What approach is recommended to engage customers more effectively during a pitch?

Focusing on one key business goal, one pain point, and the corresponding SAP solution allows for a more targeted and impactful engagement with customers. This approach makes the conversation personal and specific to the customer’s unique situation, which helps in clearly articulating how the proposed SAP solution addresses a significant challenge they face.

By narrowing the scope, you can delve deeper into how the solution offers tangible benefits and helps achieve that critical business goal. This strategy minimizes the risk of overwhelming the customer with excessive information or solutions that may not be directly relevant to their needs. Instead, it promotes a clearer understanding of the value proposition and fosters a more meaningful dialogue around the specific benefits of the SAP solution being pitched.

Engagement is more likely to succeed when the customer sees a direct connection between their challenges and the solutions being proposed, rather than being inundated with broad options or technical jargon that may obscure the real benefits they could gain.