The Influential Communicator

[EP.86] How to Nail your Buyer Persona and Deliver an Impactful Pitch with Thomas Boccard of GlobalData

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How to Nail your Buyer Persona and Deliver an Impactful Pitch with Thomas Boccard of GlobalData;


Imagine being armed with a presentation that deeply connects with your buyer, positions you as a trusted advisor and makes you the only solution to their problem…

That would be cool, right?

You know exactly who your buyer persona is, what they want and more importantly…

How to get and keep their attention!

It's not a stroke of luck…it's the power of nailing your buyer persona.

And today, we have the privilege of learning from the man himself, Thomas Boccard, the SVP of Healthcare Sales at GlobalData.

He's here to show us how to deliver an impactful pitch that leaves a lasting impression by having a better understanding of who you’re trying to serve. 

Are you ready?

Press play!


WHAT WE DISCUSS:
  • [1:17] - Who is Thomas Boccard?
  • [6:22] - Thomas’ personal inflection point and lessons learned from failure
  • [11:35] - How sales reps can analyze their sales process for improved success
  • [19:14] - Three things a seller can do to grab attention in today’s climate
  • [21:50] - How to cultivate a connection with your prospects and add value
  • [26:39] - How to adapt your pitch to establish deeper connections with prospects
  • [35:20] - How to tailor your communication style when engaging with sales leaders versus analytical CFOs
  • [38:02] - An influential communicator Thomas looks up to today


    • NOTABLE QUOTES:
    • [9:34] - “Trust the process, but you need to inspect the process throughout the way. You gotta be able to pivot.” - Thomas Boccard
    • [28:33] - “The more you can be an expert in your prospect’s space, the more every conversation will be more connected and will go deeper and deeper.” - Thomas Boccard
    • [30:47] - “Understanding the people you're speaking to allows you to speak to them in ways that's gonna help them. You want them to leave every conversation having learned something.” - Thomas Boccard


      • USEFUL RESOURCES & LINKS:

      GlobalData website: https://www.globaldata.com/

      Connect with Thomas on LinkedIn: https://www.linkedin.com/in/tboccard


      Ravi Rajani’s Website & Podcast: https://www.theravirajani.com/podcast

      Connect with Ravi on LinkedIn: https://www.linkedin.com/in/ravirajani/

      Follow Ravi on TikTok: https://www.tiktok.com/@theravirajani

      Subscribe and watch the show on YouTube: https://bit.ly/3eAJQx0


      ADDITIONAL RESOURCES:


      [FREE SCRIPT]

      Discover how to craft a magnetic 45-second elevator story:

      https://www.theravirajani.com/yourelevatorstory


      Hire Ravi for a keynote or storyselling workshop for your sales team:

      https://www.theravirajani.com/speaking


      Learn more about Ravi's Storyselling Bootcamp:

      https://www.theravirajani.com/thestorysellingbootcamp


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