sales presentation messaging

To fill the need, they developed the idea of a software solution for encoding data into inaudible tones. On a three-day, SXSW-bound, Cincinnati StartupBus, LISNR® was born, pitched, and moved to a seed round. Over the past 7 years, LISNR has raised over $35M and pioneered many advancements in ultrasonic technology, ultimately driving its usage in payments today.”

• It uses the company’s origin story as a storytelling device.
• I like that it communicates the company’s values.
• It differentiates its product from others on the market.
• It shows how much the company has grown over time.

9. Follow-Up Pitch

So, what do you do if your prospect doesn’t respond to your first pitch? You follow-up with them. A follow-up pitch gives you the opportunity to reignite the conversation, reinforce your value proposition, and address any questions or concerns your prospect might have.

Follow-up pitches can be delivered through a number of channels, but phone calls and email are the most common. Ultimately, the goal of a follow-up is to continue nurturing your relationship with the prospect and convert them into a customer.

Here’s a great example of a follow-up after connecting with a prospect on social media:

UpSend, a former customer service software, has a great sales pitch presentation here. I like how they focus on setting up the problem they are solving for — and then clearly illustrating how their product adds value.

3. Surfe (Previously leadjet)

The revenue workspace Surfe illustrates another strong sales pitch. They quickly tell the story of their prospective customers’ pain points, and communicate a lot of understanding. Then, I like how clearly they illustrate how their product solves those pain points.

Why A Short Sales Pitch is A Good Pitch

An important note to make about these sales pitches is that they are all amazingly optimized for a short conversation. (Notice how short the three pitch examples above are?) I can't stress enough how much brevity matters for a sales pitch. Talking too much, using filler words, and talking about your company for more than two minutes can easily kill a conversation. So, keep your sales pitch short, clean, and simple! Your customers will thank you.

Editor's note: This post was originally published in June 2019 and has been updated for comprehensiveness.

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8 Effective Sales Presentation Examples to Boost Your Close Rate

Winning sales presentations turn prospects into customers. But, constructing a winning presentation is often a source of dread for many sales folks. What is the perfect number of slides? Which is the best order? Should it be hyper-branded or simple?

Or, should we even be using slide decks at all in 2024?

Now, if you want to make the journey collaborative, or want to gain access to cool insights like whether they even looked at your presentation, the static deck just won't cut it.

Designing a beautiful and highly personalized sales presentation is great, but access to behavioral analytics through digital links is super powerful. Knowing whether the buyer clicked on that presentation, and then how long they viewed it, can help shape those next steps in your sales cycle.

In fact, by 2025, 80 percent of B2B sales interactions will happen in these digital channels, according to Gartner . This means that presenting your pitch digitally unlocks new opportunities to engage and collaborate with your buyer. Ultimately, this will help you close deals much faster.

Sales professionals of all types, from SDRs to Customer Success, make pitches at different points in the sales cycle. That's why it's super important to create presentations that are both enjoyable for buyers to watch and easy for sellers to navigate—especially if they’re pitching multiple times a day!

Sales Presentation Vs. Sales Pitch: Are They the Same?

Presentation? Pitch? What’s the difference? These two sales practices are often referred to interchangeably, but they’re not exactly the same.

Generally, a pitch is when you’re closing the deal. It’s short and effective—highlighting the benefits and value of the product and offering the sale. Now, it is also technically a sales presentation, but it’s not a “sales presentation.”

The sales presentation comes earlier in the process when you’re looking to get buyers interested in your product/service. Every good sales presentation gives prospects confidence in your brand and helps develop the customer relationship. It emphasizes the value your product delivers and provides clear direction for the next step in the sales process.

So really, the key differentiator between these two sales activities is the point in the sales process—the presentation introduces your product, and the pitch closes out the deal. This shifts your purpose and your approach when creating a presentation vs. pitch deck.

To create the best sales pitch ever, you can head over to our ultimate guide . But first things first. Let’s build a winning sales presentation that makes potential customers beg to buy.

6 Key Components of a Winning Sales Presentation

While there's no "one way" to make a pitch presentation, there are a few core ingredients that can transform a bland presentation into a show-stopping performance.

To keep your buyers engaged and prevent them from nodding off, make the presentation more interactive by fostering a conversation, using eye-catching visuals that leave an impression, and pacing your delivery to keep the energy level high.

1. Start Strong: Cover Slide + Confidence

First impressions matter. Your first slide and the first few moments of your delivery will shape perceptions and affect the ultimate success or failure of your sales presentation.

Your cover slide should instantly capture the audience's attention and convey your brand and industry. Later, we’ll explore some stellar examples. For now, just make sure your audience has a good idea of who you are and what you do from the very beginning—and make it interesting. Images are great at this.

Regarding your delivery, confidence is key — key— to both your sales career and presentation. The confidence you project about your solution will transfer to prospects, reducing their concerns and supporting an overall positive experience.

But you can’t get by on cover slides and confidence alone.

2. Sell Solutions (+ Value), Not Products

Gone are the days when you could simply shout that your product was the greatest thing since sliced bread—and expect customers to believe you.

Times have changed. Value-based selling is in . Today, the best approach is to inform your buyer with the right message through the right media, selling your solution and not your product.

In your sales presentation, make sure that each product feature that you include has a clear benefit for your prospective buyer. And don't just list the features. Explain why they make your product better, in the simplest way possible.

If your lead generation process produced high-quality leads, and your pre-presentation research uncovered pain points, you should have a pretty good idea what this prospective customer needs—and how your product can solve the issue.

At the end of the day, people want to know what's in it for them and how your product/service will make their lives better. Sell them the solution. The product is just a bonus.

3. Tell a Story

People remember stories. They’re more engaging than stats and figures—and humans connect with humans, not numbers. Research by cognitive psychologist Jerome Bruner suggests that facts are 22 times more likely to be remembered if they’re part of a story .

You want to harness that power for your sales presentation.

Consider your top-shelf customer success stories—or even the customer you just closed yesterday, who solved a major pain point with your solution. The key here is to find past customer situations that your current prospect can identify with. Maybe they serve a similar market niche, or are both struggling to keep their fully-remote team afloat.

Or, maybe, you want to tell your company’s story. Close itself started as a solution to our founders’ frustrations with existing sales CRMs.

Like any great story, you need an arc, characters, conflict—and a resolution. Include whatever graphs and metrics you think add value to the presentation. The numbers don’t speak for themselves, but they do play a supporting role to your storyline.

Turn your case study into a case story, illustrating how your product has helped someone else, and prepare to hook your target audience.

4. Keep It Simple

Be concise. Make your key points digestible. Prospects should be able to quickly scan your sales presentation—and then get back to the conversation.

However, many companies that offer complex products, such as software, tend to overcomplicate the delivery. Most buyers don’t have time to read white papers or long-winded info about your technical specs. Those details can come later.

There are ways to present content while neither boring nor overwhelming your audience:

• Video: Sixty-six percent of people will watch a company’s entire video if it’s less than 60 seconds. Give them something they can quickly digest, that effectively highlights your value prop and most important product features.
• Interactive demos: a great alternative to video calls, ideal with async presentations. You can use interactive demo software like Navattic or Walnut to let your buyer learn about your product on their terms, in their own time.

Whatever you do, get to the point. Time and attention spans are short. Be succinct.

Visually, don’t give your PowerPoint presentation the crafting kindergartner upgrade. Brand colors and fonts should be established early and kept consistent throughout.

In short—less is more. Don’t exhaust your audience visually or mentally.

5. Include the Proof

Your audience wants to know that your solution works. They also want to feel confident about their decision to pursue your product over the competition. How can you help ease these concerns? Include evidence in your sales presentation.

Social proof establishes your credibility and showcases how your solution has transformed the work lives of your customers. It’s an important element in building trust between you and your prospect . Social proof can include media mentions, G2 reviews, social media engagement, customer testimonials, and more.

Recent data from Statista, as of September 2023, indicates a shift in consumer behavior. Their survey, conducted among 10,021 consumers, revealed that 53 percent of U.S. respondents rely on search engines like Google for information about products. This highlights the evolving landscape of consumer trust and information sourcing.

Additionally, 34 percent of consumers used customer reviews as a source of information. This underscores the continued importance of positive reviews and testimonials in fostering trust in a business. The customer success story you've shared can be further enriched by integrating these insights, demonstrating not only the value of customer reviews but also the growing reliance on digital search engines for product information.

Including social proof in your presentation demonstrates how well your solution can meet customer needs —including theirs.

6. Call Them to Action

Nothing cleans out the sales pipeline like a well-timed, well-placed, and well-designed CTA . Success in sales relies on the success of your call to action. And that extends to your sales presentation.

Unlike the sales pitch, your sales presentation is probably not asking for the close. Instead, you are asking them to take the next step in the sales process—book a call, talk to their stakeholders, demo your product, or something else.

You want the CTA to be straightforward. Brief as possible. And effective. Make it easy for them to follow through. For example, if you want them to book a call, share a calendar link. Then follow up .

You have spent time and resources (yours and theirs) on this presentation, so don’t fumble the deal with a weak or confusing CTA. Your sales presentation should be the whole package. Literally.

But can we really tie all of this together into one mega-effective sales presentation? We’re about to find out.

8 Effective Sales Presentation Examples

Sales presentations come in all shapes and sizes. A great sales deck is one that is true to your brand, relevant to your target audience, and produces results.

Various factors can influence the structure, included elements, and delivery. For example, a self-directed presentation that prospects view online may require more text than one that’s delivered face-to-face (or via Zoom). A presentation given to industry experts will include different details (and language) than one delivered to your average, may-be-customer Joe.

As you build your next effective sales presentation, draw inspiration from these winning examples. We’ll share the presentation—and tell you why it works.

1. What + Why: Memento

Stating the problem, explaining the solution.

This sales presentation deck from Memento first describes the pain points of existing solutions—then showcases why Memento is different, emphasizing value and innovation.

This tried-and-true strategy keeps messaging simple and potent. The graphics and color-blocked backgrounds enhance that messaging, and the result? An eye-catching and powerful sales presentation.

2. Image-Rich Slides: Zuora

Is a picture worth a thousand words? Sometimes. It depends what that picture is, and what you’re trying to say.

Zuora uses an image-rich presentation to help differentiate themselves in the industry, and to support the storyline of their presentation. At the same time, text is kept to a minimum.

Visuals can create a supportive foundation upon which you can build your value proposition , company vision, and prospect-relevant story. You’ll probably include photos of your digital or physical product, but you can also add stock images or infographics.

Memorable presentations show , rather than just tell.

3. & 4. Personalize for Prospects: Trumpet

People aren’t numbers—and they don’t want to feel as such.

Personalize your sales presentation so that it speaks directly to your buyer. When possible, call them out by name and make sure that every aspect of the presentation is 100 percent relevant to their situation.

If you want to go the extra mile, incorporate their own brand identity. Make it about them, not about you. Our friends at Trumpet are on a mission to do just that with customizable presentation pods.

Check out this presentation pod example .

This prospect-specific presentation covers most of our key components for an effective sales presentation while taking personalization to the next level. Plus, it’s interactive—which adds value for both prospects and sales reps. Look for the comment section beside the presentation, where you can keep all communication and questions in one spot.

These customization options make your presentation stand out—and are bound to increase your CTA response rate. You can directly incorporate your online scheduling tool, such as Calendly, which also integrates with Close CRM to streamline prospect scheduling.

Here’s another winning example from Trumpet, featured as a use case for SDRs. Again, it’s got all the elements of an effective sales presentation (right down to customer testimonials), and even includes a short audio message specifically for the prospect, from the SDR.

So, ditch the generic sales script and personalize the presentation. Do your homework and make it relatable to each individual prospect, whenever possible.

Then, post-presentation, you can even follow up with a next-steps pod —again, created specifically for your prospect.

5. Be You(r Brand): Reddit

Remember earlier, when we said your sales presentation shouldn’t look like a kindergarten-age graphic designer let loose on Canva? There are always exceptions, right?

First and foremost, you must consider your audience and brand.

The best sales presentations are those that inform and persuade while being true to their brand identity. Sometimes that looks like minimalism: Short sentences, muted color palettes, and quiet power. Sometimes, that looks like pizazz.

Reddit has since updated its branding and slogan, but it once boasted to be “the front page of the internet.” At that time, this sales presentation got them a lot of love.

Talk about hooking an audience. But even the randomness isn’t random—it matches their brand, audience, and value proposition.

So consider your brand, audience, and value proposition, and build a sales presentation worthy of that. (But oh, to be on the sales team at Reddit.)

6. Adaptable Sales Story: Eigen Technologies

Eigen Technologies wanted a presentation to support a core sales story that could be tailored to different industry customers. An overview presentation like this one covers the bullet point features of the product while allowing the presenter to add any relevant prospect-specific slides.

Notice the decision to highlight how this solution stacks up against its industry competitors. This can add power to your own value proposition. Something else that adds power? The cohesive sales story that threads through the entire presentation, from stating the problem to showcasing the solution.

For some, this presentation might be a little text-heavy. When you’re presenting live, you want prospects to be listening to you, rather than simply reading all the information from your slides. For animated videos , take-home or self-guided presentations, however, use the amount of text necessary to support your message.

An animated sales presentation can also be a great addition to your sales and marketing materials. Save the static for your presentation, and get double-mileage with a video.

7. Out-of-the-Box: Apple

It’s hard to find live sales presentation examples because most are given privately in meetings, or directly between a salesperson and their prospect. However, explainer videos like this one can inspire your delivery—and your sales deck.

Steve Jobs, wearing his famous black turtleneck, was known for his potent yet simplistic Apple product presentations. Apple continues to lead with powerful sales messaging. Today, it has evolved to match its updated branding and sales style.

Watch how this presentation involves two different team members, both of whom add unique value to the messaging. Depending on the nature of your solution, the expertise level of your audience, and other factors, you might consider something similar—when it makes sense.

Note that every feature mention is immediately followed by its value. Your audience wants to hear about your product's benefit—don’t leave them with product details as bullet points.

8. Putting It Simply: Microsoft Office 365

This business presentation from Office 365 employs an attention-grabbing color scheme while spotlighting feature details via powerful, concise messaging.

With complex products especially, you need to filter out unnecessary information. Boil it down to your key points and features, then use simple graphics and copy to share your product. Let your value overwhelm prospects—not the presentation itself.

Are you ready to get started on your next super-effective sales presentation? Before you go, consider how it could impact your closing rate—and how you can optimize results.

Using Your Sales Presentation to Close More Deals

Every customer touchpoint should drive prospects toward your ultimate goal: closing more deals. An effective sales presentation is just one step in the customer journey, and tips and presentation templates will take you far.

Let’s look again quickly at the end of your presentation.

At the end of the presentation, you need a strong call to action—but you should also consider other ways to make your message stick. Based on the nature of your solution and how you’re delivering the presentation, you might need to leave behind handouts for your audience.

They should be focused and simple, supporting rather than detracting from your presentation. Maybe they even create a dynamic QR code for scanning to download your app or view contact information.

Then to fully optimize your sales presentation, you must follow up . Your sales presentation alone might not sell your solution—but your faithful follow-up game can push them to take the next step. Enter your CRM.

An agile CRM like Close can streamline this outreach and boost customer retention rates . Now you can optimize—and sustain—the success of your next sales presentation.

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7 Amazing Sales Presentation Examples (And How to Make Them Your Own)

7 Types of Slides to Include In Your Sales Presentation

Inside the mind of your prospect: change is hard, before-after-bridge: the only formula you need to create a persuasive sales presentation, facebook — how smiles and simplicity make you more memorable, contently — how to build a strong bridge, brick by brick, yesware — how to go above and beyond with your benefits, uber — how to cater your content for readers quick to scan, dealtap — how to use leading questions to your advantage, zuora — how to win over your prospects by feeding them dots, linkedin sales navigator — how to create excitement with color, how to make a sales pitch in 4 straightforward steps, 7 embarrassing pitfalls to avoid in your presentation, over to you.

A brilliant sales presentation has a number of things going for it.

Being product-centered isn’t one of them. Or simply focusing on your sales pitch won’t do the trick.

So what can you do to make your offer compelling?

From different types of slides to persuasive techniques and visuals, we’ve got you covered.

Below, we look at data-backed strategies, examples, and easy steps to build your own sales presentations in minutes.

• Title slide: Company name, topic, tagline
• The “Before” picture: No more than three slides with relevant statistics and graphics.
• The “After” picture: How life looks with your product. Use happy faces.
• Company introduction: Who you are and what you do (as it applies to them).
• The “Bridge” slide: Short outcome statements with icons in circles.
• Social proof slides: Customer logos with the mission statement on one slide. Pull quote on another.
• “We’re here for you” slide: Include a call-to-action and contact information.

Many sales presentations fall flat because they ignore this universal psychological bias: People overvalue the benefits of what they have over what they’re missing.

Harvard Business School professor John T. Gourville calls this the “ 9x Effect .” Left unchecked, it can be disastrous for your business.

According to Gourville, “It’s not enough for a new product simply to be better. Unless the gains far outweigh the losses, customers will not adopt it.”

The good news: You can influence how prospects perceive these gains and losses. One of the best ways to prove value is to contrast life before and after your product.

Luckily, there’s a three-step formula for that.

• Before → Here’s your world…
• After → Imagine what it would be like if…
• Bridge → Here’s how to get there.

Start with a vivid description of the pain, present an enviable world where that problem doesn’t exist, then explain how to get there using your tool.

It’s super simple, and it works for cold emails , drip campaigns , and sales discovery decks. Basically anywhere you need to get people excited about what you have to say.

In fact, a lot of companies are already using this formula to great success. The methods used in the sales presentation examples below will help you do the same.

We’re all drawn to happiness. A study at Harvard tells us that emotion is contagious .

You’ll notice that the “Before” (pre-Digital Age) pictures in Facebook’s slides all display neutral faces. But the cover slide that introduces Facebook and the “After” slides have smiling faces on them.

This is important. The placement of those graphics is an intentional persuasion technique.

Studies by psychologists show that we register smiles faster than any other expression. All it takes is 500 milliseconds (1/20th of a second). And when participants in a study were asked to recall expressions, they consistently remembered happy faces over neutral ones.

What to do about it : Add a happy stock photo to your intro and “After” slides, and keep people in “Before” slides to neutral expressions.

Here are some further techniques used during the sales presentation:

Tactic #1: Use Simple Graphics

Use simple graphics to convey meaning without text.

Example: Slide 2 is a picture of a consumer’s hand holding an iPhone — something we can all relate to.

Why It Works: Pictures are more effective than words — it’s called  Picture Superiority . In presentations, pictures help you create connections with your audience. Instead of spoon-feeding them everything word for word, you let them interpret. This builds trust.

Tactic #2: Use Icons

Use icons to show statistics you’re comparing instead of listing them out.

Example: Slide 18 uses people icons to emphasize how small 38 out of 100 people is compared to 89 out of 100.

Why It Works:  We process visuals 60,000 times faster than text.

Tactic #3: Include Statistics

Include statistics that tie real success to the benefits you mention.

Example: “71% lift driving visits to retailer title pages” (Slide 26).

Why It Works:  Precise details prove that you are telling the truth.

Just like how you can’t drive from Marin County to San Francisco without the Golden Gate, you can’t connect a “Before” to an “After” without a bridge.

Add the mission statement of your company — something Contently does from Slide 1 of their deck. Having a logo-filled Customers slide isn’t unusual for sales presentations, but Contently goes one step further by showing you exactly what they do for these companies.

They then drive home the Before-After-Bridge Formula further with case studies:

Before : Customer’s needs when they came on

After: What your company accomplished for them

Bridge : How they got there (specific actions and outcomes)

Here are some other tactics we pulled from the sales presentation:

Tactic #1: Use Graphics/Diagrams

Use graphics, Venn diagrams, and/or equations to drive home your “Before” picture.

Why It Works:  According to a Cornell study , graphs and equations have persuasive power. They “signal a scientific basis for claims, which grants them greater credibility.”

Tactic #2: Keep Slides That Have Bullets to a Minimum

Keep slides that have bullets to a minimum. No more than one in every five slides.

Why It Works:  According to an experiment by the International Journal of Business Communication , “Subjects exposed to a graphic representation paid significantly more attention to , agreed more with, and better recalled the strategy than did subjects who saw a (textually identical) bulleted list.”

Tactic #3: Use Visual Examples

Follow up your descriptions with visual examples.

Example: After stating “15000+ vetted, ready to work journalists searchable by location, topical experience, and social media influence” on Slide 8, Contently shows what this looks like firsthand on slides 9 and 10.

Why It Works:  The same reason why prospects clamor for demos and car buyers ask for test drives. You’re never truly convinced until you see something for yourself.

Which is more effective for you?

This statement — “On average, Yesware customers save ten hours per week” — or this image:

The graphic shows you what that 10 hours looks like for prospects vs. customers. It also calls out a pain that the product removes: data entry.

Visuals are more effective every time. They fuel retention of a presentation from 10% to 65% .

But it’s not as easy as just including a graphic. You need to keep the design clean.

Can you feel it?

Clutter provokes anxiety and stress because it bombards our minds with excessive visual stimuli, causing our senses to work overtime on stimuli that aren’t important.

Here’s a tip from Yesware’s Graphic Designer, Ginelle DeAntonis:

“Customer logos won’t all necessarily have the same dimensions, but keep them the same size visually so that they all have the same importance. You should also disperse colors throughout, so that you don’t for example end up with a bunch of blue logos next to each other. Organize them in a way that’s easy for the eye, because in the end it’s a lot of information at once.”

Here are more tactics to inspire sales presentation ideas:

Tactic #1: Personalize Your Final Slide

Personalize your final slide with your contact information and a headline that drives emotion.

Example: Our Mid-Market Team Lead Kyle includes his phone number and email address with “We’re Here For You”

Why It Works: These small details show your audience that:

• This is about giving them the end picture, not making a sale
• The end of the presentation doesn’t mean the end of the conversation
• Questions are welcomed

Tactic #2: Pair Outcome Statements With Icons in Circles

Example: Slide 4 does this with seven different “After” outcomes.

Why It Works:  We already know why pictures work, but circles have power , too. They imply completeness, infiniteness, and harmony.

Tactic #3: Include Specific Success Metrics

Don’t just list who you work with; include specific success metrics that hit home what you’ve done for them.

Example: 35% New Business Growth for Boomtrain; 30% Higher Reply Rates for Dyn.

Why It Works:  Social proof drives action. It’s why we wait in lines at restaurants and put ourselves on waitlists for sold-out items.

People can only focus for eight seconds at a time. (Sadly, goldfish have one second on us.)

This means you need to cut to the chase fast.

Uber’s headlines in Slides 2-9 tailor the “After” picture to specific pain points. As a result, there’s no need to explicitly state a “Before.”

Slides 11-13 then continue touching on “Before” problems tangentially with customer quotes:

So instead of self-touting benefits, the brand steps aside to let consumers hear from their peers — something that sways 92% of consumers .

Leading questions may be banned from the courtroom, but they aren’t in the boardroom.

DealTap’s slides ask viewers to choose between two scenarios over and over. Each has an obvious winner:

Ever heard of the Focusing Effect?

It’s part of what makes us tick as humans and what makes this design move effective. We focus on one thing and then ignore the rest. Here, DealTap puts the magnifying glass on paperwork vs. automated transactions.

Easy choice.

Sure, DealTap’s platform might have complexities that rival paperwork, but we don’t think about that. We’re looking at the pile of work one the left and the simpler, single interface on the right.

Here are some other tactics to use in your own sales presentation:

Tactic #1: Tell a Story

Tell a story that flows from one slide to the next.

Example: Here’s the story DealTap tells from slides 4 to 8: “Transactions are complicated” → “Expectations on all sides” → “Too many disconnected tools” → “Slow and error prone process” → “However, there’s an opportunity.

Why It Works:   Storytelling in sales with a clear beginning and end (or in this case, a “Before” and “After”) trigger a trust hormone called Oxytocin.

Tactic #2: This vs. That

If it’s hard to separate out one “Before” and “After” vision with your product or service because you offer many dissimilar benefits, consider a “This vs. That” theme for each.

Why It Works:  It breaks up your points into simple decisions and sets you up to win emotional reactions from your audience with stock photos.

Remember how satisfying it was to play connect the dots? Forming a bigger picture out of disconnected circles.

That’s what you need to make your audience do.

Zuora tells a story by:

• Laying out the reality (the “Before” part of the Before-After-Bridge formula).
• Asking you a question that you want to answer (the “After”)
• Giving you hints to help you connect the dots
• Showing you the common thread (the “Bridge”)

You can achieve this by founding your sales presentation on your audience’s intuitions. Set them up with the closely-set “dots,” then let them make the connection.

Here are more tactical sales presentation ideas to steal for your own use:

Tactic #1: Use Logos and Testimonials

Use logos and  testimonial pull-quotes for your highest-profile customers to strengthen your sales presentation.

Example: Slides 21 to 23 include customer quotes from Schneider Electric, Financial Times, and Box.

Why It Works: It’s called  social proof . Prospects value other people’s opinions and trust reputable sources more than you.

Tactic #2: Include White Space

Pad your images with white space.

Example: Slide 17 includes two simple graphics on a white background to drive home an important concept.

Why It Works:  White space creates separation, balance, and attracts the audience’s eyes to the main focus: your image.

Tactic #3: Incorporate Hard Data

Incorporate hard data with a memorable background to make your data stand out.

Example: Slide 5 includes statistics with a backdrop that stands out. The number and exciting title (‘A Global Phenomenon’) are the main focuses of the slide.

Why It Works:  Vivid backdrops are proven to be memorable and help your audience take away important numbers or data.

Psychology tells us that seeing colors can set our mood .

The color red is proven to increase the pulse and heart rate. Beyond that, it’s associated with being active, aggressive, and outspoken. LinkedIn Sales Navigator uses red on slides to draw attention to main points:

You can use hues in your own slides to guide your audience’s emotions. Green gives peace; grey adds a sense of calm; blue breeds trust. See more here .

Tip: You can grab free photos from Creative Commons and then set them to black & white and add a colored filter on top using a (also free) tool like Canva . Here’s the sizing for your image:

Caveat: Check with your marketing team first to see if you have a specific color palette or brand guidelines to follow.

Here are some other takeaways from LinkedIn’s sales presentation:

Tactic #1: Include a CTA on Final Slide

Include one clear call-to-action on your final slide.

Example: Slide 9 has a “Learn More” CTA button.

Why It Works:  According to the Paradox of Choice , the more options you give, the less likely they are to act.

Step One : Ask marketing for your company’s style guide (color, logo, and font style).

Step Two: Answer these questions to outline the “Before → After → Bridge” formula for your sales pitch :

• What are your ICP’s pain points?
• What end picture resonates with them?
• How does your company come into play?

Step Three: Ask account management/marketing which customers you can mention in your slides (plus where to access any case studies for pull quotes).

Step Four:  Download photos from Creative Commons . Remember: Graphics > Text. Use Canva to edit on your own — free and fast.

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Home Blog Business Crafting an Effective Sales Presentation: Strategies for B2B Sales Teams

Crafting an Effective Sales Presentation: Strategies for B2B Sales Teams

In business, sales keep the lights on, the paychecks paid, and the stakeholders happy. But if your sales presentations—and you, the sale professional behind them—aren’t stepping up to the plate, your competitors are making the sales that you’re not.

In sales processes, sales presentations are unavoidable. You can turn the unavoidable into uplifting discussions that improve your buyer’s work life. Switch your boring, repetitive slides with personalized solution-driven conversation starters. Add value to how you sell, and supercharge your presentations.

This guide is for sales professionals who want to improve their sales presentations. We cover what goes on your slides plus what’s behind the scenes, you! 

Let’s get started.

Table of Contents

Why are Sales Presentations important?

B2b sales presentation vs. sales pitch / pitch deck, types of sales presentations.

• How to Prepare a Sales Presentation

How to Develop a Visual Sales Presentation

How to deliver a sales presentation, follow up after a sales presentation.

• 6 Tips to Supercharge Your Sales Presentations

Closing Thoughts

What is a sales presentation.

There is a common mixup in terms of defining a sales presentation, as people instantly associate the event with the tool used to deliver the presentation.

In practical terms, a sales presentation is a short meeting where a sales-intended slide deck is designed to sell a product or service. More holistically, a sales presentation is a transference of feeling between a sales professional and a prospect. 

A sales presentation is an essential part of the typical sales process . At different touchpoints with the buyer, sales professionals use tried-and-tested techniques in their sales presentations to persuade and convince a prospect to close the deal. 

Without sales, there is no business. Sales bring in revenue and profit for your company, helping it grow and positively impacting more people. And what’s behind the sales? Sales presentations and the sales professionals that spearhead them.

In B2B, sales presentations are the conduit to successful business communication. Your company sells what another company needs. The salesperson and the decision maker communicate, and if it all works out, there’s a sale that’ll hopefully benefit everyone. 

A sales presentation and pitch aren’t the same, although closely related. A sales pitch is a type of sales presentation. Pitches are generally used at the top of the funnel in the sales process; they bring people in.

A sales presentation can be used at any touchpoint with the buyer; their progression through your funnel and process will mandate what type of sales presentation you need.

This guide covers sales presentations as a category; if you’re looking for pitch decks , here are our favorites.

As a sales professional, you create all styles of sales presentations. Your choice depends on what level of the sales process you’re on, what you’re selling, your prospects’ needs, and the company’s selling framework. 

These are some of the most common sales presentation types concerning what’s being sold:

• Product: A product sales presentation showcases a singular product (physical or digital) to solve a specific problem. You are paid to provide products.
• Service: A service sales presentation shares why your prospect needs your service. You are hired (paid) to provide a service.
• Project: A project sales presentation attempts to close the deal to start a project that involves an exchange of money. You are hired (paid) to spearhead a project and finish with deliverables.

Regarding sales presentation styles and their placement in the sales process, you have three options:

• Informative: Informative sales presentations are at the top of the sales funnel or process. You share information about what you sell in a relatable language for the buyer—no call to action yet.
• Persuasive : In a persuasive sales presentation, you remind the buyer of the information and add how what you sell solves their problem. 
• Reminder : A reminder sales presentation reminds buyers of their interest and brings them back into the buying frame of mind.

How to Craft a Sales Presentation From Start to Finish

Selling guru Zig Ziglar always said that your sales presentation is an extension of you as a person. Your personality must come through positively through your slides and speech, creating a feeling of trust with the buyer. 

In this section, you’ll find the ultimate guide to crafting a sales presentation from start to finish. We’ll use a case study as a foundation for every step of the sales presentation creation process. 

The buyer is a large manufacturing factory looking to outsource services or buy a product that will help them monitor production data. Currently, they manage a complex tech stack that involves different software solutions. This system proves inefficient; it takes too long to export reports, and operators regularly have issues introducing data or troubleshooting error codes. 

They need a solution that will be efficient, save time, and avoid operator frustration. Likewise, they also need the system to be in one place, replacing all the components of their previous tech stack.

You, the sales professional, work for an AI-based SaaS that offers production and manufacturing dashboards. Everything is powered by a cloud-based application that is accessible 24/7 through PC, tablets, and smartphones. The information is fetched from the machines through sensors paired with cameras that sync the information for easy troubleshooting.

Your company has three years of experience in the market, with several customer success stories regarding energy management, increased production output, and reduced waste production—all thanks to implementing your production and manufacturing solutions. You aim to upscale the company’s operations, securing a deal with a large corporation. Hence, the sales presentation to close the deal.

To help you navigate the sales presentation journey, we’ve separated this section into four categories that lead to each other. 

• Preparation
• Development
• Continued Communication

How to Prepare a Sales Presentation 

A lot of work goes into preparing a sales presentation. You’re not just designing the slides for the deck but also preparing yourself for an impactful conversation. 

Before designing slides or writing speeches, you must strategize the sales presentation according to your client’s needs and your goals as a sales professional. Think of their needs and address them clearly.

Here are some questions to answer:

• How can you best communicate a solution for their needs while building trust?
• Where in the sales process are you with this client? Is the purpose of this presentation to inform, persuade or remind?
• Is there a sales playbook or guideline available to help you stay within company selling procedures?
• How can you get to know the prospect better before presenting?

Planning 

Always think of both the slides and the speech as an inseparable pair. If you can’t visit the prospect in person, prepare for a virtual call. 

Here are some planning stage actions.

• Meet with the buyer to have a conversation about their issues. Book a call with them to deliver your presentation.
• Use a Gantt Chart template to organize your timing for preparation and development.
• Visualize a roadmap of the ideal sales process with your prospect and aim to achieve it.
• Schedule time in your calendar to practice your speech.
• Research the buyer’s particular pain points. Did any of your existing clients have the same paint points? How did your service solve them? Have case studies on hand to share with the prospect.

Connecting 

A large part of a successful sales presentation is the human connection you create with the prospect or buyer. As you communicate with the potential buyer, build a relationship. You want this buyer to buy and become a loyal customer and, eventually, a natural promoter.

The manufacturing company that needs your dashboard solution has specific pain points, which they shared during the initial call. Use them as conversation points to connect on a deeper level. Depending on your personality, you can use humor, empathy, or other psychological tactics to connect meaningfully and honestly.

Developing a sales presentation involves putting the content together for the slides and speech. Presentation slides aren’t your speech in written form; they’re supporting material. Ideally, share the visual presentation before and after you talk with them; this helps reinforce the message by imprinting the conversation in their minds.

Write the Content

Your monitoring dashboard company has the solution the manufacturing factory needs. You know this, but they aren’t quite sure yet. They need to buy from someone, and it could be anyone. Use the power of communication to be the one they buy from. 

Here are some tips for writing and developing the content for your presentation. 

• Create a double outline with two columns—one for the slides and one for the speech. Match the presentation slide to your speech, but don’t make them exactly the same. The slide has to support what you’re saying, not repeat it.
• Write the speech as if you were talking to the prospect. Think of questions they might ask and write down the answers.
• As you work through the writing, develop one-liners to bring the message home for the buyer. 
• Use specific examples. In this case, the manufacturing enterprise needs a custom dashboard for its production monitoring. Write down reasons why your offer solves their most significant problems and issues. Why did they start looking for a custom dashboard solution in the first place? Knowing the buyer almost intimately is essential so that your offer sells itself.

Structure the Presentation

The two most powerful parts of your presentation are the opening and the ending. Everything in the middle is a filler that the prospect might or might need to pay more attention to. 

Start with your best shot, the point you feel has the most persuasive power. Then use your second-best shot for the ending. 

Here’s a rundown of sections that’ll help move along the conversation. Each section can be one slide, or it can be a few.

Personalized cover and intro . A personalized cover on a sales presentation deck makes a positive first impression and interest for the rest of the slides. By now, you should know the company’s name, the buyer’s name, and their role in the company. Include them on the cover with a prefix like this:

• Prepared for: Name of buyer, role, company.
• Prepared by: Your name, your role, your company.

On the opening slides, reintroduce what your company offers. Only some members on the client side know the specifics involved in the deal. Present a quick reminder of what your company does. This is the perfect opportunity to share your elevator pitch, your best shot.

Problem / Solution Analysis . Be specific. You already know what they need from you, but they don’t. Sell the solution confidently by being specific about how your custom dashboard service will solve their monitoring pain points. 

Here’s how to do it: Start by presenting the problem given to you by the company. Visually display the reports you obtained from the buyer. Then, present an analysis crafted by your team. Show how specific pain points are solved by displaying real and projected data.

Share your perspective on the issue, and bring up potential trouble points the customer may still need to spot. Conclude by introducing “the solution” with accurate data and projections.

The Cost of Doing Nothing. Use data to show how your solution will not only solve their immediate problem but also in the future. Visually explain how choosing not to buy your dashboard service—doing nothing, staying the same—will cost more than you’re asking them to invest. Using clear calculations, explain how if they stay as they are, not only will they end up wasting more money than if they had bought the dashboard system, they’d be in deeper water and still without the dashboard. 

Your solution instantly solves the cost of doing nothing or staying as they are. Returning to the custom dashboard sale example, let’s say that after the estimation analysis you present, the buyer sees an increased OEE (Overall equipment effectiveness) by 30% in the upcoming four months after the production monitoring software pinpoints the bottlenecks in production. That’s enough information to make the sale!

Real Referrals

Go beyond the testimonial quote and share real referrals from clients whose pain points you solved with custom solutions. Keep a file of case studies, testimonials, and social media mentions ready to add to any presentation.

Create internal case studies if your company is relatively new and you have few referrals or testimonials. Use your product or service to solve your company’s pain points and document the process. Through quality video presentations , your company can also expose insightful information if your referrals aren’t enough, as said videos demonstrate the operational aspect of the product or service you intend to sell.

Regardless of the background, this section aims to increase credibility and authority. Use real data in clear visualizations to showcase gains like ROI and production. Ensure that what you share makes an impact. Storytelling techniques come in handy at this point.

The pricing slide is optional

The slide with pricing is optional. Generally, fixed pricing is more apt for a slide in a sales presentation template . Flexible or complex pricing needs more than a slide. 

Putting the case study as an example, the buying company has 30 product lines but wishes to conduct a trial run for the software solution you are selling them, on 5 product lines for 90 days. Based on the initial results, they will gradually upscale the service. 

In a case like this, the price negotiation is managed by both companies’ financial departments, where accurate quotations are handled. On the slide, you can link to the spreadsheet where calculations are conducted, but you can leave detailed calculations out of the conversation completely. 

Closing  

Thank everyone that attends the call or meeting. And also, include a Thank You note on the last slide. Use your second elevator pitch , the second shot, at this point. Leave the ball in the buyer’s court and make it easy for them to buy. Close the sale by agreeing for your financial team to contact theirs.

Include all forms of communication on that slide with hyperlinks to call you on the phone or get in touch via email.

Design the Slides with Visuals

Designing the slides means putting it all together into a set of slides that flow along with your speech or recorded video-over. We won’t go too deep into this point, but be sure it’s important! Here are some essential things to achieve when designing slides:

• A balanced layout on all slides.
• Harmonious transitions from slide to slide.
• Visual unity between slides.
• A unified color and font scheme.
• Licensed visuals, videos, and images.

This is what your sales presentation can look like.

Save Time With Templates

PowerPoint Templates are the ultimate timesaver for anyone creating presentations. Not only do they save time in development and production, but they also help with visual consistency and flow. Using predesigned templates where you only need to change the content and the colors is ideal for someone with minimal design skills or limited time. FYI, even designers use templates.

Presentation delivery is more important than all the other steps combined. At the point of delivery, your goal is to convince and then persuade the buyer that your solution is worth investing in. 

Practice your Speech

At this stage, top-performing sales professionals stand out from the rest. A memorized speech and perfect slides won’t make the sale; YOU will. The entire transaction depends on you and how you connect with the buyer.

Here are some tips on how to turn a speech into a conversation that will lead to a close.

• Develop and train your voice. Simply memorizing information isn’t going to make sales; you need to practice voice inflection and change of pace. Don’t discount taking speaking courses to improve your skills.
• Record yourself practicing and play it back. Take notes on what you can improve and what can be discarded. 
• Ask peers and colleagues for feedback.
• Always keep improving from every sales presentation.
• Practice for many scenarios; standing in front of a group, sitting at a table next to people, via virtual call.

Remember that all this work you’re doing is for the prospect’s benefit. Don’t talk at them; talk with them. Don’t deliver your presentation dryly or rushed; give yourself and each other time to converse.

Distributing Presentations Digitally 

You won’t always be able to visit the prospect in person. Practice delivering the sales presentation and speech on camera. On some occasions, you won’t be able to meet the prospect. In this case, create the presentation and then record yourself presenting on each slide. Use tools like Loom or Nimbus to record yourself while presenting the slides.

Body Language

It is imperative to be mindful of your body language when delivering a sales presentation, as also interpret your customer’s body language signals. In corporate environments, the interactions between buyer and seller are carefully handled in terms of speech, documents, and deals, but our bodies are able to convey our true feelings about a situation without us even realizing such a fact.

Eyes are a window to the soul, and where a spectator places their focus is usually their main point of interest. If the audience is looking at you, their interest is targeted to what you are disclosing. On the other hand, if you perceive the audience is looking at a distracting element or at no specific point, like gazing at the horizon, then you should revive the presentation with a hook or introduce a surprise element. Constant staring is considered an intimidating practice in Western cultures, so avoid being too forward when speaking to your client. A good ratio of eye contact for sales is between 55-65%.

Anxiety can manifest in multiple shapes, such as toe tapping, pursing lips, unstill hands, or continuous neck movement. Drumming fingers is a common sign of impatience as if your content isn’t relevant or boring to the audience. Playing with desk elements, doodling, or looking at the smartphone are signs of boredom and annoyance. Keep extra care if you see attendees leaning into their arms, as it is a clear sign of a desire to leave the meeting.

When delivering a sales presentation, avoid common non-verbal communication mistakes such as:

• Hands in pockets : It suggests a lack of transparency in the information disclosed.
• Arms crossed close to body : Protectiveness against the audience.
• Posture : Slouching your back is a no-no unless you have any kind of proven physical limitation. Otherwise, it transmits a lack of interest and an unprofessional look.
• Watching the clock : While it is okay to be mindful about the remaining time available in a sales presentation, watching your clock can be felt as if you want to run away from the room as quickly as possible.

The type of follow-up after a sales presentation will depend on if you closed or not. Hopefully, by this point in the relationship with your prospect, a follow-up will come naturally through a few emails or calls. Keep the conversation going and share compelling content and data to help them finalize the deal.

If you close on the sales presentation, the follow-up will be more about financial exchanges. Nevertheless, keep communicating with them and let them know you are always available to discuss whatever they need. 

6 Tips to Supercharge Your Sales Presentations

To succeed in high-profile sales, go beyond the basics to make your presentations close on business deals, increase conversion rates and build meaningful business relationships.

1. Be actionable

At every point in the sales process, ensure the prospect knows where they stand. Expose the next steps in the sales negotiation through conversations and email. Share the sales process with prospects at first contact, letting the buyer know you’re not hiding anything. 

Don’t take the negotiation like a closed deal from the start. The buyer is the one that ultimately makes the decision, but that doesn’t mean you have to put pressure on them. Instead, be actionable and help the buyer make an informed decision that will benefit their company immediately and in the future. Show them how easy it is to take action and close the sale.

2. Presenting the Cost of Not-Doing

When prospects push back, they still don’t see the full value of what you’re offering in terms of what it will cost them if they don’t close the sale. This is why including data visuals and convincing information about the Cost of Not-Doing is a critical angle for your slides.

Use storytelling with numbers and data to create a sense of urgency. Take a cue from Zig Ziglar and his view on the topic, “The fear of loss is greater than the desire for gain.” Present the cost of not-doing as a non-action, leaving everything the same. Continuing with ineffectiveness only results in loss of profit, wasted time, and disgruntled factory managers.

3. Show Empathy Over Sympathy

In sales, it’s all about the attitude you bring to the table when doing a sales presentation. Not only do you have to believe that what you sell solves problems well, but you also have to believe that what you sell is helping people by making their job easier. Therefore, you’re making their lives better. 

In the case of your software company creating a custom dashboard, the buyer’s pain points are:

• Their current tech stack is inefficient.
• Reports take too long to export.
• Troubleshooting is a mess.

Go a step further and ask the buyer what happens when the reports take too long, or the troubleshooting could be smoother. Highly likely that there’s downtime in production or reporting. And what does that lead to? Frustration. And manager frustration leads to negative attitudes toward employees, leading to complaints. 

Show the buyer how your solution doesn’t just help monitor production but also makes your managers and employees more content with work. When employee satisfaction increases, it leads to employee retention. In the opposite scenario, there are unhappy managers and higher employee turnover.

4. A Good Image Across Your Slides 

Just as your appearance influences your sales career, so do the presentation slides you prepare, develop and deliver. It starts with the visual aspect and the design of the presentation as a whole. Here are some best practices to follow so you can achieve a good, professional image all around. 

• Have an offline format for the presentation. Have it on a USB stick, not online.
• Be ready for any kind of question.
• Ensure the presentation is compatible with viewing on different formats; tablet, laptop, mobile, PC, or projector.
• Use catchy, engaging, branded visuals like infographics slides , illustrations, data visualization, video, and voiceovers .

5. Presenting ROI Projections

When deciding which data to visualize, put ROI projections at the top. Showing projections and visions of the buyer’s success increase the chances of closing the sale. This technique is the opposite of showing the cost of Not-Doing. 

With ROI projections, you put the buyer in a privileged position. You show them how much they will gain from their investment. Go further and project how long it will take to repay the investment. Hopefully, it’s not very long!

6. Be on Brand

The content and visuals on your presentation slides must reflect the company’s brand with a compelling narrative. We already mentioned the importance of believing in your product or service. Take it further and believe—and stand behind—the company brand’s values, mission, and vision. 

Aligning with the company’s values will help you see the sales process as a way to grow the brand you work for and your career as a sales professional. Craft the sales presentation with this in mind, and take your sales career to the next level with every close you make.

Your role in a sales presentation is to embody the brand, the product, or the service, as the best and only solution to the buyer’s pain points. Craft and practice your messaging to reveal how the buyer’s situation will improve once they close. 

Use SlideModel templates for full deck presentations, individual slides, and design element collections to help craft sales presentations that convert. Choose the perfect data visualizations and infographics to share the Cost of Not-Doing. SlideModel has your back.

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Four Tips to Make Your Sales Presentation a Winner

Being prepared and not being boring can go a long way toward persuading a potential customer to buy into what you’re offering.

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“I am CEO of an educational sales organization, and we need to transform our telemarketing staff into salespeople who go out into the field, make presentations and do lunch-and-learn new product seminars with potential customers. May I legally change their job duties? Would I be required to provide training for them, and if so, what type? Thanks, ‘Walter.’”

“Yes to both questions,” says Southern California labor lawyer Daniel Klingenberger . “If employers prefer sales presentations face-to-face with existing or prospective customers, they can establish those job requirements. They would be well advised to provide appropriate sales or presentation skills training to these employees.”

I also consulted on this topic with Terri Sjodin , principal and founder of Sjodin Communications in Newport Beach, Calif. “Dennis,” she says, “you would be surprised at how often these same issues come up as employees have gone from home-based to virtual and now are sent out into the field.”

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Sjodin, a New York Times bestselling author and a frequent guest on radio and television talk shows, has dedicated her professional life to helping people become effective speakers. Her most recent book is Presentation Ready: Improve Your Sales Presentation Outcomes and Avoid the Twelve Most Common Mistakes .

How to build presentation skills

“Most people want to improve their presentations,” she says, “but don’t know where to start. Understanding the most common mistakes — and figuring out how to avoid them — is critical because you can’t course-correct what you don’t recognize as a problem.”

She provided some confidence-boosting insights to help Walter’s sales professionals get started on learning good presentation skills.

Don’t wing it. Failing to prepare reveals a lack of product knowledge.

Winging it is improvising, ad-libbing or generally conducting a presentation without much preparation. It is among the top mistakes salespeople reported making that had likely ruined transactions.

Goal-oriented, persuasive presentations that need a customer’s buy-in risk failure if you are not well prepared, if you haven’t done your homework and if you don’t know your company’s product or service well. Listeners easily sense a lack of preparation where the speaker appears disorganized, unskilled and distracted.

This can have a greater cost than one lost sale; it puts the employer’s reputation at risk.

Don’t be boring. Being informative has its limits.

The 2023 State of Sales Presentations Research Study from Sjodin’s company revealed that being boring is the most common mistake presenters recognized in others. This can happen for a host of reasons, including sharing too many facts and figures.

A good presentation is much more than just delivering information; you need your message to land, to create a connection with the listener.

This is accomplished by crafting a message that is engaging, interesting and amplified by stories listeners will tune in to emotionally, making the product or service relevant — something they can visualize owning or using. “Your enthusiasm is vital!” Sjodin says.

While it is important to provide a factual basis for why someone should purchase your product, you don’t want customers to feel as if they are being asked to drink from a fire hydrant. “Buying decisions are seldom based on a massive amount of detail but are strongly linked to positive feelings the audience has about the speaker,” Sjodin points out.

Do be the first person in the room and know who your audience is.

“Audience analysis refers to knowing who will be in the audience,” Sjodin notes. “This intelligence is golden, as the more you know about your listeners, the better able you should be to fine-tune the presentation. But sometimes you will have no idea who will be present, and they might have no idea who you are.”

The solution is to be the first person in the room. By greeting listeners as they come in, you can exchange a few words and, time permitting, ask them what they might like to know about your product or service. “In so doing, your presentation has already begun, and you have likely won a friend,” Sjodin says.

Keep in mind that for a lunch-and-learn seminar, the food is important.

Lunch-and-learn seminars are popular in the investment world. “A common mistake,” Sjodin says, “is for the financial adviser to lecture while guests are eating. Few will pay attention!”

Sjodin recommends that, prior to lunch, open the session with a few welcoming remarks, advising that lunch will be served in a moment and that afterward the presentation will begin.

“In summary,” Sjodin notes, “providing your team with presentation skills training will

boost their comfort with the new job responsibilities and help them to succeed.”

In Presentation Ready , Sjodin puts her all into helping readers become more effective in the world of sales. It is a shot of confidence-building Vitamin B-12 and the ideal gift for employees preparing for a required change in performance skills.

Dennis Beaver practices law in Bakersfield, Calif., and welcomes comments and questions from readers, which may be faxed to (661) 323-7993, or e-mailed to [email protected] . And be sure to visit dennisbeaver.com .

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After attending Loyola University School of Law, H. Dennis Beaver joined California's Kern County District Attorney's Office, where he established a Consumer Fraud section. He is in the general practice of law and writes a syndicated newspaper column, " You and the Law ." Through his column he offers readers in need of down-to-earth advice his help free of charge. "I know it sounds corny, but I just love to be able to use my education and experience to help, simply to help. When a reader contacts me, it is a gift." 

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Master the Art of Persuasion: The Right Sales Messaging Strategies

If you're an entrepreneur, salesperson, or just a person who wants to improve their persuasive skills in general, then this article is for you. I'll be going over the basics of persuasion and how to implement them into your day-to-day life. If you want to know more about what I'm talking about keep reading!

Sales messaging is a powerful sales tool that can bridge the divide between high level strategy and what gets communicated in customer conversations. It’s an art form, and like any other art form needs to be mastered with practice and study. 

This blog post covers some of the key elements that should be included in messaging strategy. Read on for 9 surefire ways to make new sales stick!

What does it take to become a messaging guru and master the art of persuasion? It’s an art form, and like any other art form needs to be mastered with practice and study. 

Here are some key elements that should be included in your sales messaging strategy:

Product positioning: messaging strategy is all about how your product fits into the larger context of customer’s lives. 

Highlight the areas where they need help and show how your solution can be a catalyst for change or an accelerator to their goals. 

It should also reflect on why customers would choose you over competitors, and what makes them uniquely qualified to solve their problems.

1. Value Drivers

Purchase decisions aren’t made on product features alone. Instead, buyers want to know that their needs are understood and that you can provide them with the best possible solution. 

An effective messaging framework outlines the driving reasons a customer would choose to purchase your solution. It aligns your company behind the value that drives your customers to make decisions. 

As a result, it enables your salespeople to have sales conversations that are focused on the value of your solution. The salesperson can then share how you understand and address the value drivers that are important to your customers.

2. Differentiators

It should show how you are different from the competition. The salesperson can share their own point of view or use customer insights to support these statements, but it must be consistent with other sales materials and personalized for each specific buyer.

Buyers want to feel confident that they’re making a sound decision before committing themselves financially — and it can help them feel more confident in their choice. 

Salespeople should be prepared to answer questions and concerns, but if they’re armed with a strong sales message framework it will enable them to focus on the value of your offering as opposed to features and functions.

3. Ability to Quantify Business Pain

The messaging should include the ability to quantify business pain. This helps build trust and shows that you understand your customer’s challenges in a way they can immediately relate to. 

It also differentiates you from competitors by demonstrating why your solution is best suited for solving their problems, even if it appears similar on paper.

Customers are often more concerned about the potential pain associated with doing nothing than they are excited by new opportunities. 

As a salesperson, you need to communicate how your solution will solve their problems and prevent them from experiencing that pain in the future. 

Quantifying business pains is one of the most effective ways of demonstrating value beyond product features or pricing.

4. Outcomes of Doing Business With You

Effective messaging also outlines the potential outcomes of doing business with you. This can be used to include price in your sales conversation, but it isn’t about just listing features or even talking about product benefits. 

Instead, it helps salespeople ensure they are creating an emotional connection between what you offer and how this will benefit their customer.

An outcomes-driven sales message will resonate with customers. 

It helps salespeople identify what’s most important to their customer and shows how your solution can help them achieve success faster than they would be able to do on their own or working with a competitor who doesn’t have the same level of expertise in the industry.

5. Ability to be leveraged by the whole organization

It should show how your salespeople can play a key role in the organization. It’s not just about selling, but also helping customers scale and make an impact at every level of their business. 

Salespeople need to be able to demonstrate how they are part of the team that will help everyone succeed by driving demand for your solution.

Your sales team should be able to communicate how they are an integral part of the organization and play a pivotal role in helping customers achieve success with your solution.

 By demonstrating the ability for salespeople to position themselves as trusted advisors, you enable them to become valued contributors across their entire company — not just when it’s time for purchase decisions.

6. Executives who manage it, inspect it, and reinforce its use.

The sales should be able to include how salespeople can help executives by providing a strategic framework and standardized approach. 

This is about more than just identifying decision makers, it’s about demonstrating the value of your solution and enabling salespeople to give customers all the reasons they need before making their final commitment

 — not after that point when they’ve already purchased and you’re trying to close the deal.

Messaging should include salespeople demonstrating their expertise in helping executives identify key decision makers, but it also helps sales people provide value by helping customers avoid any potential pitfalls that might arise during implementation and reinforce best practices for achieving success with your solution after purchase. 

This ensures salespeople are part of the process that makes sales people become trusted advisors who can help customers achieve success with your solution at every level.

5 STEPS TO EFFECTIVELY LAUNCH NEW SALES MESSAGING 

TIP 1: PUT YOUR CONTENT INTO CONTEXT

Deploy sales enablement content after you've developed sales messaging that aligns with your strategic needs and selling scenarios.

Provide your team with resources that correspond to the types of talks they have on a daily basis. Whether it's dealing with concerns from fresh prospects or selling more licences to an existing customer, your sellers will have a similar set of dialogues.

Start by providing them with targeted campaign, coaching, and customer-facing information to assist them on multiple fronts:

Obtaining access and arranging a meeting

Get ready for the meeting.

Make a presentation that stands out.

Have a conversation that will be remembered

Follow-up in a meaningful way

TIP 2: MAKE IT VISUAL

Our brains process images 60,000 times faster than text.

Allow sales people to engage their imagination and envision how things work

 — this will help them put your messaging into context and enable salespeople to communicate the value of what you offer more effectively.

You need content that is rooted in a picture that decision makers can't "unsee" if you want it to drive them to buy.

However, your sales content isn't the only thing that needs to be visually appealing. Your sales crew is likewise crucial, pearly whites and all. According to statistics, sellers who close use their camera 41% more than those who don't:

Webcam for Discovery Calls

For a genuinely unforgettable buying experience, anchor your gleaming new sales presentations with great visuals and the human factor.

TIP 3: BUILD YOUR PLAYBOOKS 

In sales, it's essential that your sales people consult a playbook to ensure they're using the same messaging and lingo as other sellers.

By creating sales playbooks for all of your sales scenarios you can help everyone become more effective by communicating with one another better. 

This includes not just making sure salespeople are on the right path but also coaching salespeople to develop better sales skills and improving overall sales performance.

A sales playbook is the best way to ensure that your salespeople are providing customers with messaging that relates to their needs and makes it easier for them to buy.

If you're unsure about what types of sales playbooks or resources would be most beneficial, here's a list of some ideas:

Customer-facing materials :  sales collateral sales enablement content

For instance, if you're a SaaS company providing sales people with customer-facing materials can ensure your salespeople are using the same messaging as other sellers. 

This playbooks should be accessible from anywhere and written in language that is easy to understand so they do not have any barriers for reaching out to prospects when needed.

Sales Enablement Playbook

Customer-facing sales enablement materials should be available to salespeople from anywhere. 

This way they can reach out to prospects regardless of where they are, without any barriers getting in the way of engaging with them at every stage. 

The sales playbook is a great tool for ensuring that your sales people provide customers with messaging that resonates with them and makes it easier for salespeople to sell.

If you're looking for some sales enablement content that can help your sales team develop better sales skills, be sure to check out our resource library here: 

SellersChoice. TV Library  - we have tons of videos on topics like how to get back in the sales game, sales prospecting and sales management.

TIP 4: EQUIP YOUR INTERNAL CHAMPIONS

You can help salespeople become even more effective by providing them with messaging training and support.

Sales people are on the front line of sales for your company, but that doesn't mean they're always equipped to be great at it. 

That's why sales leaders must equip their sales team members internally with tools, coaching opportunities and information. 

If salespeople feel like they're walking into a sales scenario blind, it's going to lead to confusion and ultimately missed opportunities.

If key leaders understand it completely, the rest of the team will follow suit. Internally, business leaders must champion your new message and communicate it with confidence, vigour, and impact.

If they don't, the crew will most likely fall back on what they're most familiar with: features. That isn't the place where you want them to be. The lower your reps' win rates, the more they feature dump (i.e., focus too much on features):

What is the best way to avoid this? Practice the new storey with your senior leaders so they're comfortable with it and ready to present it at any time.

You especially need a strong delivery during the kickoff event. Give them storyboards and talk tracks to help them understand the story’s key features so they can refine their delivery through practice. You can also build out coaching guides that reinforce the story’s differentiators and key points.

TIP 5: HOST AN EFFECTIVE KICKOFF EVENT 

Your sales team needs to know that they're on the same page and headed in the right direction. They also need a clear idea of how your new strategy will help them get there:

Where do you start? With an effective kickoff event, for starters.

Hosting this meeting is crucial because it's where everyone gets together to hear the story and vision for where you're headed. 

They need to know why this matters, how it will help them be more successful in sales conversations with customers, and what they should expect going forward.

A sales kickoff event is a great way to bring your sales team together around a new sales play book or theme - especially if your sales team works remotely or in sales teams that are spread out geographically.

You get the opportunity to reinforce new tools and talk tracks, give salespeople role-playing opportunities so they can develop their skills with them, and establish a forum for sales people to ask questions about how they should use these strategies during conversations with prospects.

Because salespeople have established talk tracks that they won't want to abandon, your inaugural event for fresh messaging must shake them up. Your original presentation can (and should) act as a rerouter.

Allow it to set the tone, assisting sellers in understanding why they need to change and motivating them to do so. Don't underestimate how difficult it is to make a long-term change.

Your initial "public" demonstration of the new messaging should pique the interest of your sellers. After all, your new messaging has the potential to boost their performance and give them a competitive advantage. Deliver that message with confidence.

Better yet, deliver the stories at the event and then provide your reps with a call recording library to listen to at their leisure thereafter. Make sure each selling scenario in your playbook has a call in the library.

Call shadowing is substantially slower than using a call library to help your rep learn. Given the high amount of no-shows that occur during live, scheduled calls, a rep can listen to multiple times the number of calls compared to the number they can shadow.

 This is critical for long-term adoption, especially for new recruits who were unable to attend the launch event.

Heba Arshad

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5 Tactics For a Persuasive Interactive SaaS Sales Presentation

Imagine stepping onto the stage at one of the hottest tradeshows, with the spotlight hitting your face as a sea of potential clients’ eyes lock onto you, anticipating a routine sales pitch.

But here’s the plot twist: You’re not here to just talk. You’re here to engage and transform this presentation into an interactive journey. 

This isn’t just any sales pitch—it’s an interactive sales presentation tailored for SaaS companies, designed not only to captivate but also to convert. 

Sounds mind-blowing, right?

To help you turn these kinds of scenarios into reality, we put together a guide that will provide tried and true strategies for creating persuasive sales presentations for SaaS.

Let’s dive right in!

The sales presentation outline

Introduction, call-to-action, 5 tips to help you create a winning interactive saas sales presentation.

• Incorporate multimedia elements to captivate attention
• Focus on features addressing the customer's pain points
• Foster engagement through interactive Q&A sessions
• Showcase success stories and testimonials
• Implement interactive demos for a hands-on experience

Implementing interactive sales presentations in your SaaS sales strategy

Improve SaaS sales with our interactive demo platform >

Before we go any further, let’s break down how to create an effective outline for your SaaS sales presentation.

Crafting a compelling sales presentation for SaaS products requires a blend of understanding your audience, pinpointing the unique selling points, and structuring your content to maintain engagement. 

Here’s how you can build the foundation of a sales presentation that not only informs, but also transforms prospects into customers.

Kick off your presentation by connecting with your audience on a personal level. 

Begin with a relatable issue they face. For example, try mentioning something related to the particular industry they’re in.  

This approach not only grabs attention, but also sets the stage for presenting your solution as uniquely suited to address their pain points .

Identify the common challenges your audience faces that your SaaS product can resolve. 

Highlight the pain points in a way that resonates with their daily experiences, specifically focusing on the challenges your software can navigate with precision.

This is where your product steps into the spotlight. 

Explain how your SaaS product can help them navigate and overcome the challenges you mentioned earlier, guiding them through complexities with ease. 

Demonstrate key features and benefits, backing up your points with data, case studies, or customer testimonials that attest to the efficiency and value of your solution.

Conclude with a compelling call-to-action that guides your audience on what to do next. 

Whether it’s scheduling a demo , signing up for a trial, or visiting your website for more information, make it clear, direct, and easy to take the next step. 

Incorporating these elements into your sales presentation ensures it is not only structured and informative, but also engaging and persuasive. 

In addition, by assessing your audience’s needs, defining your main selling points, and supporting them with solid evidence, your interactive sales pitch becomes a powerful tool in your SaaS sales arsenal.

1. Incorporate multimedia elements to captivate attention

In the realm of SaaS, where the product is not physically tangible, it can be difficult to vividly convey its benefits and functionalities. 

That’s why multimedia elements are not just useful but crucial, transforming what could be a static pitch into a dynamic, engaging narrative. The integration of interactive demos for your sales presentation significantly enhances comprehension and retention, making the abstract tangible and the complex digestible.

Given that 65% of people are visual learners, the strategic use of multimedia tools is essential. These elements allow you to communicate complex information quickly and memorably, catering to the natural human preference for visual processing. 

For example, demos can illustrate workflows and processes that text alone might fail to clarify.

Furthermore, interactive demos invite the audience to experience the functionality of the software firsthand, fostering a deeper connection and understanding. This interactivity not only keeps the audience engaged, but also empowers them to explore the benefits of the product at their own pace, which can lead to higher conversion rates.

By leveraging multimedia, you can bridge the gap between the intangible nature of SaaS products and the need for concrete understanding and appreciation. These tools transform your presentation from a mere exposition to an experiential journey, enhancing both the delivery and the impact of your message.

Utilize visually appealing graphics and animations

Graphics and animations are more than just eye candy in your sales presentation. They’re powerful tools that help break down complex data and processes into digestible, engaging visuals. 

Studies have shown that the human brain processes images 60,000 times faster than text, making graphics a rapid conduit for conveying your message. 

To keep your audience engaged, employ visual pacing with varied layouts and interactive elements. Adhere to your brand’s style guide by using a limited color palette and simple icons to maintain clarity and cohesiveness throughout your presentation. 

This approach not only helps you sustain interest, but also reinforces your brand identity, building trust and recognition.

Demonstrate product features through interactive demos

Interactive demos are pivotal for SaaS sales presentations, allowing potential clients to experience the product’s functionality firsthand. 

This interactivity can significantly amplify engagement, with studies suggesting that presentations featuring interactive elements see a substantial increase in audience attention and participation. 

By enabling prospects to explore the features of your SaaS product through interactive demos, you provide them a sense of agency and involvement, which can be persuasive in their decision-making process. Moreover, such dynamic presentations can address specific audience concerns and interests in real-time, creating a deeper understanding and appreciation of your product.

2. Focus on features addressing the customer’s pain points

Tailoring your content to address the unique pain points of your target audience is vital for the effectiveness of any interactive sales presentation for SaaS. 

When your presentation directly responds to the specific problems, frustrations, or difficulties that your audience faces with relevant solutions, it resonates more deeply and fosters a stronger connection. 

And customized content demonstrates that you not only understand their challenges, but also have the precise tools to solve them, making your SaaS solution appear both pertinent and appealing.

Conduct market research to identify pain points

To truly address your customer’s needs, you first need to understand them. 

Conducting thorough market research is crucial in identifying the specific pain points of your target audience. 

Utilize methodologies like SPIN selling (Situation, Problem, Implication, Need payoff) to dive deeper into their challenges. This involves asking open-ended questions, listening actively, and empathizing with their situations. 

By understanding not just the surface issues but the underlying problems your customers face, such as high costs or low efficiency, you can better position your SaaS solution as the ideal remedy. 

Remember, the goal is to pinpoint the MAJOR problem affecting your buyer, as this will drive the purchase decision more significantly than the minor issues.

Craft compelling messaging solutions

Once the major pain points are identified, the next step is to craft messaging that speaks directly to those issues. 

Effective messaging in a sales presentation doesn’t just list features—it connects those features to solutions that address the customer’s specific problems. 

For instance, if security risks are a major concern for your audience, highlight how your SaaS product not only enhances security, but also simplifies compliance processes, using language that conveys understanding and reassurance. 

Tailoring your messaging in this way not only demonstrates your product’s value, but also establishes your brand as empathetic and customer-focused. 

Crafting this narrative within your interactive sales pitch helps transform a standard presentation into a compelling argument for why your SaaS solution is not just suitable but necessary for your audience.

3. Foster engagement through interactive Q&A sessions

Incorporating interactive Q&A sessions into your sales presentation can significantly enhance engagement and help you build a rapport with your audience. 

This approach not only allows the audience to clarify doubts and gain deeper insights, but also makes the presentation more dynamic by facilitating a two-way dialogue. 

Interactive Q&A sessions provide a platform for the audience to voice their concerns and for you to address them in real-time, demonstrating responsiveness and adaptability. 

Such interactions can help personalize the experience, making the audience feel valued and understood, which is crucial in building trust and credibility.

Encourage participation and feedback

One effective way to enhance your interactive Q&A sessions is to actively encourage audience participation and feedback throughout your presentation. 

Setting clear ground rules at the beginning—such as the length of the session, how to ask questions, and encouraging concise questions—helps maintain order and ensures that the session is productive. 

You can foster a more engaging environment by inviting questions at various points, not just at the end. This keeps the audience involved and attentive, making them feel like an integral part of the discussion. 

By valuing and acknowledging each question, you reinforce the importance of their contributions and foster a collaborative atmosphere.

Provide real-time answers to address inquiries

Providing real-time answers during Q&A sessions is crucial for addressing audience inquiries effectively. 

The key here is to prepare for potential questions by anticipating them based on your presentation content and audience research. 

This preparation enables you to provide well thought out, accurate responses, enhancing your credibility. 

On top of this, active listening is essential. By fully understanding each question, you can tailor your responses more precisely to the prospect’s needs. 

That being said, if a question is unclear, don’t hesitate to ask for clarifications. This not only ensures that you are answering what is actually being asked, but also demonstrates your commitment to providing thoughtful and relevant information. 

4. Showcase success stories and testimonials

In the fiercely competitive SaaS market, differentiating your product is crucial. 

And showcasing success stories and client testimonials in your sales presentations offers compelling social proof, essential for building trust with potential clients. 

These narratives not only demonstrate the real-world effectiveness of your product, but also help prospects visualize their own success through your solution. 

As the demand for SaaS products grows, with a great majority of the software market now in the cloud, leveraging these testimonials can significantly influence purchasing decisions. Testimonials serve as evidence that your product delivers on its promises, providing prospective clients with the reassurance they need to choose your solution amidst a crowded marketplace.

Highlight real-life use cases and results

Real-life use cases and results paint a vivid picture of how your SaaS product functions in actual business environments. 

Highlighting these scenarios in your sales presentation emphasizes the tangible benefits users gain, enhancing your product’s appeal. 

For instance, you might showcase a case study where your customer reduced operational costs by 20% within the first three months of using your software. These stories not only provide social proof, but also help in visualizing the potential impact of your solution on prospective clients’ operations. 

By presenting these real-life examples, you anchor your product’s benefits in reality, which can be far more persuasive than theoretical advantages.

Incorporate visuals and data for added credibility

Utilizing visuals and data in your testimonials adds a layer of credibility and professionalism to your presentation. 

Data visualization, such as infographics and charts, can effectively illustrate your product’s impact, making complex data easy to understand and engaging. 

For example, a graph showing user growth post-implementation can visually communicate the effectiveness of your software far more swiftly than text alone. 

By combining these visual elements with consistent branding, you ensure that your presentation not only informs, but also leaves a memorable impression. 

Incorporate interactive elements like clickable prototypes and animated videos to make the presentation not just informative, but also engaging, giving your audience a hands-on experience of the real value your SaaS product offers.

5. Implement interactive demos for a hands-on experience

Interactive demos provide potential clients with a hands-on experience that can significantly enhance their understanding and appreciation of the product. 

By engaging directly with the software, prospects can see firsthand how it addresses their specific needs and pain points, which greatly aids in moving them through the sales funnel towards a conversion. A well-implemented product demo showcases the features and capabilities of your SaaS offering in a controlled, interactive environment that highlights its value and relevance to the user.

Using an interactive demo platform (like Walnut) ensures that your presentation runs smoothly without the fear of glitches that can undermine the professional image of your product. 

In addition, interactive demo platforms allow for the creation of customized interactive demos that can be integrated directly into your sales pitch, allowing prospects to explore the product’s features at their own pace. This not only makes the demo experience more engaging, but also more personalized, as prospects can focus on the aspects of the product that matter most to them.

What’s more, Walnut lets you share your interactive demos via email or embed them on your website, making it easy for prospects to revisit the demo post-presentation. 

This accessibility encourages further engagement and discussion among decision-makers, enhancing the likelihood of purchase. 

By concluding your presentation with a compelling call-to-action, you can direct prospects to these resources, ensuring they have everything they need to make an informed decision.

Implementing interactive sales presentations in your SaaS sales strategy can help you transform a standard sales pitch into a dynamic and engaging experience that convinces your audience of the value of your solution. 

The way to do this is to use multimedia to clearly communicate complex information and showcase customer testimonials for credibility.

And, of course, integrate interactive demos for a hands-on experience.

Because by focusing on the specific needs of your audience and addressing them through interactive content, you enhance the relevance and impact of your presentation. 

Whether you’re refining an existing presentation or starting from scratch, these strategies can give you the tools to boost effectiveness and ultimately increase conversion rates.

Create demos your prospects will love today.

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9 Incredible Sales Presentation Examples That Succeed

In our analysis today, we’ll be reviewing the top sales presentation examples.

Why? Because customers want to understand how you’ll be able to add value to their businesses. As such, how you deliver your sales presentation in of the essence.

As tempting as it may be, you need to steer away from thinking of a sales presentation as a “pitch”. This is because, in baseball, the best of pitchers tend to strike batters out.

Since this is not something we want to do, we’ll look at creating convincing pitches that resonate and get hit right out of the park.

By the end of our review, you should have the tools you need to make that home run and meet all your goals.

What is a Sales Presentation?

Elements of a great sales presentation, 1. 21 questions, 2. clarify the priorities, 3. customer is always right, 4. moving pictures, why sales presentation is important for businesses/sales reps, 1. face-to-face, 2. engagement, 3. flexibility & versatility, 4. consistency, overview of the top sales presentation examples, 1. snapchat, 4. salesforce marketing cloud, 5. office 365, 7. immediately, 9. talent bin.

A sales presentation refers to a formal and pre-arranged meeting online or at a location where a salesperson gets to present detailed information about a product or product line.

A great sales presentation is one that endears a brand to prospects. For this to happen, you first need to ensure that it’s not purely focused on products. Rather, it should be tailored to connect with your audience.

The trick, therefore, lies in making your narrative compelling.

Living in the informational age has forced salespersons to change tack when handling customers. This is because more than ever, prospects have all the relevant data about what they want right at their fingertips.

As such, before you make your presentation, you need to first ensure that the information you have is relevant. You can then use that as a Launchpad to connect with prospects.

Importantly, you need to practice listening and avoid religiously sticking to a script before responding to objections.

Often times, salespeople tend to spend plenty of time preparing for what they want to say to customers. While this is perfectly okay, it’s also essential to dedicate enough time to draft the right questions to ask.

With an objective outline of questions, you may actually find yourself deeply engrossed in conversation with prospects.

If you find that prospects are not willing to fully confide in you, it’s good practice to tweak your setup with leading questions before tabling open-ended questions . The responses they share will be able to inform you on how to proceed with the interaction.

Before you begin your sales presentation, you need to first clarify what their priorities are. It’s also good practice to inform them that you’ll be making logical pauses during the presentation to query about what they think about certain points raised.

If you’re unsure about what kind of questions to ask, try to frame the questions from the prospect’s point of view.

Questions like, “How do you see that fitting into your existing process?” and “How does that compare to what you’re currently doing?” are great ways to frame your inquiries.

As always, the end-goal is to close sales. You can facilitate this happening by promoting engagement levels.

When handling prospects, it’s best to first talk more about them, and less about you. If you have prepared “about us” slides, then have them featured right at the very end of the presentation.

Ideally, you want to put more emphasis on your customers’ goals, expected outcomes, and then divulge how you’ll lead them towards success.

To further convince them to join your bandwagon, it’s important to showcase how others have benefitted from your initiative.

If a picture is worth a thousand words, then video is the real deal.

By incorporating videos as part of your sales presentation, you’ll be able to break the monotony that usually exists in text-only slides. While making your presentation, try to also walk about the room and engage your audience.

If you follow through on these steps, you’ll realize you have plenty of talking points throughout.

As a suggestion, try to also make a video about how you can aid your prospect’s company. It also wouldn’t hurt if you interview a couple of team members and hear their take on a range of issues.

As a salesperson, you can use sales presentations to inform, educate, inspire and persuade prospects to buy your products.

A well-crafted and detailed presentation can actually help a business reinforce its reputation and act as a showcase of the level of professionalism.

Before we list out a host of sales presentation examples, it’s best to first note that they are a great way to meet up with customers and prospects in person.

Through face-to-face interactions, you can build trust and reinforce existing relationships . When done right, you may realize an influx in the number of purchases after such meet-ups.

Sales presentations are great when it comes to audience engagement. This is because images have the power of captivating audiences while bullet points can help them follow the logic of the entire presentation.

By injecting theatre during the presentation, you can leave a lasting impact on individuals. This is quite in contrast than if you decided to just talk to them. This heightened sense of engagement is great since your message is properly relayed to your audience.

Sales presentations are fantastic because you can swiftly change up the content and make modifications on the fly. They are vastly better than printed mediums like brochures where you have to stick to the agenda and making tweaks is usually an expensive undertaking.

Presentations are also a versatile communication tool. You can employ them in one-to-one meetings or in large meetings that require you to make use of a projector. Alternatively, you can choose to expand your reach by making them available for online viewing and downloading.

Sales presentations offer you a structured way to communicate about different products, services, and companies.

If you’re working in an organization, you’ll realize that people in various departments are capable of communicating information in a consistent fashion.

Having revealed this, it’s worth pointing out that you need to make good use of bullet points/prompts to ensure that you always remain objective and stress on the key points.

Snapchat , the impermanent photo messaging app, is a big hit among millennials.

Having been conceived as part of a Stanford class project in 2011 under the initial name of Picaboo, it’s has quickly risen through the ranks. Today, it’s one of the most dominant social media platforms out there because it encourages self-expression in the here and now.

• From this sales presentation example, you can clearly see what Snapchat was trying to do. While a large portion of it is filled with fine print and explanations, they’ve divided it into major talking points that readers simply can’t miss. This strategy is great since it ensures even readers who simply want to skim through the content are able to catch all the highlights.
• Impressively, they also created content that resonates with prospects of varying levels of knowledge. This is a fantastic strategy since it increases the probability of closing a deal.

The self-proclaimed “front page of the internet” has been shaping trends for a good minute now. Eager to impress, the sales honchos at Reddit decided to go the sales presentation route and won hearts while at it.

• Reddit’s opening image of a cat riding a unicorn has great visual appeal and helps leave a lasting impact with audiences
• This is one of the best sales presentation examples because Reddit strives to remain objective and stick to its brand identity
• Reddit also makes great use of memes and pop-culture images to get their message across. This is a great strategy since Redditors love this kind of content. In addition, it helps the brand stand out from the rest because of the “X” factor in their presentation.
• The round data figures shared by Reddit are also striking since they help their audience to digest the information and get to thinking how a product/service can help them grow

This social media management tool gives you the freedom to manage multiple social media profiles in a single dashboard.

• Their sales deck is fast-paced and begins with them sharing how they have left an impact on the social media scene. This is a brilliant strategy since it helps audiences get a breakdown of the services offered without much ado
• In other slides, Buffer goes at length to share their milestones and how they’re planning to grow their reach in the years to come. This is one of the finest sales presentation examples because it’s systematic and they manage to bring the message home with every slide

Salesforce is renowned as being the driving force behind one of the world’s top CRM solutions, Sales Cloud. Through their ventures, they’ve been able to transform how enterprises (including fortune 500 companies), connect with clients.

• Salesforce crafted one of the best sales presentation examples because they were able to simplify the sale and help prospects further down the sales journey
• They also broke down the complex processes involved in simpler formats using visual diagrams and flowcharts
• By incorporating images and text overlay slides, Salesforce made a point of ensuring that you have a better understanding of what their services were all about

Microsoft’s subscription-based productivity suite is great for collaboration in the workplace. We’ve listed them out as one of the best sales presentation examples because they came up with a comprehensive layout that really spoke to the masses.

• The color scheme employed was in line with their productivity apps. By doing so, the designers sought to maintain synergy with the move acting as a clear show of consistency all around.
• The images used on every screen is a pointer to the fact that they have a dedicated team that aims to foster collaboration at the workplace. Commendably, the text sections also have a bright, vivid block of color to ensure clarity. This is a fantastic strategy since colors allow audiences to dart their eyes across the screen and focus on what really important

This end-to-end product management software comes in handy in supporting the product journey. If you’re a product manager, you’re surely going to love having it as a go-to tool since you have the power to convert great ideas into great products.

• The minimalist concept behind this approach makes it one of the most exemplary sales presentation examples
• The content layout is also super-duper. As you read through the informal tone, you get an impression that you’re actually conversing with a friend over coffee than actually sitting through a meeting getting pitched on why you should adopt a product
• The short sentences are also super engaging and the text in parenthesis gives you the impression that you’re actually getting the scoop on a trade secret

This fantastic platform was built with the sole intent of making the workplace a happy place to operate in. With Immediately, you get the opportunity to focus on the tasks that really interest you.

• By making use of stock photos and callout bubbles, Immediately perfectly illustrates various audiences’ pain points and helps create a sense of relatability
• There’s great personalization involved throughout the slides which helps the brand connect with various audiences. As a salesperson, you can borrow a leaf from this approach and embrace it to drive home the essence of your product.

Zuora is an enterprise software company does a great job of providing bespoke subscription-based services.

Through its ventures, the company has been able to produce one of the standout sales presentation examples. Here’s why we think they are definitely winning:

• Their presentation largely constitutes images and minimal text with thought-provoking facts
• The backgrounds are laden with images. This is a masterstroke since it helps personalize and distinguish the brand from the competition.
• The wordplay is excellent and the imagery used gives you a contemporary feel about things. This is perfectly in line with their brand message of how important it is to adapt to the times. If you think that they can help you position yourself in the market, then, you need not look further!

This online applicant sourcing and tracking software enables organizations to discover top talent by gathering implicit data from a large pool.

• Great graphical layout and use of white space to represent numbers. The colors incorporated are quite brilliant and go a long way in telling the narrative.
• The bulleted points have greatly help compartmentalize detailed content. You can implement this same approach if you’re looking to ensure that your audience follows the message.
• Compelling imagery is used to convey their brand message and compel prospects to take up their services

So there you have it. We’ve highlighted nine of the top sales presentation examples to get your creative juices flowing.

Hopefully, you’ll be able to convert more prospects into paying customers !

Do you think there are some sales presentation examples we’ve missed?

Which ones do you fancy?

Let us know in the comments section below!

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• Sales messaging

What does it take to become a sales messaging guru and master the art of persuasion? We know that a great sales presentation starts with the right message, but where do you start? How do you create something that is really persuasive and compels people to act, instead of something your audience will immediately forget?

Our consultants share their expertise: from run-ins with overly influential tuk-tuk drivers, to great ideas to breathe life into your tired sales presentations. Browse our articles and find out how to write messaging, what your sales messaging needs to include, and what the right medium is to turn your messaging into results.

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Sales presentations are important, but 1000s of people each day ignore the principles of sales presentation design and sales messaging and deliver material that is tired, ugly, and ineffective. These sales presentation ideas will help you to easily improve your sales presentation; stand out, engage your audience, and sell more.

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A presentation is a talk in which a ‘product, idea, or piece of work is shown and explained to the audience’ (Oxford English Dictionary), often including a ‘verbal report presented with illustrative material such as slides, graphs, etc.’ (Collins Dictionary). So, how can we define the related term ‘sales presentation’?

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Sales presentation

Last updated: 11 November, 2023

What is a sales presentation?

What makes a good sales presentation, how to make a sales presentation, checkout our sales pipeline templates freebies.

Did you know people process visuals nearly 60,000 times faster than text? Our eyes are a predominant perceptual system for information coming from the outside world to the brain. Nearly 90% of the data we receive comes from observing, and images are stored in our memory for a very long time. 

It’s no coincidence that any advertisement, be it a video or a banner, includes both a verbal message and a visual aid. Marketers and sales reps exploit this quality of human memory to boost communication and close more deals. 

In particular — by creating effective sales presentations .

A sales presentation is a short presentation of your solution to prospects or existing customers that aims to persuade them to make a purchase.

The answer is simple. A winning sales presentation:

• Helps convince the client of the brilliance of your solution.
• Doesn’t simply describe a product or service but draws attention to the features that can solve the customer’s problems.
• Is not overloaded with facts and statistics.
• Doesn’t make your potential clients want to doze off (a boring sales presentation is a sales killer).
• Persuades the prospect that no one else on the market can satisfy their needs as well as your company can.

But what exactly should it include to get your prospects’ attention, establish good relationships with them, and accelerate the sales process?

We wish there were a recipe for a sales presentation, but there’s no one-size-fits-all recommendation about its ingredients: wording, style, format, or length. 

Still, there are some tips to help your presentation end in a sale: 

1. It’s all about the balanced layout

If you use PowerPoint or other presentation software, it’s better not to put multiple graphs, images, text, and statistics onto one slide. Your audience needs time to focus and concentrate. It hurts when you try processing the slide below, doesn’t it? 

Find the right balance between statistics and visual components. Charts, tables, and bulleted points are great, but if your presentation consists of grouped facts only, it won’t win the heart of your listener.

3 elements are just enough. If there’s more, break the slide into multiple slides instead!

Besides, as a speaker, make sure you don’t seem offhand or uninformed. Clients, especially in the B2B market , appreciate precision and professionalism. For them, the presentation packed with Google images just won’t do.

All the material presented should be of high quality and serve a point.

2. Make it short and sweet

Like any meeting, a sales presentation follows a clear agenda. Nothing will distract a client from the deal more than a prolonged conference that makes them want to escape the room. 

Here’s what works best for us: arranging 20 minutes for the speech plus 10-15 minutes for the Q&A section. This way, a sales presentation won’t take more than 30-35 minutes . It can be even shorter than that. After all, there’s a reason TED talks are 18-minute long.

If you think this time isn’t enough, schedule follow-ups, subsequent sales pitches , or agree to continue via email or phone. 

3. Work on the slide deck

Avoid adding meaningless slides; use an interactive presentation maker instead, to keep your audience engaged.

There are three conventional ones: a title, table of contents, and a “Thank you” slide. Apart from these, it’s up to you how many to include in the sales presentation. Typically, it takes from 1.5 to 3 per single key point. If we consider a 30-minute duration, that’ll sum up into 10-20 slides .

4. Start a sales presentation with a self-introduction and small talk

This is an act of courtesy to introduce oneself and briefly tell who you are. In particular, when you meet new people. Unfortunately, due to the stress, some speakers forget about it.

No less important is to catch the audience’s attention from the very beginning. A story from one’s life, a joke, a surprising fact — whichever magnet you choose, make sure it corresponds to the time and place. By the way, if you want to get inspired, check out these best TED talks ever .

5. End your speech by wrapping up and outlining further steps

Although a sales presentation may not result in a closed deal or a revenue boost (it can but on rare occasions), this is a business process. So, apart from having a good pastime with clients, a sales rep has to mildly yet distinctly drop a hint about how it’s better to proceed with the deal.

Define the purpose

Your speaking style will depend on what you’re trying to accomplish. Remember outstanding demonstrations of Apple’s new launches held by Steve Jobs? Each of these is an example of a winning sales presentation. 

The speaker aimed to persuade buyers that the product was so one of a kind, that it was a matter of life-and-death to purchase it. A speech was corresponding: the majority of time was devoted to demonstrating new UI / UX features, and less attention was paid to the technical side.

To succeed with the presentation, ask yourself what exactly you need to convey:

• Explain unique selling points
• Focus on money benefits
• Position your brand to competitors
• Create urgency around the deal, etc.

Adjust your sales presentation based on the audience

Does your audience consist of decision-makers , stakeholders, ordinary employees, or all three at once? What industry do your clients operate in? How old are these people? Is the audience multilingual? Any details are important because they will determine:

• The language and wording you choose
• Jokes you can or can’t tell
• Images you should and shouldn’t use, etc.

Consider means available

Your presentation may be doomed to fail if you don’t consider technical issues. Imagine, you expected to display a growth graph on the big white screen but were provided with a TV screen instead. Your audience won’t be able to see anything, and half of the speech will be lost.

Prepare key points & season them with data

It’s important to have a good understanding of what you are about to present. Let the numbers speak for themselves: prepare a few metrics or statistics and mention these during storytelling. However, don’t turn a presentation into a report — 2 or 3 graphs, tables, or diagrams will be more than enough.

If you plan to share the presentation among participants, you can include links to resources. This way, people interested in more details can retrieve the data.

Design the sales presentation structure

Use a “10-20-30” formula: 

• No more than 10 slides
• 20 minutes to speak
• No font smaller than 30 pt.

A good idea is to google some pre-designed sales presentation templates. This will save time on formatting plus give you useful ideas about the overall structure. Below are websites that might be helpful:

• Freecreatives

If you are in doubt, break your speech down into minute detail and align it with the sales presentation. Also, prepare cheat sheets — the latest price list, full specifications, etc. This way, you will be able to fend off any questions from the public.

Wrapping up

A good sales presentation fits the audience. Put yourself in the client’s shoes and wonder, what would YOU want to listen about? What facts might comfort you, and what questions might arise? With the customer in mind and with thorough preparation, your presentation will be a sure hit.

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Marketing guide for activating sales presentations

When we think about messaging alignment and sales presentations, there is a lot more to do beyond just creating a set of company messaging slides for employees and sales teams to use. Teams need to be efficiently and effectively trained, assessed and coached if we want them to become conversationally competent. Follow the ten step messaging alignment process and use this checklist down below to drive alignment across your company and teams. It’s important for all your teams like sales leadership, front-line managers, product marketing, enablement and operations, to know who is responsible for what in the roll-out of your new messaging.

10 step pitch practice process

• Launch New Pitch
• Practice & Record Pitches
• Manager & Peer Reviews
• Share Live Calls
• Coach In Real-TIme
• Measure Completion
• Correlate Sales Data
• Celebrate Successes
• Curate Top Pitches

Messaging alignment activation checklist

Driving messaging alignment across teams will ensure your most valued brand presentation slides are activated and driving the expected business outcomes. It’s important to remember slides are for discovery as much as they are for presenting. Put yourself in the shoes of your sales and customer teams when creating slides, training and coaching aids.

• How would you use the slides?
• How can the slides be used to drive a conversation?
• How can the slides be used to drive meeting momentum?
• How can slides be used to win more deals?
• How can slides drive messaging alignment at scale

Map slides to buyer’s journey: Create core messaging slides for different conversations across the buyer journey. It’s a good idea to create micro-pitches that map to each step in your funnel and/or each conversation. Here are some examples:

• Elevator Pitch
• Customer Story
• Product Demonstration
• Custom Presentation
• Business Case
• Mutual Success Plan

Create speaker notes with questions to ask: Add speaker notes and slide transition questions for each slide, asset and pitch to drive an engaging conversation. Make sure the questions are open-ended and not closed ended. They should engage the audience.

Include a strong closing slide: Create “next steps” last slide for deal momentum and action. Be clear and prescriptive on ideal next steps in the process.

Organize slides: Put all slides in one deck including customer stories, product slides, proposal slide templates and any other supporting slides. Make it easy for your teams access and use all your slides.

Collect sales team feedback: It’s a good idea to share your presentations and assets with some top performer sellers and managers to get their feedback on how they’d use the materials. They will also become your early adopters and promoters of the new content.

Create valuable training content: Create training content including slide presentation walk-through and “behind the slides” explainer videos.

Test your team: Set up a self-paced automated knowledge check for assessing presentation key principles and differentiators. Knowledge checks are a a good way to pre-test before pitch practice.

Get your teams doing pitch practice: Create a plan for messaging certification by role including pitch practice. All teams and managers should complete core messaging pitch practice certification. Managers should go first. Follow the principle of “Show Me, Don’t Tell Me.”

Create a messaging scorecard: Create a messaging scorecard that aligns teams on key differentiators and value drivers of presentation slides. The scorecard drives alignment and sets expectations on what’s most important in the presentation.

Have managers reinforce: Create coaching exercises for teams to apply learning to real deals. The following exercises can be used in kickoff and QBR workshops along with front-line manager meetings. Example reinforcement exercises include:

• Choose your favorite slide and explain why
• Create a custom presentation for a real deal (share presentation)
• Create a custom presentation for a real deal (record presentation)
• Review live call recordings where presentation is used
• Create buyer site for content sharing
• Get customer feedback on presentation

Track completion: It’s critical to track video consumption, testing results, pitch practice scoring, live-call coaching and certifications. correlation to performance outcome

Correlate outcomes: Here are some leading and lagging indicators to use to measure impact and correlate enablement activity to outcomes.

Resources and Tools For Messaging Alignment

Here are some additional resources to help you get started with messaging alignment and pitch practice.

See Sales Pitch Practice in Action

Start A Pitch Practice Trial

Read our Create Micro-Pitches Blog

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Zelenskiy calls for operational changes to Ukraine military after sacking commander

President demands ‘new level of medical support for soldiers’ as questions mount over speed of counteroffensive against Russia

Volodymyr Zelenskiy has demanded rapid changes in the operations of Ukraine’s military and announced the dismissal of the commander of its medical forces.

The Ukrainian president’s move was announced on Sunday as he met defence minister, Rustem Umerov, and coincided with debate over the conduct of the 20-month-old war against Russia , with questions over how quickly a counteroffensive in the east and south is proceeding.

“In today’s meeting with defence minister Umerov, priorities were set,” Zelenskiy said in his nightly video address. “There is little time left to wait for results. Quick action is needed for forthcoming changes.”

Zelenskiy said he had replaced Maj Gen Tetiana Ostashchenko as commander of the medical forces.

“The task is clear, as has been repeatedly stressed in society, particularly among combat medics, we need a fundamentally new level of medical support for our soldiers,” he said.

This, he said, included a range of issues – better tourniquets, digitalisation and better communication.

Umerov acknowledged the change on the Telegram messaging app and set as top priorities digitalisation, “tactical medicine” and rotation of service personnel.

Ukraine’s military reports on what it describes as advances in recapturing occupied areas in the east and south and last week acknowledged that troops had taken control of areas on the eastern bank of the Dnipro River in southern Kherson region.

Ukrainian commander in chief, Gen Valery Zaluzhny, in an essay published this month, said the war was entering a new stage of attrition and Ukraine needed more sophisticated technology to counter the Russian military.

While repeatedly saying advances will take time, Zelenskiy has denied the war is headed into a stalemate and has called on Kyiv’s western partners, mainly the United States, to maintain levels of military support.

Ostashchenko was replaced by Maj Gen Anatoliy Kazmirchuk, head of a military clinic in Kyiv.

Her dismissal came a week after a Ukrainian news outlet suggested her removal, as well as that of others, was imminent after consultations with paramedics and other officials responsible for providing support to the military.

Meanwhile on Sunday, air defence units in Moscow intercepted a drone targeting the city, mayor Sergei Sobyanin said.

Sobyanin, writing on the Telegram messaging app, said units in the Elektrostal district in the capital’s east had intercepted the drone.

According to preliminary information, falling debris resulting from the operation had caused no casualties or damage, Sobyanin said.

• Volodymyr Zelenskiy

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• Victor Mukhin

Victor M. Mukhin was born in 1946 in the town of Orsk, Russia. In 1970 he graduated the Technological Institute in Leningrad. Victor M. Mukhin was directed to work to the scientific-industrial organization "Neorganika" (Elektrostal, Moscow region) where he is working during 47 years, at present as the head of the laboratory of carbon sorbents.     Victor M. Mukhin defended a Ph. D. thesis and a doctoral thesis at the Mendeleev University of Chemical Technology of Russia (in 1979 and 1997 accordingly). Professor of Mendeleev University of Chemical Technology of Russia. Scientific interests: production, investigation and application of active carbons, technological and ecological carbon-adsorptive processes, environmental protection, production of ecologically clean food.   

Title : Active carbons as nanoporous materials for solving of environmental problems

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Garage Door Sales & Repair Companies in Elektrostal'

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