-worth individuals and financial institutions for entrepreneurs.
After learning about Oren’s extensively mind boggling collection of motorcycles and cars, we delved into the nitty gritty of doing deals, and it was an opportunity to ask questions based on my own first hand experiences, particularly when it comes to B2B sales and selling to large enterprise.
I’ve captured seven of the many key lessons I personally took from my conversation with Oren. You’ll find a hell of a lot more by listening to the entire conversation on Future Squared when it goes live on September 8, and can find a number of resources at the bottom of this post to explore further.
With that, I bring you, seven big lessons on B2B sales from my conversation with Oren Klaff.
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Your host and occasional cybernetic organism, Steve Glaveski, is committed to helping people better navigate the growing uncertainty that technology change brings, in order to survive, thrive, create more value for the world and lead more fulfilling lives.
Steve is the CEO and co-founder of innovation accelerator Collective Campus, founder of children's entrepreneurship program Lemonade Stand, author of Amazon best-seller The Innovation Manager's Handbook and the Wiley book, Employee to Entrepreneur, investor in blockchain based fractional property investment platform Konkrete and is a keynote speaker and startup advisor.
When not fighting T-1000s Steve can be found in the gym, hiking, skating at the beach, attempting standup comedy, at a heavy metal show or socially lubricating at a whisky bar.