Prepare this before every pitch call
Connect Mobile

Pitch Call Cheat Sheet

Connect Mobile Communications

Critical Rules for This Call
  • Do NOT send the proposal before the call — present pricing live so you can read the room
  • Do NOT pitch to the wrong person — confirm the decision-maker is present before starting
  • Open with problem playback — prove you were listening in discovery before presenting anything
  • Leave with a defined next step — not "we'll be in touch"
Meeting Details
Prospect Company
Date & Time
Format
CM Team on Pitch (Hunting Pack)
Attendees Confirmed
  • Decision-maker confirmed on the invite
  • IT / Technical lead confirmed (if needed)
  • Budget holder confirmed (if separate)
  • Procurement / Legal flagged as relevant
Expected Attendees (names / roles)
Pre-Pitch Preparation
Start every pitch with problem playback — not with your products. Prove you were listening. Build trust before you sell anything.
Problem 1 — Core challenge (their exact words)
Problem 2
Problem 3
Commercial Impact of Inaction
Their Success Criteria (from discovery)
"Before I walk you through what we're recommending, I want to make sure we're fully aligned on what we heard in our last conversation. Here are the key challenges as we understood them — please stop me if anything isn't right."
60-Minute Pitch Arc
Open
Problem Playback
0–10 min
Section 2
Impact & Urgency
10–20 min
Section 3
Tailored Solution
20–35 min
Section 4
Value & Price
35–45 min
Close
Q&A + Next Step
45–60 min
1

Problem Playback — Build Trust First

0–10 min
  • Opened with "Here's what we heard"
  • Used their exact language — not paraphrased
  • No solutions mentioned yet
  • Asked if the summary is accurate — got confirmation
2

Impact & Urgency — Make Inaction Cost Real

10–20 min
  • Quantified commercial impact of current situation
  • Used numbers from discovery (volumes, failed rates, cost)
  • Framed as "this is already happening" not "this might happen"
3

Tailored Solution — One Problem, One Solution

20–35 min
  • Each recommendation mapped to a specific problem they raised
  • Led with outcome, not feature ("You'll get X" not "Our platform does Y")
  • Covered products:
  • Demonstrated platform or provided walkthrough if relevant
4

Value & Price — Anchor Before Revealing

35–45 min
Value Anchor — Fill in before the call
"Before I show you the investment, let me re-anchor on what you're getting: [outcomes]. Based on your current volumes, this alone represents [X] in savings or recovered revenue each month. Here's what the solution looks like commercially..."
  • Presented pricing live — did not email it in advance
  • Showed value BEFORE showing price
  • Did not use "just" or "only" when presenting the investment
  • Watched the room for reactions — read body language
5

Q&A & Next Step — End with Clarity

45–60 min
  • Asked: "Is there anyone else who needs to see this before you can move forward?"
  • Handled all questions raised (log below)
  • Set a clear timeline for follow-up ON the call
  • Booked a defined next step — do not leave open-ended
Questions raised on the call
Stakeholder Navigation

Use this to confirm every relevant stakeholder is on the call or accounted for. Enterprise deals stall when the wrong people are in the room.

CEO / Business Owner
Cares about: ROI, competitive edge, business risk
IT / Technical Lead
Cares about: APIs, integration, uptime, reliability
Marketing / CX Lead
Cares about: delivery rates, campaign tools, analytics
Procurement
Cares about: pricing, SLA terms, compliance
Legal / Risk
Cares about: POPIA, data handling, liability, SLA
Finance / Budget Holder
Cares about: total cost, payment terms, ROI
"Before we wrap up — is there anyone else in your organisation who would need to be comfortable with this before moving forward? We're happy to present to them directly, or we can put together any specific materials they'd need."
Objection Responses
Price Objection
"Your price is too high / our provider is cheaper"

Reframe to total cost: "Cheaper per-message rates often come with lower delivery rates. When you factor in messages that never arrive, the real cost is usually higher. Can I show you the comparison based on your volumes?"

SLA Lock-In
"We're locked into our current provider"

"That's fine — we'd rather help you plan the move well than rush it. Let's use the time before your SLA expires to get you fully briefed. Can we lock in a conversation closer to that date?"

Need More Sign-Offs
"We need to involve Legal / IT / Procurement"

"Of course — that's expected at your scale. The quickest way to move it through is if I can get a session with [team] directly. I can walk them through the technical specs and SLA. Who's the best person to coordinate that?"

Post-Pitch Cold
"We said yes on the call but now we're not sure"

"I appreciate you being direct. Can I ask — is there a question or concern that's come up since we spoke? I'd much rather address it head-on. Is there someone else's input we haven't gotten yet?"

Incumbent Match
"Our current provider matched your price"

"I'd expect that — they have to. But there are things that can't be matched overnight: our platform capabilities, the Plugin dashboard, WhatsApp integration, and the fact that our team picks up the phone. Let me show you what that difference looks like in practice."

Not Enough Urgency
"We'll revisit this in Q3"

"Understood. Can I ask — what changes between now and Q3 that makes this a better time? I want to make sure we're ready to move quickly when that window opens. Can we at least lock in a check-in call then?"

Additional objections raised on this specific call
Closing the Pitch
Outcome of This Call
Post-Pitch Checklist
  • Summarised the agreed next step on the call
  • Set a specific follow-up date on the call
  • Sent summary email within 24 hours
  • Updated CRM with outcome and next step
  • Briefed relevant CM team members on outcome

Defined Next Step

Handover reminder: If this deal closes, complete the Handover Prompt (in your Pitch Builder Prompt file) and share with the delivery / account team before the onboarding call. Do not hand over via email only.
Notes & Debrief
Connect Mobile Communications — Pitch Cheat Sheet · Prepared by Growth Experts