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.
- 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
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.