The ability to stand up and deliver a powerful pitch, proposition or message is a fundamental skill for all growth/ambitious companies. It is a capability woven throughout all aspects of running and managing a business. Selling is such an important skill that many enterprise policy makers have overlooked and only in the US does it get the respect it deserves. The reality is if you can’t sell your business will suffer not only in terms of winning new customers – but it also has a knock on effect to recruiting high quality staff, suppliers and other strategic partners. The ability to raise and secure finance is also a function of how well you can sell. I was talking to a corporate finance friend of mine the other day – she said one VC’s she works with had 1,000 business plans fall on their desk – last year they invested in 7 ! Many of them were sent in on spec and others failed to hit the mark in any way shape or form. I keep hearing that there is no shortage of funds but poorly pitched ideas is common place. Many of them, with tweaks are potentially viable but most end up going nowhere.
I hope that the message and importance of selling and the power of great selling gets on the agenda – so many great ideas fail because of the ineffectiveness of the entrepreneurs ability to stand and deliver!