Step 3: Convert 

Once someone is curious enough to inquire, you've entered their orbit. But you'll need a strong pitch that differentiates your product from the other options in the market that generate the same curiosity! It's your job to build a business case of the strongest points for each member of the prospect's buying committee. Think of your Ideal Buyer's needs, wants, and aspirations plus two additional "influencers" who can make or break the deal such as a trusted member of the business line or functional area who will need to give their approval. Now list your 3 top differentiators or benefits for that persona, including your deal-closing showstopper! Once you finalize your Triple "D" sales pitch, make sure every SDR, AE, and AM consistently uses it!