This research covers the top 10 mistakes seen within introductory sales presentations. Tech CEOs seeking to increase win rates and reduce sales cycle times must avoid common errors and establish a “route to the purchase order” if they are to succeed.
- The Top 10 Introductory Sales Presentation Mistakes and How to Avoid Them
- 1. Inwardly Focused, Self-Indulgent and Self-Congratulatory Rhetoric
- 2. Inappropriate or Inadequate Use of Customer References or Poorly Positioned References
- 3. Showing Prospects Every Conceivable Option; Not Making a Definite Proposal; Not Having a Clear Idea of What You Want to Sell
- 4. Value Story Missing, Silly or Reliant Upon Tenuous and Unproven Assumptions; Failure to Connect the Dots and Make It Easy for Prospects to See the Value
- 5. Insufficient Characterization; Not Including Something for the Key Stakeholders to Emotionally Connect With
- 6. Overly Ambiguous Language and an Excessive Volume of Meaningless “Weasel” Words Without Any Form of Quantified Qualifier
- 7. Not Dealing With the “Do Nothing” Option; Failing to Derisk the Transition Activity
- 8. Lack of Evidence or Substantive Proof; Insufficient Volume of Credible Numbers or Data Points to Establish Context and Impact
- 9. Failure to Answer Questions Effectively/Convincingly
- 10. Overfocus on the Needs of the User to the Detriment of the Needs of the Customer
- 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
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