Go Big or Go Home: 5 Ways to Create a Customer Experience That Will Close the Deal

by Diana Kander, Tucker Trotter

How do underdogs close huge deals they have no business winning? How do rainmakers pull off a sale before the RFP is ever issued? They don’t do it with a logical argument or even the best PowerPoint presentation. They do it by turning their pitch into an emotional experience that makes the customer think, “This just feels right.” This book is your blueprint for tapping into a client’s gut feeling and bringing home the win.
Go Big or Go Home is the greatest collection of the most memorable pitches in film, sports, business, and philanthropy. These stories come from individuals and organizations that decided to Go Big or Go Home because their deals were too important to fail. One day, you’ll have a pitch that matters just as much. And when you do, you can follow the five tools outlined in this book to create an experience that will close the deal.

Genres: Business, Leadership

145 pages, Paperback

Published March 22, 2023

Reviews

[Shashi · Rating 5 out of 5]

Disclosure: I was an early reviewer of this book.

I am a big fan of Diana Kander, both as a person and author. Few people know how to push themselves outside their comfort zones, learn, and then teach others the way she can. Two of her books - “The All-in Startup” and “The Curiosity Muscle” are already on my Innovator’s Bookshelf, having given me quick frameworks and vocabulary for teaching entrepreneurship skills. “Go Big or Go Home,” her latest work, is no different. Unlike her previous works of fiction, GBGH is her own journey, working with a team that builds business proposals. Not just any dry presentations- magical proposals that make the decision makers feel equally inspired and at home. Proposals that stand far apart from the crowd. This book frames up the principles needed to build magical proposals, starting with the eponymous idea - Go Big or Go Home. That is, invest all of yourself in the proposal. Think different to solve problems near/dear to the people making the decisions. There are five steps:

1. Get their attention in an unexpected way
2. Research like your pitch depends on it
3. Try to connect rather than impress
4. Show them something they can’t unsee
5. Turn them into a co-creator

My favorite takeaway from this book is the “Talk to Diana” principle for Step 3. Diana was trying to connect with a local entrepreneur and was having a difficult time getting their attention. She had several connections in common, so she went to each one and explained why she needed to talk to that person, asking her connections to recommend they “talk to Diana.” After a week, they’d heard “Talk to Diana” so many times, Diana got that meeting (and a fun story to kick it off).

At the time of this writing I’m finding my next career adventure and this book has redefined how I approach the search. I can’t recommend it highly enough to anyone interested in corporate innovation, storytelling, or taking bigger risks. This one goes on my Innovator’s Bookshelf (https://shashijain.co/innovators-book...).

[Andrea Waltz · Rating 5 out of 5]

Read it Twice!

Yes I read this book twice. I actually didn't mean to but as I was about to review the book I opened the first chapter again and got sucked into the first (of many) great stories and then I just kept reading. If you're in B2B sales, high stakes, big deals it's a must read. Twice. But even if you propose smaller low risk deals (as I do) it's eye opening and thought provoking. I see ways I can definitely stand out and be better. Inspiring. Highly recommended.

[Dan Ryan · Rating 5 out of 5]

There's a lot in this book, and the challenge would be how to bring all this to bear everytime we are doing a proposal or presentation. The good news is that you don't have to - I read this, and incorporated a few of the suggestions into my next presentation, and, weeks later, people are still gushing about it to me. Definitely sharing this with coworkers!

[João · Rating 3 out of 5]

Livro interessante, com algumas dicas que podemos aplicar no dia-a-dia do trabalho.
Sinto que é uma mistura de vários outros livros lidos anteriormente digeridos pela vivência da Diana Kander.
É um livro que se lê bastante bem, com enquadramento em exemplos práticos.

[Tim Nelson · Rating 5 out of 5]

Packs a Punch 👊

Do you need to make an impact by making a "big" impression? Look no further than Go Big or Go Home. It's concise and actionable!

[Kerri · Rating 5 out of 5]

A little gem with a simple to understand methodology and applicability to anyone that is pitching anything (including yourself for that next big opportunity). Highly recommend this quick 4 hour read!

[Seb L · Rating 1 out of 5]

fine book; had some interesting tidbits on presenting but really not that tangible.

[Cameron Sullivan · Rating 5 out of 5]

Kander and Trotter are master salespeople who understand how to form the emotional connections necessary to close any deal. In this book they share little known stories about how the best businesses stand out in increasingly crowded markets and pass their secrets along to you. While you can read the book in one sitting, if you're like me you'll find yourself returning to it and discovering new ways to implement their tips in your everyday life.

This book has insights valuable to anyone, not just those looking to take their pitches to the next level. Anyone looking to improve themselves or their business should be rushing to buy this book now.

[Dodie Jacobi · Rating 5 out of 5]

permission to be unabashedly enthused about your presentation!

Step by step, Diana and Tucker inspire you to bring your authentic, multi-sensory enthusiasm to the pitch table to connect emotionally and memorably with deciders. Maybe you’ll get the deal. For sure, you’ll get attention. Go big, go with heart, go with expert guidance in this quick inspiring read.