Gartner Research

First-Meeting Mistakes 21-30 and How Tech CEOs Can Improve Buying Group Context, Relevance and Resonance

Published: 04 September 2018

ID: G00365873

Analyst(s): Rob Addy , Dane Anderson

Summary

This research covers 10 more common introductory sales presentation mistakes that tech CEOs seeking to increase win rates and reduce sales cycle times must avoid to be successful. Presentation content won’t win deals on its own, but it certainly makes it harder to close business if it is ignored.

Table Of Contents

Analysis

  • Common Introductory Sales Presentation Mistakes 21-30 and How to Avoid Them
    • 21. Fading to Black; Lack of a Definite Ending, Focal Point and Rallying Cry/Call to Action
    • 22. Difficult to Read Copy; Overly Complex Language; Excessive Buzzword Quotient
    • 23. Springing the Assertion on the Audience at the End of the Presentation
    • 24. “Gilding the Lily”; Overstating the Case; Pushing the Limits of Plausibility
    • 25. “Frankenstein” Presentations That Are Assembled From the Body Parts of Different Corpses; Disjointed Content That Has Been Assembled Without Care
    • 26. Presenting a Binary Decision Point
    • 27. Trying to Cover Too Much Content in the Session or Not Having Enough Content
    • 28. Hiding Your Value in Plain Sight; Losing the Impactful in a Sea of Trivia; Having a Big List of Benefits When There’s Only One Benefit That Really Matters
    • 29. Disconnects Between the Delivered Content and the Provider’s Website; Contradictory Positions Across Various Interaction Points
    • 30. “Shooting Yourself in the Foot”; Telling the Audience Things That You Probably Shouldn’t
  • Why This Research Matters
  • Putting This Guidance Into Practice

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