Before I introduce our very special guest experts joining this episode of Sell With Authority, I want you to pause and consider something.
What if the reason you're not winning more new business has very little to do with your talent…
your portfolio…or even your credentials?
What if the pitch you're preparing is focused on the wrong thing?
Here's the hard truth: winning pitches aren't about you.
In their outstanding new book, It's Not About You: Winning More Business in a Crowded Agency World, Robin and Steve Boehler of The Mercer Island Group pull back the curtain on what really happens inside agency pitch rooms — from the client's side of the table.
Robin and Steve have spent decades helping iconic brands. Along the way, they've seen thousands of pitches — which means they know exactly what separates the winners from the ones that never had a chance.
Your prospect isn't deciding whether your agency is clever or impressive. They're deciding whether you truly understand their business — and whether you can help solve what matters most.
In this conversation, Robin, Steve, and I explore why it's not about you is such a powerful principle, why listening beats talking every time to shift your focus from your agency to your prospect, and how to adopt a truly prospect-friendly pitch.
