Gartner Research

Tech Go-to-Market: Top 10 Introductory Sales Presentation Mistakes and How to Avoid Them

Published: 20 September 2017

ID: G00340282

Analyst(s): Rob Addy

Summary

This research covers the top 10 mistakes and defines the objectives and use cases that introductory sales presentations should address. Technology business unit leaders seeking to increase win rates and reduce sales cycle times must avoid common errors and establish a "route to the purchase order."

Table Of Contents

Analysis

  • The Top 10 Introductory Sales Presentation Mistakes and How to Avoid Them
  • The Four Primary Objectives of the Introductory Sales Presentation and the Two Use Cases It Must Address
  • Why This Research Matters
  • Putting This Guidance Into Practice

Gartner Recommended Reading

©2020 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. and its affiliates. This publication may not be reproduced or distributed in any form without Gartner’s prior written permission. It consists of the opinions of Gartner’s research organization, which should not be construed as statements of fact. While the information contained in this publication has been obtained from sources believed to be reliable, Gartner disclaims all warranties as to the accuracy, completeness or adequacy of such information. Although Gartner research may address legal and financial issues, Gartner does not provide legal or investment advice and its research should not be construed or used as such. Your access and use of this publication are governed by Gartner’s Usage Policy. Gartner prides itself on its reputation for independence and objectivity. Its research is produced independently by its research organization without input or influence from any third party. For further information, see Guiding Principles on Independence and Objectivity.

Already have a Gartner Account?

Become a client

Learn how to access this content as a Gartner client.