Bill Joos on Perfecting Your Positioning and Your Pitch

March 17th, 2009 skmurphy

I mentioned Bill Joos this morning, he is a great coach for sales, investor presentations, and product positioning–all questions that come up either as you are trying to gain a foothold in a market or have developed a business that now can benefit from outside investment for revenue acceleration. I followed up with an individual E-mail to the person who had asked, but I realize I should share these pointers to some of Bill’s better articles, blog posts, etc..

His firm–Go To Market Consulting–has a website at http://www.gotomarketconsulting.com/ that currently resolves to his great but short-lived blog that I hope he picks up again at some point: “Bill Joos’ Tips from the Trenches”

Here are three other very useful articles:

• Perfect Positioning, a Morning with Bill Joos by Pablo Bertorello
  Covers Bill Joos formula for positioning a high tech product (improved/expanded from Geoffrey Moore’s outline in Crossing the Chasm)
• Perfecting Your Pitch by John Hoult Wed Dec 19, 2007 in Fast Company offers a excellent overview of Joos’ positioning and presentation methodology
• Part One: Assume Short Buildings
• Part Two: The Horse Race
• Part Three: The Overview Overview
• Bill used to work at Garage.com and they still have a version of his “Perfecting Your Pitch” [PDF Version] which outlines his 12 slide model for an investment pitch.

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