How to Get Clients Fast with the most engaging sales presentations
- CEO at DeckLinks, Speaker, Podcast Host
- Published on August 16, 2022
- Updated on August 30, 2024
Table of Contents
Did you know that, according to Crunchbase, the best sales reps spend an average of 6 hours every week researching their prospects? In today’s competitive market, having an engaging sales presentation can make all the difference in closing deals. In this article, I’ll share tips and techniques to help you create the most captivating sales presentations that will not only grab your audience’s attention but also drive them towards a buying decision.
KEY TAKEAWAYS
- Cover slide: The cover slide is crucial for making a good first impression. It should be attention-grabbing, professionally designed, and include your company name, logo, your name, and a message that speaks directly to the buyer.
- Solution slide: Start with the solution slide to immediately address the prospect’s pain points and present your value proposition. This approach captures the audience’s attention and demonstrates how your product or service can help them.
- Success story or Social proof slide: Including success stories or testimonials from satisfied customers can help build trust and credibility with your audience. This slide showcases the real-world benefits of your product or service.
- “The bright future” slide: Paint a picture of the positive outcomes your product or service can bring to the prospect. This slide should inspire and motivate the audience to take action.
- “Why us / About the company” slide: Provide information about your company’s background, expertise, and unique selling points. This slide helps establish your credibility and differentiates you from competitors.
- “Meet the Team” slide: Introduce the key members of your team, highlighting their skills and expertise. This slide helps humanize your company and demonstrates the talent behind your product or service.
- “Pricing and implementation” slide: Clearly outline the pricing structure and implementation process for your product or service. This slide should provide the necessary information for prospects to make an informed buying decision.
- “Next steps” slide: End your presentation with a clear call to action, guiding prospects on what they should do next. This slide should encourage prospects to take the next step in the sales process.
- Engaging and visually appealing presentation: An effective sales presentation should be easy to follow, visually appealing, and tailored to the needs of the audience. It should cover all key points, be concise, and easy to follow.
- Leverage video sales tools: Video sales tools can help engage your target audience in a more personal and interactive way. However, be cautious not to overuse technology, as flashy
What is an effective sales presentation?
An effective sales presentation is easy to follow, visually appealing, and delivered with honesty and transparency. It should be tailored to the needs of the audience and provide them with information that is relevant to them. It should cover all the key points, be concise, and easy to follow.
A B2B sales process is a system that inside sales teams use to identify and qualify potential clients, build relationships, and close sales. The sales process typically has six stages: awareness or prospecting, education, vendor selection or proposal, negotiation, commitment, and post-sale impact stage. An effective sales team uses sales presentations and educational materials at each stage of the sales process to engage prospective clients.
A sales presentation is a critical part of the sales process – it’s a visual presentation that tells your story and showcases your products or services. Creating a strong sales deck is an essential part of any successful B2B sales process.
Sales professionals know that creating the most effective sales presentation or a sales deck is not easy. B2B buyers are constantly bombarded with sales pitches, video presentations, and sales decks. They are quick to tune out anything that feels like a canned or generic sales pitch.
Did you know that according to Forbes about 35 million presentations are given each day to over 500 million people?
The best sales reps are always looking to improve their sales process. They are always on the lookout for new technologies that can help them sell more effectively.
Video sales tools have become increasingly popular in recent years amongst high growth sales teams. Video offers a way to engage a target audience in a more personal and interactive way. A well-crafted video sales deck or a video sales presentation can be highly effective in winning over new customers.
However, there is a danger in using too much technology in your presentation. The flashy graphics and animations can actually distract the client from your message. So if you are considering using some new technology in your next slide deck, think carefully about whether it will actually add to your message and engage the client or just create a visual distraction.
The main question you should be asking yourself: Does it help the prospects understand your offerings better?
To be effective, a B2B sales deck must be carefully tailored to the specific needs of the buyer. It should always be focused on solving the client’s pain points and display the value proposition.
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Focus on creating a sales presentation that addresses the needs of the buyer.
A good sales presentation is one that is tailored to the needs of the audience and provides them with information that is relevant to them. It should be well-organized, visually appealing, clear, cover all the key points, be concise, and easy to follow.
The most effective sales presentation is also engaging and should clearly define the value proposition. The best sales presentations are those that leave the audience wanting more, so it is important to avoid over-selling or coming across as too pushy.
Ultimately, a good sales presentation is one that makes a strong case for the product or service being sold.
With so many sales presentation examples and sales presentation templates online which ones should you pick? Where should you start? No worry! We have put together a comprehensive guide with the best sales presentation techniques and insights that will help you create the most engaging B2B sales deck that will resonate with your target audience, and will make a good first impression.
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What is a B2B sales presentation or a sales deck?
A sales presentation or a sales deck is a presentation that contains slides with product and company information, product or service value proposition. It oftentimes includes success stories or testimonials, and pricing. Sales professionals use sales presentations to persuade clients to buy their products or services. They highlight the benefits of their products and service and demonstrate why they are superior to competing products or services.
Sales professionals use sales presentations to persuade clients to buy their products or services. They highlight the benefits of their products and service and demonstrate why they are superior to competing products or services.
Sales reps also use a sales deck to answer any questions potential customers may have about your offerings. You want your audience to understand your main points and be able to see why your product is the best solution for their needs. If you can do all of that, then you’ll be well on your way to creating the most effective sales presentation.
A sales presentation can be delivered in-person, via live video sales calls, or asynchronously by video narrating your presentation and sharing it with your prospect or client.
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The Most Common Sales Presentation Myths
The world of sales is loaded with more misguided opinions and sketchy “best practices” than a rent-is-too-damn-high mayoral candidate’s platform. From overly slick presentation templates to gimmicks, sales reps have been fed a buffet of suspect advice on how to crush sales presentations. Well, I’m here to expose some of the most common sales presentation myths that deserve to be tarred, feathered, and chased out of town on a rail.
- “Your slide deck has to be picture perfect.” Let’s get real, nobody cares if your sales deck looks slick as hell if the content is a snooze-fest. Sure, having visual elements that don’t make your prospective client’s eyes bleed is good. But at the end of the day, they want to know if your product or service can make their lives easier, not how pretty your PowerPoint templates are.
- “More slides = more $$$.” Adding endless slides to your deck is a one-way ticket to BoredTown. I’ve sat through enough torturous most presentations to know that too many slides is a surefire way to overwhelm prospects and put them in a coma. Stick to the key points, for crying out loud!
- “You need to demo every product feature.” Unless you’re selling a digital camera to photographers, most folks don’t need a 3-hour guided tour of every bell and whistle. The best sales reps know to focus on the important features that actually solve the pain points. Nobody wants to hear about the 112 different ways to customize the bulleted list formatting.
- “You have to start with an elevator pitch.” How about we ditch the cheesy elevator spiels and just have a normal conversation instead? The first impression should be about building trust and making a connection, not robotically reciting your rehearsed opener. Those make my soul die a little.
- “Body language doesn’t matter.” Oh, it matters alright. If you’re constantly fidgeting, avoiding eye contact, or look like you’d rather be getting a root canal, your prospects are going to sense it. The best sales reps have their body language on point – confident stance, friendly demeanor, all that jazz. It puts people at ease.
- “The big reveal slide is essential.” I’ve got a hot take for you – the whole “save the best for last” gimmick is majorly overrated. If you bury the main point until the very end, you risk losing people’s attention way before the big reveal. Mix up that flow and make your main points obvious from the jump.
- “Never admit flaws in your product or service.” This is a classic case of sales bro-advice gone wrong. You don’t have to pretend your product’s features are 100% perfect – prospects can smell that BS a mile away. The best sales reps are upfront about limitations while positioning them as relatively minor compared to the awesome benefits.
- “You should customize every sales presentation.” In a perfect world where I have 96 hours in a day, sure, ultra-customized decks would be great. In reality, having a few solid sales presentation template that you modularly adapt per situation is way more practical and time-efficient for us busy bees.
- “Making it funny and entertaining is a must.” I’ll admit that a few well-timed jokes can be an asset for a sales presentation. But positioning yourself as a would be stand up comic is a recipe for disaster. You’re there to convey the value proposition, not perform at the Laugh Factory.
- “You must deliver the full presentation start-to-finish.” Adhering rigidly to your entire pre-planned slide deck is a good way to put people into a vegetative state. The most successful sales calls are a dialogue – be ready to smartly skip around, get into specifics, revisit key slides, etc. based on the situation.
- “Never show pricing.” Old school brosefs seem to think playing coy about pricing is some master selling technique. These days, prospects expect and appreciate transparency on pricing right from the get-go. Dancing around it just breeds distrust and annoyance.
What slides should a sales presentations include?
An effective sales presentation should include 8 following slides:
- Cover slide.
- Solution slide.
- Success story slide or a Social proof slide.
- “The bright future” slide.
- “Why us / About the company” slide.
- “Meet the Team” slide.
- “Pricing and implementation” slide.
- “Next steps” slide.
B2B sales presentation slides to include #1:
Cover slide.
Many sales reps underestimate the power of the cover slide. This slide is often the first chance you have to make a good first impression on your audience, so it’s important to get it right.
A successful sales presentation cover slide should be attention-grabbing and should set the tone for the rest of the sales presentation. It should provide just enough information to pique client’s interest and get them curious.
An effective cover slide should be professionally designed and include your company name, logo, your name, and a message that directly speaks to the buyer.
When you send an email or a video email to a prospect or a client, the cover slide of your pitch deck will also be displayed as a thumbnail.
You can use this to your advantage when designing your cover slide. A nicely designed cover slide will help to capture people’s attention and can greatly increase the chance that people will click to view your slide deck.
People are more likely to click to view a presentation with an eye-catching cover slide than one that is plainly designed.
By investing the time to create a well-designed cover slide, you can set the tone for a successful sales presentation and increase your chances of making a sale!
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B2B sales presentation slides to include #2:
Solution slide.
What? You heard it! Start with the solution slide. Not the slide about your company or the pain points you are solving, not the product’s features, not the pictures of your cat or dog. Lead with the solution slide instead!
An effective B2B sales deck doesn’t need to be a mystery novel with a long build-up and a big reveal on the final slide.
The best way to engage your audience is to present your solution and the value proposition in a clear and concise way.
You have very limited time to capture your client’s attention.
Most presentations start talking about the problem the client may be facing. Your client already knows about the pain point they are facing! They want to know that you have a solution that can help them solve it.
B2B buyers are not easy to sell to. You are typically dealing with people who are very knowledgeable about their industry and skeptical of any outside solution. That is why it is important to start your sales presentation with the solution slide. This is the slide that outlines exactly how your product or service will solve the prospect’s pain points. It should be clear and concise.
This is the time when you have the highest chance to capture the attention of the viewer.
B2B sales presentation slides to include #3:
"Success story" or a "Social proof" slide.
Even the best sales reps often face skepticism when presenting their products and services. After all, businesses are built on numbers. Sometimes it can be hard to quantify the benefits of a new product.
One way to overcome this skepticism is to use a success story slide supported by case studies of other customers. The social proof slide should tell a compelling story of how your company has helped a specific customer achieve their goals. By showcasing a real-world example and success stories of your solution in your sales deck, you’ll give your potential client the confidence that your offerings can deliver real results.
The success story slide’s purpose is to engage the prospect by sharing a relevant, relatable story that demonstrates the benefits of your offerings.
It should be a part of every sales deck. Successful sales presentations always contain a compelling story or a great example that help sales reps to overcome initial scepticism coming from a prospective client.
Tell a story that is specific and quantifiable.
They show how your company was able to solve a concrete pain point for a real customer. When crafting a success story slide, be sure to focus on the key takeaways that will resonate with your prospect.
In order to create the most effective sales presentation, it is important to choose a relevant and inspiring story. The story should be clear, concise, and easy to follow. When done well, a success story slide can be hugely persuasive, showing a potential client that you have a track record of delivering results. Not only that but it can also help you build trust and credibility with the prospect.
If you have case studies from other customers or just a great example helping similar company, you should attach them to your sales deck.
By following up with the social proof slide in your own sales presentation, you can ensure that your audience remains engaged and interested in what you have to offer. It is a simple sales presentation technique but it is the best way to get your prospect to start talking and pay close attention.
B2B sales presentation slides to include #4:
"The bright future" slide.
Many inside sales teams overlook the importance of the bright future slide. This is the slide that showcases what the prospective client can expect if they sign on with your company.
Your goal is to paint a picture of a world in which the prospect’s pain point no longer exist. It’s an opportunity to paint a picture of success and to demonstrate how your product or service can help them achieve their goals. This requires a deep understanding of the prospect’s business and their challenges. Only then can you create a compelling vision of a future in which their pain point has been solved.
This future should be specific, believable, and attractive to the prospect. By painting this picture on the sales pitch, you can help the prospect see the potential for your product to transform their business. This can help the buyer see the value of your solution. A well-crafted “bright future slide” can help to secure the ultimate buying decision, and so it is essential to put careful thought and planning into it.
Including a bright future slide in your sales deck is essential for closing deals. So if you’re not already including the bright future slide in your own sales presentation, you’re missing out on a key opportunity to win over new business!
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B2B sales presentation slides to include #5:
"Why us / About the company" slide.
This is the slide where you can share your company’s history, talk about its mission and values, and highlight its key strengths.
In addition, this slide should highlight your company’s accomplishments and successes. Doing so will help to establish trust with your audience and show them that you’re a reputable and reliable business.
Remember that B2B buyers are looking for a long-term partner. They need to know that they can trust your company to deliver on its promises. Finally, remember to keep your sales deck up-to-date so that it accurately reflects your current company status.
By including a slide about your company in your own sales presentation, you’ll be able to effectively communicate who you are and what you do – two key elements in closing any B2B deal!
B2B sales presentation slides to include #6:
"Meet the Team" slide.
When you’re creating a sales deck to present to new clients, it’s important to include a slide that introduces your team. Why? Because when you’re selling to a company, you’re not just selling to an individual – you’re selling to a team. The team slide helps the buyer visualize your team as part of their own, and see how you would fit in and contribute to their success.
“Meet the Team” slide can help put a human face on your company and give the prospects a sense of who they’ll be working with if they were to proceed with the deal.You can also use the slide to highlight your team’s expertise, accomplishments, and talents. Including a “Meet the Team” slide in your presentation will help create a more personal connection with your audience. It will help them see your company as more than just a faceless entity.
Depending on who is seeing your sales pitch, this slide can very formal or informal. Remember the goal is to trigger an emotion that can help you connect with the client on a human level. So check the recipient’s LinkedIn, see what they post and how they engage with others. You would be surprised 😉.
Including a team slide in your next sales presentation is a great way to build trust and credibility with your prospects. So next time you’re preparing your sales deck, make sure to include a team slide – it could be the difference between winning and losing the deal!
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B2B sales presentation slides to include #7:
"Pricing and implementation" slide.
Provide the client with a clear explanation of what the implementation or onboarding process looks like. For example, if you’re selling cloud-based accounting software, make sure to explain how long it will take to set up the system and train employees. Providing this level of detail will show that you’re knowledgeable about your product and that you’re committed to providing a seamless transition for your customers.
If you are selling multiple product tiers or bundles, clearly explain the benefits of each option. The value proposition of each offering should be well defined in your sales deck. The most important factor to consider is the needs of the prospective client. For example, if they are looking for a comprehensive solution, then a top-tier option might be the best choice. However, if it is a small businesses and they expressed interest in specific product features, then a lower-tier option might be more appropriate.
Ultimately, the main point is to provide a recommendation that meets the needs of the prospective client while also providing clear justification for why that particular option is the best choice.
It is essential, to be honest, and transparent with your potential clients.
Trying to oversell your product or service on a sales pitch can often backfire, leading to mistrust and ultimately losing the sale. By being honest and transparent, a sales rep can establish trust with prospective clients and create a foundation for a successful business relationship.
B2B sales presentation slides to include #8:
"Next steps" slide.
One important element of a B2B sales deck that the best sales reps always include is the next steps slide. This is the final slide that helps to reinforce the sales message and provides a clear call to action for the prospect.
B2B sales process often involves many many decision-makers with different needs and priorities. As a result, it’s important to ensure that each decision-maker has a clear understanding of the next steps. Otherwise, the sales cycle can quickly stall as decision-makers wait for clarity. This is why it’s essential to have a clearly defined next step in your sales presentations. By doing so, you can keep the momentum going and move closer to a successful sale.
This final slide should clearly outline what the prospect needs to do in order to move forward with the purchase. It should be concise and easy to understand. The call to action should be obvious, and there should be no ambiguity about what the next steps are.
Including a next steps slide in your sales deck can help to increase your close rate and boost your sales numbers.
So when you work on your next sales presentation try following these sales presentation tips you’ll be able to craft a more compelling story and engaging sales pitch that will accelerate your sales cycle!
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What are the biggest sales presentation mistakes to avoid at all costs?
After a long and meticulous sales process, you finally managed to get a chance to present your powerpoint presentation to the buyer. This can be done either on a live call or asynchronously. Don’t let all that work and efforts go to waste.
The biggest sales presentation mistakes to avoid are are:
- Having too much text on your in your sales presentation.
- Using visuals in your sales deck that don’t support your messaging.
- Using too much technical jargon when delivering your sales presentation.
- Rushing through your sales presentation to share more information.
- Reading the slides.
- Excluding the prospect from your story.
- Heavily using parasite words on your sales presentation.
- Focusing on product’s features, not benefits and value proposition in your sales deck.
- Making your sales presentation too long.
- Not showing a clear next step.
Most common mistakes to avoid #1:
Having too much text on your in your sales presentation.
“It doesn't matter how good or bad the product is, the fact is that people don't read anymore.” WIRED
No matter how complex your product or offerings is you have to simplify the messaging and substitute text with visuals whenever possible. If your sales presentation is too text-heavy and lacks data visualizations, it will be difficult for the audience to process important information and follow along.
The best sales decks strike a balance between text and visuals, using concise language and clear visuals to convey important information in an easy-to-understand format. More information is not always better. In fact, less is often more when it comes to a sales deck. When in doubt, leave it out. It is better to have a concise, well-organized sales deck than one that is crammed full of information. Find some sales presentation templates to get some inspiration.
So, next time you’re putting together a static sales deck or a video sales presentation, remember to keep your audience in mind and use text sparingly. A little goes a long way!
Most common mistakes to avoid #2:
Using visuals in your sales deck that don't support your messaging.
A successful sales presentation requires more than just a well-organized deck and knowledgeable sales rep. It also needs to be visually engaging to capture and hold the attention of the audience.
Visual elements can be a powerful tool in creating a great slide deck.
Proper use of graphics can help to convey complex ideas in a way that is both clear and memorable.
In addition, graphics can add an element of excitement and dynamism to a presentation, making it more enjoyable for both the presenter and the audience.
When used effectively, graphics can be a powerful asset in creating a successful sales presentation. However, it is important to use graphics judiciously, as too many can confuse and overwhelm prospects.
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In a sales presentation, the use of visual elements that don’t support the messaging can be a major mistake.
The reason is that the decision-maker is looking for specific information to help them understand how your product addresses their pain points. If the graphics in your sales deck don’t reinforce this message, it can distract from your overall argument and confuse your audience.
It is also important to avoid falling into a rabbit hole of constantly changing the design of your sales presentation. Find good looking powerpoint templates or a pitch deck online and customize the content. Using a sales presentation template can help you save time and create an effective sales presentation in no time!
Using too many or too few visual elements in your sales deck can be detrimental.
The key is to use graphics judiciously, selecting only those that are truly helpful in conveying your main points.
If you are selling a B2B SaaS platform, show some screenshots to reinforce your messaging, the most important features, and the value proposition. If you are selling SEO services, show examples from Google Analytics and use data visualizations, charts, and graphs in your sales deck.
When used effectively, graphics can be a powerful tool in a slide presentation. But when used improperly, they can do more harm than good.
A successful sales presentation strikes a balance between text and visuals, using each to complement the other. By carefully planning the layout and design of their presentation, sales professionals can ensure that their graphics make a positive impact and contribute to a successful outcome.
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Most common mistakes to avoid #3:
Using too much technical jargon when delivering your sales presentation.
When giving a B2B sales presentation live or sharing a video sales presentation, it is important to avoid using technical jargon. While you may be familiar with the terms and concepts, your audience may not be. Using jargon in your sales deck can alienate your listeners and make it difficult for them to follow along.
Instead, focus on speaking in plain language that all prospects understand.
Use specific examples and analogies to explain complex concepts. That doesn’t mean you have to dumb down your message, but it does mean avoiding technical jargon that only a small percentage of people will be familiar with. Of course, there are times when you can use technical jargon and be absolutely certain that people will understand it. Doing so will help ensure that your message is understood and appreciated by all.
Most common mistakes to avoid #4:
Rushing through your sales presentation to share more information.
According to a recent study by Zoom, on average, people remember about 10% of your presentation after 48 hours. So focus on the main points and repetition. According to the study, repeating the 10% message and reinforcing it visually lead to precision memory in 74% of the participants.
It is important to remember not to overwhelm prospects. Too much information can be confusing. Instead, focus on providing the essential and important information that the buyer needs to know in order to make an informed decision.
Don’t try to show everything you have to offer on your sales pitch.
Do your research and focus on things and the most important features that are relevant to the buyer. This way, you can tailor your sales deck to their needs and interests. What’s more, you’ll be able to anticipate any objections they might have and address them head-on. Researching your prospect can also give you some sales presentation ideas that can help you deliver a killer sales presentation and close the deal! So don’t skimp on preparation – it could mean the difference between success and failure.
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Most common mistakes to avoid #5:
Reading the slides.
When giving a B2B sales presentation, it is important to remember that the slide deck should be used to support your messaging.
The audience wants to hear from you!
If you spend too much time reading from your slide deck, you will lose the audience’s attention. Instead, use the slides as a tool to reinforce the key points you’re making verbally. This will help keep your audience engaged and focused on what you’re saying.
Sales reps who rely solely on reading from their slide deck during presentations are missing out on a key opportunity to connect with their audience. Instead of simply regurgitating the information that’s already on the slides, the best sales reps use the sales deck as an opportunity to share their insights and expertise. They use facial expressions and body language to connect with the client on a human level. This not only makes the presentation more engaging but also helps to build rapport with the audience. In addition, by sharing their thoughts and observations, the best sales reps can add an element of urgency and excitement that often gets lost when presentations are purely factual.
When it comes time to close the deal, that extra level of connection can make all the difference. So next time you’re preparing for a live slide presentation or recording an asynchronous video sales presentation, resist the urge to simply read from the slide deck. Instead, use the slides as a tool to support your powerful storytelling.
Showcase your brand.
Create company profiles with custom banners and info-packages tailored to different industries.
Show your contact info easily accessible by your prospects and clients.
Add custom CTAs to drive prospects or clients to your calendar, sign up form, etc.
Collect feedback from prospects and clients. Feedback and reactions are not publicly visible.
Share any existing PDF presentations and documents.
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And last but not least, be aware of the body language you are projecting, as it can influence the outcome of a sale. According to the study by Albert Mehrabian, professor of psychology at University of California, body language accounts for 55% of communication. It is very important for a sales rep to learn how to use body language effectively. By using body language effectively, you can increase your chances of delivering the best sales presentation and making a successful sale!
Most common mistakes to avoid #6:
Excluding the prospect from your story.
A sales presentation should be about the prospect, not the product or the product’s features. Prospects want to know how your products and services will benefit them, not just what it is and how it works.
When giving a sales presentation, it’s important to engage your audience and make them invested in the story you’re telling. One way to do this is to include the prospect in the story.
You can do this by using the pronoun “you” when you tell a story. For example, “Let’s say you’re trying to increase sales by 10% this quarter.” This simple change will make your prospects feel like they are part of the story and help them to see themselves using your products and services. This will help them to see themselves as the protagonist, understand how your products and services can benefit them, and connect with your message on a personal level. In addition, this approach will help you create a more conversational tone that will make your presentation more lively and engaging.
When you tell a story, consider what problem the buyer is trying to solve and how your product or service can help them to overcome it. Use specific and relatable examples to illustrate your point. Make sure to address any objections in your sales deck that the buyer might have. In addition, including the prospect in the story can help build rapport and trust. When prospects feel like they’re part of the story, they’re more likely to be interested in what you have to say and be receptive to your sales pitch.
So next time you’re preparing a sales presentation, remember to include your prospects in the story. It’s a small change that can make a big difference and help you close more deals!
Most common mistakes to avoid #7:
Heavily using parasite words on your sales presentation.
When delivering a B2B sales presentation, it’s important to sound professional and confident. One way to do this is to avoid using filler words such as “um,” “like,” “basically,” “actually,” and “you know.” These words can make you sound uncertain and reduce the impact of your message. Similarly, words like “just” or “simply” can downplay the importance of what you’re trying to say.
Instead of using filler words, take a moment to pause and gather your thoughts. It’s best to avoid using any type of filler words in your presentation. Not only do they make you sound less confident, but they can also distract from your overall message.
In addition, filler words can also increase the amount of time it takes to deliver your presentation, which can bore your audience and cause them to tune out. Instead, focus on using language that is clear and concise.
By avoiding parasite words and speaking with confidence, you can ensure that your next sales presentation is more impactful and makes a lasting impression!
Most common mistakes to avoid #8:
Focusing on product's features, not benefits and value proposition in your sales deck.
When you’re giving a sales presentation, it’s important to remember that your audience is primarily interested in understanding how your products and services can help them achieve their business goals. Your clients are not as concerned with the specific product’s features of your offering as they are with understanding how those features will benefit them.
It is important to focus on benefits and value proposition when doing a sales presentation because it is one of the main reasons why a potential client will move towards making the buying decision. They should be clear, concise, and easy to understand.
For example, if you’re selling a digital product like a CRM, your slide deck should not focus on the product features. Instead, start talking about how the system can help the buyer increase sales or improve customer retention. As a result, your sales deck should focus on highlighting the business results that your products and services can deliver. By doing so, you’ll be able to capture your audience’s attention and build a strong case for why they should do business with you.
If you can effectively communicate the benefits and the value proposition of your products and services in your slide deck, you will be more likely to close more deals!
Most common mistakes to avoid #9:
Making your sales presentation too long.
The key to successful sales presentations is to keep your audience engaged. After all, it doesn’t matter how great your products and services are if no one is paying attention.
According to the developmental molecular biologist John Medina viewers will tune out after 10 minutes.
Most sales presentations are often long and dry, filled with statistics and jargon that lose the attention of the audience within minutes. This is a huge mistake. The key to a successful B2B sales deck is to keep it short, sweet, and to the point.
Remember, you’re selling to busy professionals who have better things to do than sit through a tedious presentation. In fact, research has shown that shorter presentations are more likely to be successful in terms of both conversion rates and client satisfaction. Shorter presentations are easier to digest and remember.
By keeping your sales deck short and focused, you’ll stand a much better chance of holding your audience’s attention and making the sale!
Most common mistakes to avoid #10:
Not showing a clear next step.
At the end of your live sales presentation or an asynchronous video sales presentation, it is incredibly important to establish the next steps in order to move the deal forward. This next step could be something as small as scheduling a follow-up meeting or it could be starting the onboarding process.
Not having a next step defined is one of the surefire ways to kill any momentum that might have been gained during the sales presentation.
If you do not define the next steps, it gives the impression that you are not interested in continuing the conversation or that you do not have a clear understanding of what needs to happen next. This can damage your relationship with the prospect and make it less likely that they will do business with you.
The goal of a B2B sales presentation is to eventually land the sale, and without a defined next step, it will be very difficult to move closer to that goal. By contrast, if the next steps are clearly laid out in your sales deck, it gives both parties a sense of direction and purpose moving forward. To put it simply, not defining the next steps in your slide deck is bad for business!
How to deliver the best sales presentation?
Follow these Top 6 sales presentation tips to deliver the best sales presentation:
- Establish value then talk price.
- The best reps proactively bring up competitors.
- Share a video narrated presentation before the discovery call.
- Don’t underestimate the power of insight.
- Personalize your pitch to position yourself as an advisor.
- Don’t memorize your sales pitch, but practice it.
B2B sales presentation tips
#1: Establish value then talk price.
When giving a B2B sales presentation, your first step is to demonstrate the value of your product before you start talking about the price. This is because decision-makers want to know that your product will be worth the investment before they commit to anything. If you are selling to small businesses that are very price sensitive, establishing value is even more important. Many decision-makers also are looking for solutions that will improve their bottom line.
Too often, sales reps focus solely on the price and fail to establish the value of their products and services. As a result, the prospective client is left feeling like they don’t really need what you’re selling. To deliver successful sales presentations, you need to focus on the value of your products and services. Talk about how it will benefit the client and eliminate their pain point.
By showing them the value of your product first, you’ll be able to make a stronger case for why it’s worth investing in.
Once you’ve demonstrated the value, you can then talk about pricing and how it fits into the overall picture. By taking this approach, you will be able to demonstrate the value of your solution and position yourself as a partner rather than a vendor.
B2B sales presentation tips
#2: The best reps proactively bring up competitors.
Most presentations don’t include the competition slide and it is a big mistake!
In today’s business world, your competition is just a Google search away and a common mistake that sales reps make is to avoid talking about their competition.
They may think that by doing so, they are giving their competitors “free publicity” or making themselves look bad by comparison. However, in many cases, the opposite is true. By mentioning your competition in your sales presentations, you can actually make yourself look more professional and credible. This is because you are showing that you are aware of the landscape of your industry and that you have done your research.
By acknowledging your competition in your sales pitch, you can show that you are confident in your products and services and that you are not afraid to bring up your competitors.
This is one of the most powerful sales presentation techniques that the best reps use, as it shows that they believe in their product and are willing to put it up against the best that the competition has to offer.
Additionally, by proactively bringing up your competitor’s products and offerings, you can address any objections that your prospect might have before they even have a chance to bring them up. By proactively bringing up your competition, you can take control of the conversation and help to close the sale.
Furthermore, by showing that you are aware of your competition and are actively working to improve upon their product features. It also demonstrates that you are dedicated to meeting the needs of your clients. This shows that you are a company that can be trusted and that you will work hard to ensure that the client is satisfied.
Finally, discussing your competition in your sales pitch can help you come across as a trusted adviser rather than just another sales rep looking for a naive buyer.
So don’t be afraid to mention your competitors in your sales deck. It can actually work in your favor.
B2B sales presentation tips
#3: Share a video narrated presentation before the discovery call.
The discovery call is a crucial step in the sales process. It’s an opportunity to learn about the prospect’s needs and pain points, and to establish whether there’s a fit between the product and the client. One way to make the most of this opportunity is to share a general presentation before the call. This gives the prospect a chance to get a general understanding of your products and services.
Sharing a video sales narrated presentation or a sales deck is even more effective as it can greatly amplify the impact of your presentation. It will make it easier for the recipient to digest the important information. Not only that but it can help the buyer get used to your voice, see your body language, and it will also give them a better sense of who you are as a person. It will help you establish a human connection with your client before the discovery call. Ultimately, sharing a video sales presentation is a great way a sales rep to connect with their clients on a human level and showcase their expertise.
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Written by Lidia Vijga
Sharing an asynchronous video presentation before the discovery call will allow you to have a more natural conversation with the client.
Showcase your brand.
Create company profiles with custom banners and info-packages tailored to different industries.
Show your contact info easily accessible by your prospects and clients.
Add custom CTAs to drive prospects or clients to your calendar, sign up form, etc.
Collect feedback from prospects and clients. Feedback and reactions are not publicly visible.
Share any existing PDF presentations and documents.
Moreover, sharing a video sales presentation before the discovery call also allows for more efficient use of time on the call itself. As both parties will already have a good understanding of what’s being discussed. This will ensure that you spend more time engaging in a more natural conversation with your client.
If you are looking for a tool to quickly create video presentations, you should try DeckLinks. It allows inside sales teams to create video narrated sales presentations by simply video narrating an existing PDF slide deck or a powerpoint presentation. This asynchronous video presentation is then can be shared in a single trackable link.
A trackable sales presentation can help you sell better by allowing you to see how recipients interact with your content. This data can be used to improve the effectiveness of your slide deck, strategically prepare for an upcoming discovery call, identify the most engaged decision-maker, or get some sales presentation ideas. You will get access to very granular analytics, like open rate, time spent on each slide, clicks, downloads etc. This information can help you determine which topics, products or services are most interesting to your prospect or a client, and which parts of your presentation are most effective.
PDF Documents Tracking
Identify the most engaged viewers and understand how they interact with your PDF presentations and documents. Learn more.
For example, if you see that recipients are not viewing your entire presentation or skipping slides, you can change the order or reduce the number of your slides. You can also make your slide deck more visual or adjust your messaging to make your content more engaging.
By using a trackable video sales presentation, you can gain valuable insights that will help you sell more effectively. And the best part part? There’s a free plan!
In short, sharing video presentations before a discovery call is a good way to make sure that everyone is on the same page from the start. Win win for both sides!
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Written by Lidia Vijga
B2B sales presentation tips
#4: Don't underestimate the power of insight.
Gong Labs data show there is an 8% increase in close rates when the sales rep and the buyer curse on the sales calls, compared to nobody cursing at all 🤯.
When delivering your killer sales presentation, it’s important to start off with an insight that will grab your audience’s attention and set the tone for the rest of the presentation. This is one of the most popular sales presentation techniques employed by high-performing B2B sales professionals to pique their customers’ interest.
An insight is a piece of information that helps your audience see the pain point in a new light. It can be something as simple as an interesting statistic or a surprising fact. An insight could be something that challenges their assumptions, highlights a new trend in your industry or brings up an interesting case study.
Whatever you choose for your next sales presentation, make sure it’s something that will resonate with your audience and make them want to hear more. By sharing an insight that is relevant to your product or service, you can demonstrate your expertise and build trust with a prospective client.
Additionally, insight can help to clarify the benefits of your offering and make it more relatable to your audience. Once you have their attention, you can move on to the rest of your pitch deck.
So if you’re looking to give your next sales presentation a boost, be sure to include an insight or two. It could make all the difference in closing more deals.
B2B sales presentation tips
#5: Personalize your pitch to position yourself as an advisor.
When creating a B2B sales presentation, it is important to remember that no two clients are exactly alike, so a cookie-cutter approach is bound to fall flat. You can try to find sales presentation examples or sales presentation templates online to get some inspiration but you still need take the time to get to know your prospect and tailor your sales pitch accordingly.
While there are certain elements that a good sales presentation should have, such as an engaging opener and a clear call to action, the best sales decks are tailored to the specific needs of the client. What pain points are they trying to solve? What objectives do they hope to achieve? For example, if you know that your prospect expressed interest in saving money, you can focus on how your product can help them to reduce costs. By addressing these questions in your sales deck, you’ll be able to create a more meaningful connection with your prospect – and increase your chances of making a sale.
A generic slide presentation that doesn’t take into account the specific needs of the client is often met with resistance or indifference. On the other hand, a sales deck that is tailored to the client’s industry, company size, and specific pain points is much more likely to be well-received. Not only that but sales deck personalization can help to build rapport and trust, which are essential for making a successful sale.
It can be tempting to take shortcuts when preparing a sales presentation, but if you want to close the deal, personalization is key. Your prospect will appreciate the effort you put into understanding their business and crafting a sales deck that resonates with them. Furthermore, by putting extra effort and time into understanding the client’s business and challenges, you can position yourself as a valuable resource and advisor.
Positioning yourself as an advisor rather than a salesperson can be extremely effective. Businesses are always looking for ways to improve their RevOps and bottom line, so they’re always open to new ideas that can help them achieve their goals. As an advisor, you can provide them with insights and recommendations that will help them make the best decisions for their business. This sales presentation technique requires more initial investment than simply pitching a product, but it can be much more effective in the long run.
By positioning yourself as an advisor, you build trust and credibility with potential clients. This will make it much easier to close deals and build strong long-term relationships with clients.
B2B sales presentation tips
#6: Don't memorize your sales pitch, but practice it.
Pitching is an art form, one that takes practice to master. When you’re giving a sales presentation, it’s important to sound natural and confident, not like you’re reciting a script. If you memorize your sales pitch, you’ll sound robotic and unnatural, and you’re likely to forget key points or get tongue-tied if you get thrown off by a question. There’s a fine line between being prepared and sounding like you’re reading a script. However, that doesn’t mean you shouldn’t practice your pitch beforehand.
There are a few simple sales presentation tips that can help you hone your pitching skills. The key is to memorize the structure of your sales deck, not individual words or phrases. Try to memorize the key points you want to hit. You want to sound natural, more spontaneous, and confident, but you also don’t want to get tripped up on the details. Practice your next sales presentation until you know it inside and out, and can deliver your pitch smoothly and confidently. The more practice you get, the more comfortable you’ll feel when it comes time to give your pitch. This way, you’ll be able to deliver it in a conversational and engaging way, and you’ll be able to improvise if necessary.
So don’t try to memorize your sales pitch – instead, practice it until you have complete confidence in your ability to deliver it flawlessly. And if you do happen to forget something, don’t panic – just take a deep breath and move on. Your audience will appreciate your candor and professionalism!
Key takeaways
As you prepare to create your sales deck, keep in mind that your goal is to deliver value to your audience.
- Your sales deck should be designed to educate and inform your audience, not simply sell them your product or service.
- A good sales presentation is well-researched and relevant to your audience’s needs.
- In addition, it should be focused on delivering a clear and concise message.
- Tell a story but don’t turn it into a novel with a big reveal on the final slide.
- Share successful customer stories and social proof.
- Be ready to provide any relevant case studies.
- When delivering a sales presentation use simple language and avoid jargon, make it easy for prospects understand your sales pitch.
- Make sure to practice your elevator pitch and body language ahead of time so that you can deliver it with confidence.
- Finally, don’t forget to have a clear next step at the end of your sales deck!
Follow our sales presentation tips and tricks, you can be sure that your next sales presentation is engaging and informative and that it leaves a positive impression on your audience.
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FAQs
How to create the most engaging and impactful sales presentations?
Focus on showcasing the value proposition in a compelling story format focused on quantifiable customer benefits. Use data visualizations, relatable success stories, and relevant examples tailored to your audience’s specific needs and pain points. Make the presentation conversational with two-way dialogue.
How to develop sales presentations that drive results?
Thoroughly research your target audience and market. Establish credibility and build trust from the start. Highlight ROI, business outcomes and quantitative results. Acknowledge competitors proactively. Practice an authentic yet confident delivery. Always have a clear and actionable call to action.
What is an optimal length of a sales presentation?
Limit your core sales pitch to 10 minutes or less with 8-12 slides focused only on key points. Lead with the agenda and value proposition. Make the presentation scannable, conversational and interactive. End with a summary and call to action.
What types of visuals make the biggest impact on a sales presentation?
Effective visuals include charts demonstrating ROI, screenshots showing product capabilities, logos of current customers, data visualizations like graphs, relevant images reinforcing key points, short customer quotes and statistics.
How to craft impactful, memorable openings and closings for sales presentations?
Start strong by leading with an insightful statistic or compelling example tailored specifically to your audience. Wrap up by clearly stating next steps, contact info, and a specific call to action.
What common mistakes to avoid when delivering sales presentations to prospects?
Avoid rushing through your pitch, overloading slides with too much text, using complex industry jargon, focusing solely on product features rather than benefits, and sounding overly scripted or salesy.
How to make sales presentations interactive, conversational and engaging for prospects?
Pause frequently for questions and feedback. Invite audience participation. Leverage interactive product demos relevant to the prospect’s needs. Use thought-provoking prompts related to their business challenges.
How to practice and prepare before presenting a sales deck?
Memorize your sales pitch structure rather than a word-for-word script. Practice until your delivery is fluid, natural and authentic. Time yourself when practicing to perfect your pacing.
How important is the cover slide of a sales presentation?
Cover slide is often the first chance you have to make good first impression on the audience. Successful sales presentation cover slide should be attention-grabbing and should set the tone for the rest of the sales presentation. It should provide just enough information to pique client’s interest and get them curious.
What is the solution slide and why is it important?
Solution slide is the slide that outlines exactly how your product or service will solve the prospect’s pain points. It should be clear and concise. Most presentations start talking about the problem the client may be facing. Your client already knows about the pain point they are facing! This is the slide that outlines exactly how your product or service will solve the prospect’s pain points.
About the Author
Lidia Vijga is a seasoned professional with 10 years of first-hand experience in B2B sales and B2B marketing. She has a proven track record of driving growth for companies across various industries. Throughout her career, Lidia has led numerous successful sales campaigns and implemented innovative marketing strategies that have significantly increased revenue and reduced customer acquisition cost for her clients. Lidia regularly shares her insights and experiences on LinkedIn, webinars, and public speaking engagements. Lidia believes in the power of personal qualities such as kindness, empathy, and the willingness to understand others. She is committed to empowering client-facing teams with tools that enhance their talent instead of automating it, and she firmly believes that teams that show their human side grow companies much faster.
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