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Running the Gauntlet by Jim Eber, Jeffrey W. Hayzlett

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Chapter 15Change your tune and be pitch perfect: hook me in 8 seconds (the lean-in factor); sell me in 110 seconds (close the deal). What’s your 118?

One of the signature features of The Mirror Test was the creation of the 118—my modern version of the elevator pitch. I have always liked the idea of the elevator pitch (i.e., being able to pitch yourself and what your company offers in the span of an elevator ride). But like so many old-but-worthy ideas, the elevator pitch has become too slow for our times. It even sounds slow for an age in which speed and immediate relevance are essential in pitching. Technology has made everything (including elevators!) move faster: no more than 2 minutes and sometimes as little as 30 seconds for an average ride ...

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