'Pitching' has a bad rap in the sales industry, because too many salespeople 'spray and pray' when it comes to showing prospects what their products and services can do. If we could make our demos and pitches prospect-focused and actually provide them with something they couldn't get anywhere else before they purchase from us, how much more likely would we be to make the sale? To learn how to customize value into every product demo and pitch, we sat down with Ryan Johns, vice president of corporate strategy with Central Metric and former instructor at the Air Force's Air Education Training Command. He explained the system he encourages teams to walk through to ensure they're always providing customized value – every time they pitch!

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