So I get a powerpoint?
Yes. Cosmic helps turn compex products into compelling sales decks.
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You've got their interest. Make the most of it.
It's hard to get people interested enough to want to talk to you. At the point they're on the call with an actual sales person, the deal is yours to win or lose. Making sure your sales people are ready for that first call is the best thing you can do for growth this year.
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​​A sales deck is the final output of our work together, but to get to a sales deck that converts, there is a lot more that needs to happen. As part of the process we will work with your team to refine how you think about your audience and product. We capture that thinking in a value proposition your whole team can use to improve the way they communicate with the market.
Want more detail? Keep reading.
Step 1. Suss each other out
Step 1:
Suss each other out
Cosmic will transform the way you pitch in three weeks. But first, we need to decide to work together.
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Your company and ours will be a tight knit team during the crafting of the new pitch. Everything goes smoother when we're confident that we're aligned and committed to getting the message right.
You'll want to know what we do, why you'd choose us, how much it costs and how quickly we can get this done. ​This page should answer all those questions and we'll reiterate this (and anything else you want to know) in a meet and greet call.
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Quick responses:
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What? We help turn complicated products into compelling sales decks. You'll come out of the process with a product positioning document, an ICP focused pitch story, pitch deck created using your company template, your best sales person trained on the deck and a final refinement of the deck after feedback from the first sales meetings with real prospects.
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Why us? We have more than 20 years combined experience in crafting positioning for complicated products. We have worked across the tech ecosystem (from Silicon to SaaS) and already understand how the market works, how buyers think and what it takes to grow tech businesses.
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Cost? £17,000. We also offer some completely optional add ons (like a second deck for an additional customer profile or translating the pitch messaging to a webpage) for a £5000 flat fee per add on.
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How quickly? Your top sales person will be ready to pitch with the new deck within 3 weeks of the discovery workshop. The pitch takes it's final form once you've had the chance to use it with real customers.
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When we decide to work together we'll request that you send us the current version of your sales deck and product demo. Once you've paid the first installment you can select the date of your in-person workshop.
Step 2:
Work
shop it
You. Us. A crazy amount of sticky notes.
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Step 3:
Nail the narrative
The message is the priority.
Step 4:
Pitch real people
The final test.
Workshop objective
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Nail the detail of who we are creating this pitch for. We delve deep to make sure we’ve thought of every possible angle that could impact their decision to choose you.
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Decide what’s most important for prospects to know about what your product does and why it matters.
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Lay out the competitor approaches to the problem you solve for customers, so we can help prospects confidently say they looked at all their options and know why they’re saying yes to what you offer.
Your preparation
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Assemble your workshop team and tell us who will be there and what their role is. You must include:
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your founder team
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your top sales person (for earlier stage companies it's fine if this is also one of the founders)
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your product person
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your marketing leader, if you have one
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anyone with a strong opinion on how you go to market, and
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anyone who could be a blocker for the new sales messaging being adopted.
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Stop at maximum 8 people to make the day most effective.
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Every attendee prepare a 2 minute pitch on their vision for where the company should be in 2 years. Include things like:
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what you’re known for
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what you know that the competition doesn't, or underestimates
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what are you selling
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who are your selling to
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what’s been your biggest achievement, and anything else you think is important.
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We'll give you a workshop primer to send to your attendees, so everyone is as ready as you to make the most of the day.
On the day agenda
9.30am - Company vision.
Because you have a unique perspective and way of addressing market solutions. This is what led to you creating the product that people should want. Understanding this helps us craft a pitch that sets up your differentiated value right from the start of the sales conversation.
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10am - Ideal customer profile.
We've created what may be the world's most comprehensive ICP template because no one ever went wrong by trying to understand their target as deeply as possible. This is where the sticky notes come out as we go through categories like company size, company fundamentals, company goals, decision makers, deal fundamentals, technology and account disqualification.
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11am - differentiated value.
​Now we know what accounts the pitch should land, we go onto showing that your product is the best choice for what they need. Helping customers understand the value that only you can deliver will be the centerpiece of the pitch message. Value is how customers justify paying.
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1pm - pitch & demo review.
After lunch we give you feedback on the pitch and demo that you sent us and hone in on what is missing, considering the conversation we've had this morning. If there's anything we're not understanding about the functionality behind the value, this is also where we will ask questions.
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1.30pm - understanding the alternatives.
​Taking an objective look at the different approaches that a customer could take to the problem you solve, helps eliminate any remaining doubt. We take your view of the market to lay out the pros and cons of each approach.
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2.30 - readout.
We like to summarize the takeaways we will craft the pitch story around before we leave. You can immediately course correct anything that doesn't sound right.
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3pm - BYE, it's been fun but our brains are tired now.
We see companies make the same mistake over and over: dive into slides before the message is fully formed. By starting with slides you place restrictions on yourself from the start and compromises are made for the sake of slide convenience.
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We don't allow any compromises. We spent the time together figuring out the ICP, so let's be clear on exactly what they need to hear to be confident buying from you.​
We will deliver the ICP focused pitch story, covering every element of our recommended pitch structure.
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We appreciate the experience and nuance that only you can offer, so a feedback refinement round is included in the standard costs. One we're in agreement on the pitch story, we'll translate this into slides using your existing deck template.
We aren't done until the pitch has been tested with real people. We'll make sure your top person understands the completed deck (the target ICP, the pitch flow, the specific points that can't be missed, the reasoning behind everything) and have practiced the pitch.​
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Using the feedback from the first calls using the new pitch we will make the final refinements. This includes tackling any common objections that threaten to derail the sales process.
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And just like that, your pitch is battle tested and ready to be rolled out to the whole sales team.
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