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Episode 25: SNAPSHOTS - Pitching Essentials with Rachael Valtwies
In the first of their new short-form series Psyche of Sales: Snapshots, Johnny Lee and Rachael Valtwies break down the anatomy of a great pitch. Drawing on real client experiences, they cover what separates a winning pitch from a forgettable one, from planning and preparation to mindset and message delivery.
This 20-minute conversation is packed with insights you can apply immediately, whether you’re pitching for business, internal buy-in, or strategic influence.
Key Takeaways:
- Start with the end in mind Reverse-engineer your pitch preparation — rehearse early, build momentum, and peak at the right time.
- Pitch as a team, not as individuals Align early, hold a kick-off meeting, and agree on the win themes together. Don’t dilute key messages with scattered handovers.
- Know your stakeholders Identify who makes the decision and what drives them — emotionally, politically, and practically.
- Build a focused executive summary Your pitch should hinge on 2–3 core reasons why you’re the best fit. Lead with them. Prove them. End with them.
- Avoid generic messaging Specificity builds value. Tailor your pitch to reflect the client's language, needs, and priorities.
- Practice your Q&A Don’t let the pitch fall apart when questions start. Prepare for the five most common and five most difficult questions.
- Objections are best handled in the moment — if you’re ready Read the room. Sometimes the strongest response is acknowledging the question and following up with tailored proof.
- Design slides with purpose Every slide should lead with a message, not just data. Structure them to reinforce your key win themes.
About Psyche of Sales: Snapshots
This short-form segment is designed to run regularly alongside the Psyche of Sales long-form interviews, offering fast, focused episodes that unpack the real conversations happening inside sales teams. Each Sales Snapshot draws on live client work and field experience, spotlighting one core topic, challenge, or skill — all in under 30 minutes. These episodes are designed to provide you with insights you can apply immediately, regardless of your industry or level of experience.
Follow Johnny Lee on LinkedIn
Follow Rachael Valtwies on LinkedIn
View all episodes
By Johnny LeeIn the first of their new short-form series Psyche of Sales: Snapshots, Johnny Lee and Rachael Valtwies break down the anatomy of a great pitch. Drawing on real client experiences, they cover what separates a winning pitch from a forgettable one, from planning and preparation to mindset and message delivery.
This 20-minute conversation is packed with insights you can apply immediately, whether you’re pitching for business, internal buy-in, or strategic influence.
Key Takeaways:
- Start with the end in mind Reverse-engineer your pitch preparation — rehearse early, build momentum, and peak at the right time.
- Pitch as a team, not as individuals Align early, hold a kick-off meeting, and agree on the win themes together. Don’t dilute key messages with scattered handovers.
- Know your stakeholders Identify who makes the decision and what drives them — emotionally, politically, and practically.
- Build a focused executive summary Your pitch should hinge on 2–3 core reasons why you’re the best fit. Lead with them. Prove them. End with them.
- Avoid generic messaging Specificity builds value. Tailor your pitch to reflect the client's language, needs, and priorities.
- Practice your Q&A Don’t let the pitch fall apart when questions start. Prepare for the five most common and five most difficult questions.
- Objections are best handled in the moment — if you’re ready Read the room. Sometimes the strongest response is acknowledging the question and following up with tailored proof.
- Design slides with purpose Every slide should lead with a message, not just data. Structure them to reinforce your key win themes.
About Psyche of Sales: Snapshots
This short-form segment is designed to run regularly alongside the Psyche of Sales long-form interviews, offering fast, focused episodes that unpack the real conversations happening inside sales teams. Each Sales Snapshot draws on live client work and field experience, spotlighting one core topic, challenge, or skill — all in under 30 minutes. These episodes are designed to provide you with insights you can apply immediately, regardless of your industry or level of experience.
Follow Johnny Lee on LinkedIn
Follow Rachael Valtwies on LinkedIn