From Pitch to Profit

From Pitch to Profit

by Julia Ewert
Released August 2024
Publisher(s): Wiley
ISBN: 9781394263943

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Book description

Learn a proven, easy-to-follow, and repeatable approach for connecting with clients, winning negotiations, and increasing revenue — no matter your industry

From Pitch to Profit reveals how you can win more clients and grow your business using The Infinite Sales System®: a strategic, tried-and-tested process that follows the same expert techniques used by the world’s best negotiators. Successful business is not about an aggressive used-car-sales approach. It’s about one-on-one communications that lead to trust and partnership. From Pitch to Profit gives you the strategies and easy-to-learn skills you need to build the genuine relationships that lead to higher sales and revenue.

What does selling have in common with negotiating a hostage situation? How do you stand out amongst the competition? How do you sell effectively while staying true to yourself? How do you follow up, and when do you play the long game?  From Pitch to Profit answers these questions and more, taking you step by step through how you can drive more business, consistently and efficiently. You’ll learn the conversations you need to connect with prospective clients and grow your profits — from a stellar first impression to building real, mutual trust.

  • Discover the exact questions you need to ask in the first sales meeting — and get an actionable plan for following up more effectively.
  • Learn how to spot the clues that will tell you what clients need from you to buy in.
  • Successfully convert more match-fit customers.
  • Generate more predictable revenue with higher margins.


From Pitch to Profit gives you a proven, scalable process for selling a product or service, managing your clients, and successfully developing your business into a sustainable revenue machine.

Table of contents

  1. COVER
  2. TABLE OF CONTENTS
  3. TITLE PAGE
  4. COPYRIGHT
  5. FOREWORD
  6. INTRODUCTION
    1. Why I wrote this book — and why you need it
    2. How to read this book
    3. Frequently asked questions (FAQs)
  7. PART I: UNDERSTANDING THE IMPORTANCE OF SALES
    1. CHAPTER 1: REVENUE = SALES = BUSINESS
      1. Improving your sales approach to address your biggest challenges
      2. Sales is about process more than training
      3. Sales is as much a business necessity as marketing
    2. CHAPTER 2: WHO SHOULD DO SALES?
      1. Two types of businesses
      2. Who are the most successful salespeople?
      3. Dedicated salespeople versus front-line workers
    3. CHAPTER 3: BASICS OF MODERN-DAY SELLING
      1. If you wing it, you won't win it
      2. Negotiating is more important than selling
      3. Discipline always wins
      4. Play the long game
      5. Always use customer relationship management software
    4. CHAPTER 4: GETTING READY FOR THE INFINITE SALES SYSTEM®
      1. Underlying principles of The Infinite Sales System
      2. Core approaches of The Infinite Sales System
  8. PART II: THE INFINITE SALES SYSTEM®
    1. CHAPTER 5: STEP ONE: QUALIFICATION PROCESS
      1. Combining motivation with capability
      2. Finding a sales qualified lead
      3. CRM usage
    2. CHAPTER 6: STEP TWO: THE FIRST SALES MEETING
      1. Basics of first sales meetings
      2. Components of first sales meetings
      3. First sales meeting: Splitting up the pie
      4. Putting the first sales meeting together
      5. Mastering the first sales meeting
    3. CHAPTER 7: STEP THREE: MEETING FOLLOW UP
      1. Transferring notes to your CRM
      2. Thank you video
      3. Sending your proposal
    4. CHAPTER 8: STEP FOUR: THE SECOND SALES MEETING
      1. Opening the second sales meeting
      2. Handling objections
      3. Gaining agreement
      4. Playing the long game
    5. CHAPTER 9: STEP FIVE: FOLLOW UP
      1. Knowing what not to do
      2. Value-adding follow-up
      3. The ‘Are you dead?’ email
      4. The doughnut card
      5. Trust the process
    6. CHAPTER 10: PUTTING THE PROCESS TOGETHER
      1. STEP ONE: Qualification process
      2. STEP TWO: The first sales meeting
      3. STEP THREE: Meeting follow up
      4. STEP FOUR: The second sales meeting
      5. STEP FIVE: Follow up
      6. CRM usage
  9. CONCLUSION
    1. Sales with humility
    2. Trust-first approach
    3. Human connection
  10. ADDITIONAL RESOURCES FOR CONTINUAL LEARNING
  11. END USER LICENSE AGREEMENT

Product information

  • Title: From Pitch to Profit
  • Author(s): Julia Ewert
  • Release date: August 2024
  • Publisher(s): Wiley
  • ISBN: 9781394263943