Gartner Research

First-Meeting Mistakes 31-40 and How Tech CEOs Can Establish a Foundation and the Process Needed to Sell

Published: 04 September 2018

ID: G00365874

Analyst(s): Rob Addy

Summary

This research covers 10 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 design 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 31-40 and How to Avoid Them
    • 31. Negative Campaigning; Criticizing the Competition
    • 32. An Overfocus on Production Values to the Detriment of Content Development
    • 33. Poor Title Slides, Wasting the Opportunity to Influence and Engage
    • 34. Neglecting to Show Where You’re Going as Well as Where You Are Now; Lack of a Roadmap/Product Futures
    • 35. Too Much Filler/Padding; Slides Without Purpose
    • 36. Overambition, Positioning the Big-Picture Solution
    • 37. No Defined Objective or Purpose for the Meeting
    • 38. Omitting the Agenda
    • 39. Arbitrary Corporate Templates That Constrain the Creative and Promote Box-Filling Copy
    • 40. Stand-Alone Benefits Slides
  • Why This Research Matters
  • Putting This Guidance Into Practice

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