Definition: A style of pitching or presenting where an overabundance of words are delivered without pauses, segues, or changes in intonation.
Sometimes it’s because there’s a desire to cover every single feature, or price point, or use case, or ?
Frequently occurs with new sales professionals during their first guided tours and executives with so much authority that no one wants to tell them they are terrible presenters.
The solution is to think of a presentation as chapters of a book written specifically for that particular prospect and clearly indicate when a chapter is about to end and another is going to begin.
In an ABM sales funnel, whoever does the presenting has a large hand to play in closing business, so if you’re dealing with a low-performance sales team that gives demos/guided tours, you should definitely sit for one or ask for recordings.
Use It In a Sentence: Thank god he’s the founder because this metronoming would put everyone to sleep if anyone else did it.
Related Terms: Word Vomit | Kitchen-Sinking | Spray and Pray | Throwing Spaghetti at the Wall | Minimal Lovable Product (MLP) | Net Promoter Score (NPS)
For Further Reading: 10 Tips to Tighten Up Your Software Sales Pitch | Sales Training Service
