• Comments: 8

Sales presentations are the cornerstone of many companies’ sales efforts, yet so often they aren’t given the time and attention they deserve. Thrown together at the last-minute, often your sales reps stand up in front of a sales presentation that's nothing more than a glorified page of notes. Read this article for everything you need to make the ultimate sales presentation.

  • Comments: 3

I spend a lot of my time with clients helping them to craft persuasive sales presentations. When I ask the right questions - and clients really think about the right answers - the process runs like a dream. Here are the top 10 questions to ask when you want to write a winning sales presentation.

Feb 2023
  • Comments: 8

The typical sales presentation is too long, too hard to follow, and all about "me". The introduction is all about "me" not "you". The audience don't know how to fit the information they are given to the wider structure. Benefits come right at the end, when everyone stopped listening already. Let’s turn this approach on its head with a more effective sales presentation outline.

Feb 2023

    Any one of these 13 sales messaging mistakes could be costing you money. From failing to find persuasive messaging, to telling your story in a boring way that makes prospects switch off, to arming sales people with the wrong sales tools - if you make these mistakes, your sales will suffer.

    Feb 2023

      Before sitting down to write a sales presentation, it’s first necessary to understand what kind of a change you want your prospects to make. To do this, you need to understand what they are doing now, and what you are asking them to do instead. With this understanding, you can set clear (and SMART) sales presentation objectives.

      Feb 2023

        Most of the time, an introduction doesn’t need a slide explaining who your company is, or who you are. The best way to build credibility isn't to talk about yourself for five minutes, but to talk about your prospect's challenges and concerns in an intelligent and insightful way. There are plenty of clueless salespeople from large companies, so being big isn't enough.

        Feb 2023
        • Comments: 2

        The opening is a great place to try to teach prospects how to see the world with your sales presentation. This article provides a template for your sales presentation opening, to help you display understanding and influence your prospect.

        Feb 2023

          For a sales tool to be effective, it needs to work for those expected to use it. This means that sales tools designed for a new sales team need to capture the sales pitch that the charismatic leader gives – but not to reply upon being a charismatic leader to work.

          Feb 2023
          • Comments: 3

          I spend a lot of my time with clients helping them to craft persuasive sales presentations. When I ask the right questions - and clients really think about the right answers - the process runs like a dream. Here are the top 10 questions to ask when you want to write a winning sales presentation.

          Feb 2023

            How do you identify, and then use, the key messages for your sales presentation? How do you get the right sales presentation messages? This post looks at how to make sure your sales messages are relevant, and differentiated.

            Feb 2023

              There are essentially two ways to write a value proposition for a sales presentation. The first is the top-down value proposition process, and the second is the bottom-up value proposition process. Either way, sales presentations ought to be structured around a clear value proposition statement so that they state how prospects benefit by choosing your solution.

              Feb 2023

                Most webinars are too long, and start to get boring in the middle. Don't just schedule an hour because everyone else does. Ask how long you actually need to get your point across. If it's any more than 30 minutes, think about how to raise attention levels during the event.

                Join the BrightCarbon mailing list for monthly invites and resources

                Tell me more!