Pitch IQ: Ideas & Scenarios to Use With Your Team

Pitch IQ ensures your sales team can apply what they’ve learned and helps build confidence through practice, role-plays, and sales coaching. But to some, the idea of recording themselves can be uncomfortable at first. So we’re sharing best practices and tips for getting teams comfortable using Pitch IQs well as different ideas for Pitch IQ scenarios you can start using today!

Tips for Successful Pitch IQ Adoption:

Go from fun to serious: start with icebreaker questions so people can get their feet wet without pressure.
Measuring: To track Pitch IQ progress over time, re-assign the same Pitch every 4-6 weeks and see how each Learner’s score changes.
Highlight Top Performers: Publicly celebrate your top performers with a shout out in your internal newsletter or next team meeting.
Motivate performance through competition: if it’s within your company culture, motivate your team through incentives. “Who can Pitch better than [the CEO]?” Win a $5 Starbucks gift card.
Share sample Pitch IQs: Help inspire Pitch IQs by having Top Performers record sample videos in the Learn Section. Keep it between 1 and 3 samples.

Sample Pitch IQ Scenarios:

Fun Starter Questions:

Good or bad, what was the craziest customer experience in your career?
Explain why your favorite sports team is better than your rivals.
In detail, tell us how to make your favorite recipe.
Who are the three people in history (living or dead) you would like to have dinner with? Why?
Why is the [The Lion King] the best or worst [movie] of all time?
Tell me what the world will look like in the year 3000.

Company Culture:

Tell us your story and why you chose to work here?
Who is the company CEO and ask him/her one question.
Recruit your best friend to work at your company.
Say Thank You to someone you couldn’t live without at work.

Onboarding New Hires:

What is the company mission and explain how your role drives it forward?
You are at a networking event and speaking with someone who is unfamiliar with our company. Please introduce yourself, the company, and explain what we do as a business.
Tell us why [2019] is going to be the company’s breakout year.
Explain your department’s process for using [Salesforce].
Introduce yourself to your new colleagues and tell us why you joined the team

Sales Product Knowledge:

What are the main differentiators between our product and our competitors?
A prospect expressed that [Reporting] is important to them. Tell them why our company has the right [Reporting] solution.
Compare the advantages of this year’s product vs. last, and why someone should upgrade models.
How do you build an ROI for this?

Customer Challenges and Objections:
*Best when paired with a hypothetical situation and Top Performer’s answer in the Learn section

“Great solution, but I can’t afford that.”
“I’ll have to ask my boss before the decision gets made.”
“I’m too busy to take on a new project, call next month.”
“I’m just fine with my current setup.”
“We don’t need something like what you’re offering.”
“Can you send me an email instead?”
“You caught me at a bad time. Can you call back later?”

Cold Calling:
*Best when paired with a hypothetical situation and Top Performer’s answer in the Learn section

Deliver the best cold call to [insert buyer persona].
Leave your best [first/follow up, etc.] voicemail

Sales Skills:
*Best when paired with a hypothetical situation and Top Performer’s answer in the Learn section

Explain how you install the need for our company’s solution.
A prospect is taking a long time to return the contract, but the quarter is over in three days. Tell us how you wouldn’t let this deal slip to the next quarter.
The project you sold [completely blew up], how would you handle [delivering the bad news] to the customer?

Leadership & Management Giving Feedback:

How do you give feedback to an employee who has not been able to submit a critical report on time?
How do you help participants/employees understand how to approach clients or internal customers when they require additional time to complete the project.
Sue is technically brilliant, but not a good team player. How do you make Sue a better team player? Explain what you would say to Sue, and specific questions you would ask her.
How do you handle the sensitive conversation of denying Mike, a high-performing employee, a raise he requested because he needs to improve his communication skills?
How do you introduce a performance plan for Jeanne, who started off as a strong employee but over the past 2 months has been consistently late with deadlines and poor at communication? How do you leave positive performance feedback/coaching for exceptional employees while continuing to motivate them to continue excellent performance and growth?

Leadership & Management Scenarios:

An employee is going through a serious personal issue that is affecting their work performance. How do you set up the meeting? What do you say during it?
How do you handle a situation when an employee that thinks they are more valuable than their peers discovers that they are making less money than them?

Out of ideas? Poll your team: