ENTR101: Entrepreneurial Pitch Analysis: Good vs. Poor Pitches Report

This report analyzes two contrasting sales pitches: one successful and one unsuccessful. The successful pitch, by Emazing Light, effectively utilized entertainment, product demonstration, and clear articulation of needs and value proposition to secure investment. The presenter demonstrated an understanding of investor concerns and showcased strong storytelling and negotiation skills. Conversely, the unsuccessful pitch, by ScotteVest, despite presenting a potentially strong product, failed to clearly convey its value proposition, lacked a compelling narrative, and exhibited poor negotiation skills. The report highlights the crucial elements of a good sales pitch, including market positioning, value proposition, storytelling, evidence, and clarity of purpose, while also emphasizing the importance of negotiation skills. The analysis provides valuable insights into what makes a sales pitch effective and successful in attracting investors.

The criteria behind selecting the example of good and poor sales pitch
Ideally, a good sales pitch should have six elements to lure an investor. First three elements are
the positioning of the product or the offering in the existing industry place, an idea of the basic
needs that the product is going to cater and Value proposition associated with projection of the
growth. This can be considered as the primary information that an investor wants to know (Dam,
2017). Three more elements to complete the picture are powerful stories and anecdotes to place
the product in existing and future markets, evidence to prove the claims and projections and
Clarity of the purpose about what exactly an entrepreneur is looking for (Knight, 2017). Majority
of good or poor sales pitch is dependent on a framework derived by these six elements.
Example of a Good Pitch
Name of the company: Emazing Light
Presenter : Brian Lim (CEO)
URL : https://vimeo.com/132783196
A perfect show full of entertainment and information
Brian Lim initiated this presentation with the help of a dancing show, depicting the “light show
gloves.” Next, he offered the product to the judges of the “Shark Tank.” It was a nice ploy
because touch and feel of the product made them curious. Brian took his cue and explained about
the fact that Emazing lighting is holding an 80 percent stake in the market and they hold the
status of the pioneers in the field.
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Brian showed extraordinary capabilities in anticipating the frequently raised queries of judges
and answered them in advance in most of the cases. Towards the end of his sales pitch, he
cleared his intentions that he is seeking for business experience and brains to handle the business.
Apart from a token investment, he mostly needs the experience and credibility of the investors to
win licensing and patents for the products.
He acted like a storyteller and connected the threads of past with the future while projecting the
anticipated sales in the future. Facts were in synchronization with the questions raised by the
investors. The clarity of the deal forced the judges to form a cartel and bid for equity in business
(Allard, 2011). Apart from establishing the value proposition, Brian fulfilled all the five
conditions and won a deal of his choice.
Example of a poor pitch
Poor organization of useful facts can make them ineffective
Name of the Company, ScotteVest
Presenter Scott Jordan
URL: https://www.youtube.com/watch?v=DCfeQr10wd8
Description
Scott Jordan presented a jacket that has a utility for everyone who carries gadgets with him all
the time. He successfully established the present and future market for the product and the judges
were impressed. However, he failed in narrating a story associated with his product, his business
ideas and the value propositions related to the projection of the sales were not well worked out.
Most importantly he failed in cracking a deal because he faltered in presenting clarity with the
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deal. Judges or the investors were keen on entertaining the product-related value proposition, and
Scott was adamant on a value proposition where the net worth of the company was also
involved. This sales pitch also gives us an idea about the “negotiation skills.” The poor
negotiation skills of Jordan also converted this sales pitch exercise into a verbal exchange of
words.
Comparative analysis of the good and poor sales pitch
When we compare the utility and the commercial viability of the products offered by Brian and
Scott, we find that Scott has a better product in his hands. His product has the potential to cater
to a bigger market. Still he failed in attracting the investors because of a poor sales pitch offered
by him. Jordan failed in understanding the essence of negotiation. Clarity of purpose is a
necessary element of every good sales pitch, however, the importance of negotiation skills
cannot be denied because sometimes good negotiation skills can fetch better outcomes (Bauer,
2018). Jordan failed in presenting his case because of the lack of proper negotiation skills.
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Bibliography
Allard, H. (2011). How To Write A Sales Pitch That Sells. American Express ,
https://www.americanexpress.com/en-us/business/trends-and-insights/articles/how-to-
write-a-sales-pitch-that-sells/.
Bauer, E. (2018). Sales Pitch Examples, Tips, and Resources to Make You a Stronger Closer.
Propeller , https://www.propellercrm.com/blog/sales-pitch.
Dam, R. (2017). Learn How to Present Your Business Services and Close a Sale. Interaction
Design Foundation , https://www.interaction-design.org/literature/article/learn-how-to-
present-your-business-services-and-close-a-sale.
Knight, R. (2017). How to Improve Your Sales Skills, Even If You’re Not a Salesperson.
Harvard Business Review , https://hbr.org/2017/05/how-to-improve-your-sales-skills-
even-if-youre-not-a-salesperson.
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