presentation sales strategies

7 Amazing Sales Presentation Examples (And How to Make Them Your Own)

7 Types of Slides to Include In Your Sales Presentation

Inside the mind of your prospect: change is hard, before-after-bridge: the only formula you need to create a persuasive sales presentation, facebook — how smiles and simplicity make you more memorable, contently — how to build a strong bridge, brick by brick, yesware — how to go above and beyond with your benefits, uber — how to cater your content for readers quick to scan, dealtap — how to use leading questions to your advantage, zuora — how to win over your prospects by feeding them dots, linkedin sales navigator — how to create excitement with color, how to make a sales pitch in 4 straightforward steps, 7 embarrassing pitfalls to avoid in your presentation, over to you.

A brilliant sales presentation has a number of things going for it.

Being product-centered isn’t one of them. Or simply focusing on your sales pitch won’t do the trick.

So what can you do to make your offer compelling?

From different types of slides to persuasive techniques and visuals, we’ve got you covered.

Below, we look at data-backed strategies, examples, and easy steps to build your own sales presentations in minutes.

• Title slide: Company name, topic, tagline
• The “Before” picture: No more than three slides with relevant statistics and graphics.
• The “After” picture: How life looks with your product. Use happy faces.
• Company introduction: Who you are and what you do (as it applies to them).
• The “Bridge” slide: Short outcome statements with icons in circles.
• Social proof slides: Customer logos with the mission statement on one slide. Pull quote on another.
• “We’re here for you” slide: Include a call-to-action and contact information.

Many sales presentations fall flat because they ignore this universal psychological bias: People overvalue the benefits of what they have over what they’re missing.

Harvard Business School professor John T. Gourville calls this the “ 9x Effect .” Left unchecked, it can be disastrous for your business.

According to Gourville, “It’s not enough for a new product simply to be better. Unless the gains far outweigh the losses, customers will not adopt it.”

The good news: You can influence how prospects perceive these gains and losses. One of the best ways to prove value is to contrast life before and after your product.

Luckily, there’s a three-step formula for that.

• Before → Here’s your world…
• After → Imagine what it would be like if…
• Bridge → Here’s how to get there.

Start with a vivid description of the pain, present an enviable world where that problem doesn’t exist, then explain how to get there using your tool.

It’s super simple, and it works for cold emails , drip campaigns , and sales discovery decks. Basically anywhere you need to get people excited about what you have to say.

In fact, a lot of companies are already using this formula to great success. The methods used in the sales presentation examples below will help you do the same.

We’re all drawn to happiness. A study at Harvard tells us that emotion is contagious .

You’ll notice that the “Before” (pre-Digital Age) pictures in Facebook’s slides all display neutral faces. But the cover slide that introduces Facebook and the “After” slides have smiling faces on them.

This is important. The placement of those graphics is an intentional persuasion technique.

Studies by psychologists show that we register smiles faster than any other expression. All it takes is 500 milliseconds (1/20th of a second). And when participants in a study were asked to recall expressions, they consistently remembered happy faces over neutral ones.

What to do about it : Add a happy stock photo to your intro and “After” slides, and keep people in “Before” slides to neutral expressions.

Here are some further techniques used during the sales presentation:

Tactic #1: Use Simple Graphics

Use simple graphics to convey meaning without text.

Example: Slide 2 is a picture of a consumer’s hand holding an iPhone — something we can all relate to.

Why It Works: Pictures are more effective than words — it’s called  Picture Superiority . In presentations, pictures help you create connections with your audience. Instead of spoon-feeding them everything word for word, you let them interpret. This builds trust.

Tactic #2: Use Icons

Use icons to show statistics you’re comparing instead of listing them out.

Example: Slide 18 uses people icons to emphasize how small 38 out of 100 people is compared to 89 out of 100.

Why It Works:  We process visuals 60,000 times faster than text.

Tactic #3: Include Statistics

Include statistics that tie real success to the benefits you mention.

Example: “71% lift driving visits to retailer title pages” (Slide 26).

Why It Works:  Precise details prove that you are telling the truth.

Just like how you can’t drive from Marin County to San Francisco without the Golden Gate, you can’t connect a “Before” to an “After” without a bridge.

Add the mission statement of your company — something Contently does from Slide 1 of their deck. Having a logo-filled Customers slide isn’t unusual for sales presentations, but Contently goes one step further by showing you exactly what they do for these companies.

They then drive home the Before-After-Bridge Formula further with case studies:

Before : Customer’s needs when they came on

After: What your company accomplished for them

Bridge : How they got there (specific actions and outcomes)

Here are some other tactics we pulled from the sales presentation:

Tactic #1: Use Graphics/Diagrams

Use graphics, Venn diagrams, and/or equations to drive home your “Before” picture.

Why It Works:  According to a Cornell study , graphs and equations have persuasive power. They “signal a scientific basis for claims, which grants them greater credibility.”

Tactic #2: Keep Slides That Have Bullets to a Minimum

Keep slides that have bullets to a minimum. No more than one in every five slides.

Why It Works:  According to an experiment by the International Journal of Business Communication , “Subjects exposed to a graphic representation paid significantly more attention to , agreed more with, and better recalled the strategy than did subjects who saw a (textually identical) bulleted list.”

Tactic #3: Use Visual Examples

Follow up your descriptions with visual examples.

Example: After stating “15000+ vetted, ready to work journalists searchable by location, topical experience, and social media influence” on Slide 8, Contently shows what this looks like firsthand on slides 9 and 10.

Why It Works:  The same reason why prospects clamor for demos and car buyers ask for test drives. You’re never truly convinced until you see something for yourself.

Which is more effective for you?

This statement — “On average, Yesware customers save ten hours per week” — or this image:

The graphic shows you what that 10 hours looks like for prospects vs. customers. It also calls out a pain that the product removes: data entry.

Visuals are more effective every time. They fuel retention of a presentation from 10% to 65% .

But it’s not as easy as just including a graphic. You need to keep the design clean.

Can you feel it?

Clutter provokes anxiety and stress because it bombards our minds with excessive visual stimuli, causing our senses to work overtime on stimuli that aren’t important.

Here’s a tip from Yesware’s Graphic Designer, Ginelle DeAntonis:

“Customer logos won’t all necessarily have the same dimensions, but keep them the same size visually so that they all have the same importance. You should also disperse colors throughout, so that you don’t for example end up with a bunch of blue logos next to each other. Organize them in a way that’s easy for the eye, because in the end it’s a lot of information at once.”

Here are more tactics to inspire sales presentation ideas:

Tactic #1: Personalize Your Final Slide

Personalize your final slide with your contact information and a headline that drives emotion.

Example: Our Mid-Market Team Lead Kyle includes his phone number and email address with “We’re Here For You”

Why It Works: These small details show your audience that:

• This is about giving them the end picture, not making a sale
• The end of the presentation doesn’t mean the end of the conversation
• Questions are welcomed

Tactic #2: Pair Outcome Statements With Icons in Circles

Example: Slide 4 does this with seven different “After” outcomes.

Why It Works:  We already know why pictures work, but circles have power , too. They imply completeness, infiniteness, and harmony.

Tactic #3: Include Specific Success Metrics

Don’t just list who you work with; include specific success metrics that hit home what you’ve done for them.

Example: 35% New Business Growth for Boomtrain; 30% Higher Reply Rates for Dyn.

Why It Works:  Social proof drives action. It’s why we wait in lines at restaurants and put ourselves on waitlists for sold-out items.

People can only focus for eight seconds at a time. (Sadly, goldfish have one second on us.)

This means you need to cut to the chase fast.

Uber’s headlines in Slides 2-9 tailor the “After” picture to specific pain points. As a result, there’s no need to explicitly state a “Before.”

Slides 11-13 then continue touching on “Before” problems tangentially with customer quotes:

So instead of self-touting benefits, the brand steps aside to let consumers hear from their peers — something that sways 92% of consumers .

Leading questions may be banned from the courtroom, but they aren’t in the boardroom.

DealTap’s slides ask viewers to choose between two scenarios over and over. Each has an obvious winner:

Ever heard of the Focusing Effect?

It’s part of what makes us tick as humans and what makes this design move effective. We focus on one thing and then ignore the rest. Here, DealTap puts the magnifying glass on paperwork vs. automated transactions.

Easy choice.

Sure, DealTap’s platform might have complexities that rival paperwork, but we don’t think about that. We’re looking at the pile of work one the left and the simpler, single interface on the right.

Here are some other tactics to use in your own sales presentation:

Tactic #1: Tell a Story

Tell a story that flows from one slide to the next.

Example: Here’s the story DealTap tells from slides 4 to 8: “Transactions are complicated” → “Expectations on all sides” → “Too many disconnected tools” → “Slow and error prone process” → “However, there’s an opportunity.

Why It Works:   Storytelling in sales with a clear beginning and end (or in this case, a “Before” and “After”) trigger a trust hormone called Oxytocin.

Tactic #2: This vs. That

If it’s hard to separate out one “Before” and “After” vision with your product or service because you offer many dissimilar benefits, consider a “This vs. That” theme for each.

Why It Works:  It breaks up your points into simple decisions and sets you up to win emotional reactions from your audience with stock photos.

Remember how satisfying it was to play connect the dots? Forming a bigger picture out of disconnected circles.

That’s what you need to make your audience do.

Zuora tells a story by:

• Laying out the reality (the “Before” part of the Before-After-Bridge formula).
• Asking you a question that you want to answer (the “After”)
• Giving you hints to help you connect the dots
• Showing you the common thread (the “Bridge”)

You can achieve this by founding your sales presentation on your audience’s intuitions. Set them up with the closely-set “dots,” then let them make the connection.

Here are more tactical sales presentation ideas to steal for your own use:

Tactic #1: Use Logos and Testimonials

Use logos and  testimonial pull-quotes for your highest-profile customers to strengthen your sales presentation.

Example: Slides 21 to 23 include customer quotes from Schneider Electric, Financial Times, and Box.

Why It Works: It’s called  social proof . Prospects value other people’s opinions and trust reputable sources more than you.

Tactic #2: Include White Space

Pad your images with white space.

Example: Slide 17 includes two simple graphics on a white background to drive home an important concept.

Why It Works:  White space creates separation, balance, and attracts the audience’s eyes to the main focus: your image.

Tactic #3: Incorporate Hard Data

Incorporate hard data with a memorable background to make your data stand out.

Example: Slide 5 includes statistics with a backdrop that stands out. The number and exciting title (‘A Global Phenomenon’) are the main focuses of the slide.

Why It Works:  Vivid backdrops are proven to be memorable and help your audience take away important numbers or data.

Psychology tells us that seeing colors can set our mood .

The color red is proven to increase the pulse and heart rate. Beyond that, it’s associated with being active, aggressive, and outspoken. LinkedIn Sales Navigator uses red on slides to draw attention to main points:

You can use hues in your own slides to guide your audience’s emotions. Green gives peace; grey adds a sense of calm; blue breeds trust. See more here .

Tip: You can grab free photos from Creative Commons and then set them to black & white and add a colored filter on top using a (also free) tool like Canva . Here’s the sizing for your image:

Caveat: Check with your marketing team first to see if you have a specific color palette or brand guidelines to follow.

Here are some other takeaways from LinkedIn’s sales presentation:

Tactic #1: Include a CTA on Final Slide

Include one clear call-to-action on your final slide.

Example: Slide 9 has a “Learn More” CTA button.

Why It Works:  According to the Paradox of Choice , the more options you give, the less likely they are to act.

Step One : Ask marketing for your company’s style guide (color, logo, and font style).

Step Two: Answer these questions to outline the “Before → After → Bridge” formula for your sales pitch :

• What are your ICP’s pain points?
• What end picture resonates with them?
• How does your company come into play?

Step Three: Ask account management/marketing which customers you can mention in your slides (plus where to access any case studies for pull quotes).

Step Four:  Download photos from Creative Commons . Remember: Graphics > Text. Use Canva to edit on your own — free and fast.

What are the sales presentation strategies that work best for your industry and customers? Tweet us:  @Yesware .

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23 Foolproof Sales Presentation Tips to Help You Close More Deals

Table of contents

Are you intimidated by sales presentations and not sure how to best prepare for them?

Should you talk formally or informally? Should you talk about your product, or not talk about your product at all? What are the best practices to ensure every sales presentation results in, well, sales?

You’re not alone. 

Nearly 57% of B2B prospects and customers feel that their sales teams are not prepared for the first meeting.

While sales presentations can seem intimidating the first few times you participate in them, once you get the hang of them and create an efficient, thorough process, you’ll be able to glide through them a lot easier and a lot more successfully.

In this guide, we’re going to discuss,

• What is a sales presentation?
• 6 types of sales pitches and presentations.
• What should be included in a sales presentation?
• 23 sales presentations tips to help you close more deals

So let’s dive right in.

What is a Sales Presentation?

A sales presentation is similar to an in-depth sales pitch where companies promote a product\service they’re trying to sell to potential clients.

However, it’s usually more complicated and comprehensive than a regular sales pitch. There are multiple PowerPoint presentations involved , meetings, and lots of prior prep time to ensure you’re hitting all the right persuasion notes. 

Related : 12 Most Helpful Sales Report Templates for Teams

6 Types of Sales Pitches and Presentations

Contrary to popular opinion, a full sales presentation is not always necessary or even appropriate. Different situations call for different types of sales presentations and different approaches to selling your product\service.

There are several important sales presentations and pitches that all sales representatives and companies should be well versed in. Let’s take a closer look.

• The one-word pitch
• The social media pitch
• The elevator pitch
• A full-blown sales presentation
• Written sales presentations

Related : 42 Free Sales Dashboard Templates For Tracking & Improving Sales Performance

The One Word Pitch 

Can you boil down your brand’s value proposition to one word? Just like Google’s one word is ‘Search’ and Barack Obama’s was ‘Hope’, what’s your brand’s one-word pitch?

The Social Media Pitch

Sales reps using social selling are 50% more likely to meet or exceed their sales quota. 

With over 3.5 billion social media users worldwide, companies need to have a concrete, pithy sales pitch for their social media profiles. One that not only instantly tells your social media followers and potential customers what your brand is all about but can also withstand the test of ever-changing algorithms. 

An elevator pitch is a quick speech that instantly tells your potential clients what your brand’s all about and what solutions you offer.

It works especially well when you’re not formally trying to close deals, such as during networking events and similar functions. It can also be used during cold calls. 

A Full-Blown Sales Presentation

A full sales presentation usually happens in a meeting room with 1 or several clients and includes PowerPoint presentations slides , sales decks, handouts, and a fully prepped team. It also requires a value-heavy pitch, solutions your company is offering, and so on. 

Written Sales Presentations

68% of B2B businesses use landing pages to garner a new sales lead for future conversion. 

Written sales presentations, like landing pages, are getting really popular in this digital-first world. A high-converting written sales presentation usually starts with addressing the problem and presenting its solution, and outlining the benefits of the brand’s product\service. And the best sales pages have several complimentary graphics accompanying the text, as well. 

Webinars are sales presentations conducted via the internet. Usually conducted in real-time, it gives interested prospects the opportunity to get their questions answered on the spot, and similarly, it helps brands persuade prospects to convert.

What Should Be Included In a Sales Presentation?

An effective sales presentation should focus more on the benefits and solutions it offers, instead of its product\service’s features. 

After all, 88% of executive buyers want a conversation, not a presentation

Your sales presentations should also consist of:

• Testimonials from previous clients and customers
• Data, like graphs, charts, quotes, backing up your claims
• Customized content targeted to your prospective client
• A call to action, which usually includes next steps for the clients

Related : SMART Sales Goal Examples from 30+ Sales Professionals

23 Sales Presentation Tips to Help You Close More Deals

Now we’re on the most exciting part – tips and tricks to close more sales deals. To help you ace your next sales presentations, we asked 42 sales pro their best sales presentation tips. 

And here’s what they said.

Express your interest in working together

• Give hard copies of the sales presentation 

Leverage stories

Encourage questions, highlight case studies, make data a part of your presentation, outline your value proposition, follow up with your prospect, prepare yourself and your team, highlight client’s goals.

• Incorporate videos

Drive the no’s

• Don’t hard sell

Prime your prospects before selling

Solve your prospects problems, wear your confidence.

• Personalize it for your client

Know their competitors

Keep it succinct.

• Make it conversational
• Sell your brand, not your product

Demonstrate your product\service

End with a clear cta.

Related : The 37 Sales KPIs Every Sales Leader Should Be Measuring

PRO TIP: How to Set SMART Goals for Your Sales Team’s Performance

To decide which goals meet the SMART criteria, sales managers need to look at sales analytics for their teams and monitor sales KPIs, for example:

• Average Time to Close Deal
• New Deals Amount
• Number of Customers
• Average Revenue per New Customer

Based on these metrics, and in light of other revenue-based and activity-based goals, you can identify and set desired goals for future performance, but how to get this information?

Now you can benefit from the experience of our sales experts, who have put together a great Databox template showing an overview of your sales team’s performance. It’s simple to implement and start using as a standalone dashboard or in sales reports, and best of all, it’s free!

You can easily set it up in just a few clicks – no coding required.

To set up this Sales Analytics Overview Dashboard , follow these 3 simple steps:

Step 1: Get the template 

Step 2: Connect your HubSpot account with Databox. 

Step 3: Watch your dashboard populate in seconds.

“Too often we just assume that, of course, the leads or prospects we’re reaching out to, or following up with, know that of course, we want their business. 

We don’t explicitly tell them, though, and that can be a very powerful thing to do. Something as simple as: ‘I’m really hoping to have the opportunity to work with you ,’ can make a big difference. It’s worked for me!” Explains Linda Pophal of Strategic Communications .

Give hard copies of the sales presentation

Dustin Singer of Dustin Buys Houses shares, “One of our most effective sales presentation techniques for increasing conversions is on top of giving an excellent presentation, we leave the client with a print presentation. This presentation goes into detail about who we are, what we do, how we can help them, the steps and process of working with us, and what next steps would be if they decide to work with us. 

This also includes their offer price, and terms and details of the proposed contract along with all of our contact information. It allows us to leave our sales presentation with them, so if they don’t convert over the initial meeting, we impress them with important information for the client to refer to as we work them through the sales funnel. 

We’ve received feedback about how our print presentations presented us as more professional than our competitors, and they felt more comfortable with working with us because of it.”

You can also turn that hard copy into an engagement exercise for your prospects. 

As Jeff Brandeis of Brandeis Training Solutions explains, “When presenting remotely, we typically provide a PDF that has incomplete sentences. We encourage people to fill in the blanks. People remember things when they write things down. Providing them a template to fill in separates our presentation from others.”

“Tell a story. No one wants to listen to stats on every slide. And your prospects can see right through your ‘visualize success’ ideas.

Instead, include a narrative with characters, setting, and plot. Make sure your prospects can empathize with the character. THEY need to be the hero—not you.” Says TJ Kelly of FreeDrumlineBeats.com .

Bradley Keys of PatchMD explains why stories work so well. “Stories give us an emotional connection, and it will be more effective if it is relatable to their situation. Share stories about how your products worked successfully for your clients. It is one of the leading sales strategies to help you improve your presentation and close deals. Statistics are useful, but make sure that it is not overwhelming – they are easily forgotten. Learn to play emotions when presenting as it helps to become more personal.” Shares Keys.

Nathan Binford of MarketChorus explains the benefits of using The Challenger Sale, a sales presentation methodology based on selling through constructive tension. 

“Learn and use a sales presentation methodology like The Challenger Sale to craft a compelling narrative every time you build a pitch. I’m a big fan of The Challenger Sale specifically because it forces you to ‘walk in your prospect’s shoes’ and emphasizes the importance of shocking your audience out of status quo thinking and into a receptive state.” Says Binford.

Luke Smith of We Buy Property In Kentucky recommends, “After your presentation, allow questions to be asked. As the customer or client gets the answers that meet their needs (for us – they layout terms they need for us to buy their house), I will say, “It sounds like we have a rough outline for a deal. What would you like to happen now?”

More often than not, they ask me about signing a contract to get everything started. This has allowed me to close numerous deals without the awkward transition to the close. The buyer is closing me rather than me pulling them to the closing table.”

The best way to encourage questions is by adopting the 60-second rule.

“To be more effective during a sales presentation, you must consider this — the 60-second rule. It’s simple; all you have to do is NEVER speak without entertaining questions or interruption for more than a minute.

Ditch your monologue and stop bombarding your audience with information. If you have been talking for more than 60 seconds without any interruption, it is most likely that your audience is no longer interested.

Keep in mind to engage with your audience throughout your presentation. Try to incorporate open-ended questions within your presentation to keep it conversational.

It’s easy to keep talking but always pay close attention to when to stop. By following this tip, you will increase your chances of securing deals.” Explains Dan Nolan of Camping Console .

“Drown your prospect in successful case studies for businesses like theirs. That’s my number one sales presentation tactic. It should be so obvious that you’ve done the work before, you’ve transformed situations from bad to great, and you’re certain you can do the same for them if they buy. 

For example, if you’re a B2B sales organization with a software company on the call, show them three case studies of the work you’ve done for other software companies. By doing you, their confidence rises and the doubt. that so often stops a sale, goes away.” Shares Brian Robben of Robben Media .

Brandon Amoroso of electrIQ marketing shares his experience of closing sales deals by highlighting success stories. Amoroso says, “Demonstrating our success rate at the end of a presentation through different case studies has helped our company demonstrate our knowledge in the marketing field.

We showcase studies that resemble the potential client and show them some of the ways we will carry out duties if they choose to partner with us. In doing this, we reassure them that they will be diligent with our time, communicate with them constantly, and work towards getting similar or greater results than those shown in the case study.”

Catriona Jasica of Top Vouchers Code agrees and believes success stories are essential to closing deals. 

“It takes real skills for the salespeople to be efficient enough and close a deal through their presentation. One of them is sticking to your success stories.

Sharing the statistics is surely vital to show your company’s growth, but your attendees are most likely to forget those figures. What will stick to their minds are the success stories you share in the presentation.

Let them know about your product and how it has worked wonders for your company and helped it flourish. Think of a compelling story, present it, and build an emotional connection with the clients. This undoubtedly helps you outstandingly to close the deal in the end.” Says Jasica.

Growth Hackers ’ Jonathan Aufray agrees and adds, “To increase your probability of closing a deal, you want to show your prospect how your solution helped similar people/companies in their industry. Showing them a case study on what you implemented, achieved, and accomplished for another client is definitely one of the best sales presentation techniques out there.”

David Garcia of ScoutLogic believes data is as important as success stories to seal the deal. “The most effective sales presentation technique that increases your chances of closing a deal is a quantitative analysis demonstrating the economic benefits of your solution. If you are running an enterprise sales cycle, by that point, you should understand the client’s pain points, the client’s personal win, and should be able to articulate the unique economic value only your solution will bring.” 

Trenton Erker of Clarity Online advises sales presenters to “Know the numbers in your industry and theirs. It’s compelling, authoritative, and adds to your charisma, your product/service, your company, your industry, everything. People trust industry authorities. They’ll also know you care.”

Susanne Pope of Whiterock Locators agrees with the two and says, “Including succinct and relevant data to drive your point across is one of the most effective presentation techniques that will increase your probability of closing a deal.

Anyone can make bold claims, but having the data to back up those claims will drive the nail in the coffin, so to speak. It’s also important that the data you’re presenting is clearly communicated in its relevance to the goods/services you’re pitching.

If you have data that the audience cannot make sense of, your odds of closing lessen. You also want to ensure you don’t overload your audience with data. The most critical data sets will do, but always be prepared to present more data should someone in the audience ask for it.”

Greg Taft, a Realtor , shares, “I would say the one item that gets me the most traction both from my pitch books from my private equity career and in my listing presentations to clients selling their homes is a strong value proposition.

The value proposition needs to be tangible and measurable. It is hard to put a number on intellectual property or intangible assets, but you have to. As an example, you can talk to a home seller about selling their home, but why are you the right agent for them?

You have to show that you are better than average, whether that be your homes are selling for more than they are worth, or your full marketing package is selling homes x days faster, etc. If you are just average, they will just shop for the cheapest rather than the most value.”

“Fundamentals win championships, and the same goes for sales professionals when they’re working to gain a new client. If there was one piece of advice I’d bestow upon someone new to the sales profession, it would be to follow up with your prospect . 

48% of salespeople never follow up with a prospect. Only 25% of salespeople make a second contact. Those alarming numbers, especially considering that 80% of sales are made between the fifth to twelfth contact. So if there was one technique that will increase your close rate on a macro scale, it would have to be to follow up with your prospect.” Explains Evan Donahue of JMJ Phillip .

Related : 36 Practical Tips for Writing A Great Sales Follow Up Email

When asked the most important sales presentation tip that helps close more deals, Nathan Bliss of Kinsta says,

“Prepare. There is no replacement for being prepared to go into a discovery or demo call. Know all that you can about that potential customer and their business. Make some assumptions about what you think might be important to them based on your experience, but test those assumptions with effective questioning while you are on the call.”

“I always state the potential client’s goals before I go into anything. They’ve told me what they want to achieve in a pre-call, but I reiterate that in my words, while I also hint at how we’ll get there by way of our services. Then I ask them, ‘Are we in agreement?’

If we don’t establish that agreement before I start the rest of the presentation, we can run into many swings and misses during the rest of the presentation.

That question helps me understand that my pitch is spot on, or tells me if I need to pivot some of my discussion points or commentary that are coming in the next several slides.” Shares Tracy Beach of Portent .

Incorporate videos 

“One unique and effective technique I use to help me close more deals is creating asynchronous video content, also known as recorded video, video messages, screen shares, or video voicemail.

By using a free screen-share or recording tool like Vidyard, you can turn your bland ol’ slide presentation into an interactive video that explains all the details that the recipient needs to hear.

Instead of the old methods of sharing PDF’s and hoping your customer champion will sell your pitch internally (which can become a risky game of telephone), instead, turn that PDF or presentation into an interactive video and send it via email (or any other channel) to your recipient.

This ensures that your message is heard the way you intended it to be heard. It also gives the recipient a simple way to float the video around to the decision-makers within their organization so they can get buy-in to push deals across the line. Think about using asynchronous videos to explain proposals, quotes, customer stories, demos, etc. Video works!” Says Jacob Fernandes of Vidyard .

Deepak Shukla of Pearl Lemon Sales agrees and adds, “A growing trend in sales and marketing is Explanation Videos. Expounding on your product’s value in a down-to-earth, relatable way helps build personal connections with potential clients.

It also prevents user bounce rates and increases your SEO ranking – meaning your client finds you easier and is more likely to stay on your page. All of these things contribute to vastly improving your chances of closing that sale!”

“I have found asking questions to drive the ‘No’ instead of the ‘Yes’ leads to more sales. By asking questions, the prospect has to answer ‘No’ opens up the door to get the ‘Yes’ at the close.

The ‘No’ questions are designed to get the prospect to tell you where they are coming up short or items they are missing. Asking these questions and actually listening will give you the upper hand when going through your sales conversation by letting you know their pain points without asking the standard ‘Yes’ questions.

So switch the way you direct your conversations from the ‘Yes’ questions to the ‘No’ questions, and you will see more success at the closing.” Explains Eric Bergman of Serendipit Consulting

Don’t hard-sell

Boxroom Office ’s Neil Roach believes that hard selling never works in a sales presentation. 

Roach says, “People know when they’re being sold to. Instead, your focus should be on solving whatever problem that person has and the most affordable way for them.

Far too many salespeople are trained to go in hard and basically talk the prospect into submission.

That approach shows a lack of finesse and a real lack of understanding of human psychology. Basically, it’s the path to most resistance, by its very nature.

The salespeople I’ve trained always focus on what the customer needs but rarely what the customer wants. If, for example, a customer wants a $1,000 smartphone, you should ask them what they need it for? If it’s “…just for calls and texts,” guide them to something more affordable.

That will cause one of two outcomes.

• 1. The customer will either buy the $1,000 phone on the spot because they know you’re not trying to strongarm them.
• 2. They’ll buy the cheaper phone, but tell everyone they meet how helpful you were and didn’t try to push the sale on them.

Either way, your business, and your reputation, and your sales figures will benefit.”

Lauren Shroll of Outside The Box opines, “When you work from specific questions and comments that put pressure on that meeting to convert, your leads who are not specifically in that small percentage of users ready to convert at the time of the call, are going to be turned off to a conversation that is already primed for someone who wants to buy.

Your ideal sales conversation should prime the user to buy, both at the time of the call and in future retargeting, by including invitations.

This means that you are inviting the user to share their concerns, preview the product, opt-in to email updates, and effectively gear the user to feel that it’s a perfect fit for their specific needs.

This is the case even if they are converting in the next 12-24 months. Your conversation should aim to make the user feel that they are comfortable making a purchase decision, but not necessarily focused on the present moment.”

And did this strategy work for her? 

Shroll shares her experience and adds, “Using this approach has helped massively with one of the software companies I work alongside.

Even in the midst of a pandemic, we have enrolled three major clients in a program that equated to several hundred users.

The reason? We primed the sales call toward “continuing the conversation” to fit our leads at any stage of their buying journey.

A conversation that started as a sales call twelve months ago turned into a neatly closed deal in the most uncertain of times to achieve an amazing return on investment.

If you do include a quote in your story, please let me know when it’s published so that I can promote it across social media channels.”

“The most effective sales presentations that help us close deals all follow one formula: Educate the prospect on a pain that they have, leverage data that is unique to them to support the pain point, then solve the problem.

If you are using a sales deck, it should follow this framework without talking about your own product until the solution section.

If you are doing a live demo, you should break this same approach into sections based on the solution you are providing.

And every solution should first be teed up by education, specific pain for the client, then solution.

Following the formula in every presentation is the key to closing.” Says Zach Rego of Unstack .

Samantha Kohn of AutoVerify recommends taking a customer-in approach in your sales presentations. “You can increase your probability of closing a deal by taking a customer-in approach (rather than a product-out approach) in your sales presentations.

Instead of starting by explaining how great your product is, consider beginning with a discussion of the pain-points your customers are trying to solve.”

Osiris Parikh of Lilius says one of the most important sales techniques is to tailor solutions to the needs of a prospective client. Parikh explains, “Asking questions and showing genuine interest in helping them, rather than seeming like a robot reading from a script, allows for greater rapport and ultimately better solutions aligned to their situation. The chances of a sale only increase from there.”

Lynell Ross of Education Advocates agrees with them and gives some practical tips. “Stress how your product or service will make your customer’s life easier.

Most customers are stressed out and have a million things on their plate. Just as important as the money they’ll save by going with you or the upgrade in quality they’ll achieve is the ease with which they’ll do it.

Even if not relevant to your product or service’s substantive qualities, stress the importance of how your company or service will remove work and time from the customer’s plate, streamline their processes, and make them more efficient.

Reference the type of lift similarly positioned customers have experienced, and use data for that where available.”

“When presenting pitches to potential clients, confidence is everything because you are what you’re selling. How you handle yourself is as important as the presentation itself.” Says Jolene Caufield of Healthy Howard .

And the best way to do that is by showing your stuff. 

Adam Smartschan of Altitude Marketing explains, “Do your research and present it in an attractive fashion. The more you show you know your stuff, the more a prospect will be willing to work with you.

Don’t just tell them their competitors are doing it better. Show them what their competitors are doing, and explain why – then tell them how you’ll help them win.”

Richard Latimer of Veritas Homebuyers explains what works best for him in sales presentations. “The best presentation technique that I employ frequently is physical cues. This includes my posture, use of hands, eye contact, and tone of voice.

Having an upright yet relaxed posture helps make your counterpart feel at ease, using your hands helps illustrate your meanings, eye contact promotes trust, and your tone of voice should guide your counterpart through the presentation.” Shares Latimer.

Paige Arnof-Fenn of Mavens & Moguls also shares her experience and says, “Before a sales pitch I always take a few deep breaths and remind myself I know this topic well, I try to make eye contact with at least a few people in the room as I speak and share stories from my experience to make my points.

I also try to smile a lot. That usually helps me relax and get started, and once I start talking, I am usually good to go.

I have presented successfully virtually, too, via video, online, and phone. With social distancing video presentations are a popular reality now and should be treated just as important as face to face meetings.”

Personalize it for the client

“One important tip is to personalize your sales presentation for your customer.

Most presentations are all about the company presenting them, which is quite backward since the prospect really doesn’t care about you (sorry). They care about their business and their own goals.

In some cases, your audience will connect the dots between the solution you offer and the problems they have, but it’s much more effective to do your research ahead of time and connect those dots between your customer’s unique problem and your proposed solution inside of the presentation.” Recommends Spencer Smith of IRC Sales Solutions .

Syed Irfan Ajmal who is a Growth Marketing Consultant at Physicians Thrive , says personalization of any sales presentation is actually easier than it looks. 

He shared a sales presentation example that helped him to win a 5-figure marketing contract. He shares the following:

• “1. Provide a forecast (traffic, leads, revenue) based on existing keyword rankings data of the client.

This visual example shows how the client stands to earn $49K to $99K per month by applying only 2 simple SEO/Content-Marketing strategies. 

• 2. Provide a comparison (in simple tabular format) of the client with the top 3-5 of their key competitors.
• 3. Provide specific content ideas (personalized for the client’s niche) that they can employ to attract more backlinks.

This visual example shows the specific ideas meant for a company working in the Household Industry. ”

Knowing your client’s competitors, what’s working for them and what’s not can easily make or break your sales pitch. 

Lenny Liebmann says, “I do research on my prospective client’s competitors. I make sure to include a passing reference to one or more of those competitors in my press. That way, the client gets the sense that I really understand their market and their challenges — as opposed to just peddling them something based on some sort of questionably universal value proposition.”

Digital Debut ’s Deniz Doganay also recommends keeping a close eye on your prospect’s competitors. “Actually, take the time to look at leading competitors of your potential client and point out the things they are doing well and what you plan to do to best them. Be very transparent in your company processes and policies as well, so the client knows exactly what to expect when entering an agreement with you.” Advises Doganay.

Mike Charles of Lookout Lofts believes short and to-the-point presentations are always better. “The 9-minute rule! Keeping your presentation to 9 minutes or less is a great rule of thumb to follow for keeping your audience engaged. If you are using slides, do not spend more than 2-3 minutes on each slide. This number is based on research that has shown audiences start to lose their attention around minute 11.”

Make it conversational 

Edwin Rubio of Vapor Empire says, “The more conversational of a pitch, the less of a sales presentation it will feel like. Everything will come more naturally by having an open dialogue because you are building the trust and rapport that many need to feel engaged and comfortable with making a purchase.” 

Melanie Musson of CarInsuranceCompanies.net agrees with Rubio and adds, “Think about the presentation as a conversation. Keep the client engaged and actively involved in the dialogue. If you do the presentation as a monologue, you’ll risk losing their attention.”

Sell your brand, not just the product

“I could write paragraphs about this. I witnessed first-hand how a sales process when well executed, will allow you to position a very normal product as the best in class. It’s all in selling on the brand and the solution.

Presentations that focus on the features and what features will do to you are losing presentations, in my opinion.

In our internal training process, we have a whole day about ‘Establishing Mastery’. Sales peeps and engineers have to establish mastery right after positioning the brand. You position the brand by talking about your internal values, how you run your business, what your vision is. And yes, this is no BS cause what you’re doing here is establishing trust with the company in front of you that you will be able to solve any problem that arises just because you are running a good business.

And that’s the key; customers should be buying the brand and not the product. First-hand. Now, of course, your product should be a real, reliable, and sustainable product that lives up to the expectations.

Once trust in the brand is established, then you dive into establishing mastery by showcasing that you know the ins and outs of the industry you are solving problems for, you understand actual use cases.

Always pull examples about current clients you have that are similar to the prospects you’re speaking to. This helps with social proofing as well as indicating to the prospect that you’ve been there, done that.” Explains Bob Sabra of Hovi .

Quincy Smith of Mira advises businesses always to show how their product\service works during a presentation to close more deals. 

“I’ve had great success by demonstrating the tools we use to complete whatever project it is we’re pitching. For example, when we show clients SEO tools and how we actually have search data on what terms they could be targeting, most of them have no idea that type of information was out there!

Experience and reputation will get you pretty far, but if you can give a little over-the-shoulder look at how you will perform your job, then you can really stand out!” Says Smith.

Alexandra Zamolo of Beekeeper believes the same and adds, “It’s always best to showcase exactly how the product or software will actually work in the exact manner in which the potential customer intends to make use of it. While most examples are great to illustrate features, a demo with more customization to the user’s exact needs will always provide better results.”

And don’t waste all your hard work by not having a clear, targeted Call to Action at the end of your presentation. 

“Every presentation or post should end with a ‘Call to Action’. The action could be anything from scheduling a meeting to submitting a query/feedback or anything else you feel is appropriate. It is important because, after the sales presentation, people are influenced. So before giving them some more time to think, it is better to involve them in some action!” Explains Adam Rowles of Inbound Marketing Agency .

Wrapping up

Sales presentations are an essential part of scaling your business. There’s no escaping them. So embrace them and try to incorporate all these tips into your next sales presentations.

As Mudassir Ahmed of Blogging Explained sums up all of them and says, “Spend less time talking about your company profile. And talk about R.O.I, how your prospect will see a return on their investment with your deal. But don’t go way deeper, awakening their logical nerves by which critical debates could happen.

Give a glimpse and value touch by adding your customers’ success stories or even case studies. You make sure to get the prospect to see himself/herself in your story and talk about the value they would get. That’s probably called human-centric marketing, where you invoke prospects’ senses with an emotion.

It also helps budget-hesitant prospects to get clear insights about their investment and ROI and make a positive decision about the deal.

Do your research and be ready to impress the prospect with this factor. The key is to be conversational rather than presentational.”

Maham S. Chappal is a content writer for SaaS and marketing brands in B2B. She’s been published in several leading publications including Social Media Examiner. She loves writing in-depth, research-backed content that drives traffic, increases brand awareness, and boosts ROI. When she’s not writing, you’ll find her engrossed in the latest John Grisham novel. You can find her on LinkedIn or on mahamschappal.com

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The Most Effective Sales Presentation Tips & Techniques

Selling is difficult, but sales presentations can help. This article demystifies the art of creating a winning sales presentation that connects with your customers and increases your revenue.

Dag Hendrik Lerdal

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Selling is difficult, but one of the most effective tools sales reps have in their back pocket is the sales presentation. When done right, it’s the key to landing more deals and generating higher revenue for your business. 

However, it takes more than throwing together a couple of PowerPoint slides and calling it a day. It requires compelling content and engaging delivery to close the deal. 

In this article, we will demystify the art of creating a winning sales presentation that connects with your customers and ultimately drives more sales. 

Understanding Sales Presentations

Before we get into what makes a sales presentation “good,” let’s first make sure we’re on the same page about what a sales presentation is. At its core, a sales presentation is a meeting between your sales team and the key stakeholders of your target client company. 

The ultimate goal is to convince them that your product/service is the best solution for their business needs. This means you need a clear understanding of their business challenges, solutions, and goals. 

What sets a sales presentation apart from a typical sales pitch is the scope and resource requirement.

Sales presentations are usually geared toward going after big-ticket deals and generally have multiple stakeholders that will have the final say. Also, sales presentations will often have a product/service demo so the target customer can see your offering in action.

With so much on the line and so much to gain, a sales presentation also requires more time, money, and effort in preparing and planning to make sure everything goes smoothly.

What Makes a Winning Sales Presentation?

Beyond the speech and visuals, there are five core components that elevate a sales presentation from “nay” to “yay.” These five elements include:

1. Doing Your Homework

Knowledge is power, and it’s even more true when it comes to creating a sales presentation that actually closes deals. You need to clearly understand what challenges and pain points concern your prospects. Then, you can tailor your sales presentation to present how your solution adds value and helps them address these issues.

It requires you to do extensive research into your target company and their industry:

• What unique challenges do they face?
• What are some issues they might have to deal with later?
• How can you help them become more competitive?

By digging deep, you can provide a custom solution that can ultimately get them on board.

2. Telling a Story

Use the art of storytelling to your advantage. Stories are a great tool for helping your prospects visualize and internalize how your solution will work for them. Of course, that doesn’t mean you need to be Stephen King – you can rely on anecdotes from real clients.

However, make sure to keep your story concise and focus on the key points. Showing the real-world potential of your offering carries more weight and helps your prospect see its value.

I love this breakdown by Consultant’s Mind:  

3. Highlighting the Value Proposition

Yes, your product has X awesome features and can do this and that. But honestly, your prospect doesn’t care about those. They want to hear what your product can do for them. 

How is it going to solve their problems? How will it make their life easier?

That’s what you want the core of your sales presentation to answer. It doesn’t need to be overly complicated, either. 

You can simply say, “[Product X] will help [Company A] solve [Pain Point 1] and [Pain Point 2] by doing [Benefit 1], [Benefit 2], and [Benefit 3].”

4. Providing Credibility in Your Sales Presentation

Of course, you can’t just say, “X will do Y,” without having proof to back up your claim. That’s where social proof and data come into play.

Leverage past happy clients to give testimonials to show your product/service provides tangible benefits.

You can also use research data such as statistics, quotes from experts, and product comparisons to give your presentation more weight. For example, saying “X can cut downtime by X%” is more actionable than “Y saves you time.”

5. Including a CTA

Finally, your sales presentation needs a call to action. A CTA pushes the prospect to make the next move by telling them what they should do. It can be contacting you for more info, signing up for a demo, making a purchase, and anything similar. 

The goal is to make sure the prospect has a clear idea of what they need to do to move things forward.

13 Effective Sales Presentation Tips & Techniques

Now, let’s move into the meat and potatoes of this article: 13 actionable tips and tricks you can implement into your next sales presentation.

1. Presenting with Confidence in Sales

In the sales world, confidence speaks volumes. No one wants to be stuck dealing with a boring presentation. Plus, when your voice is shaky, and you’re stumbling over words, it puts you and your company in a bad light.

So, how do you deliver your presentation confidently? The key is being well-prepared and knowing your stuff. You need to know your sales material and product like the back of your hand. We recommend practicing your sales presentation as much as you can. 

If you want to test yourself, do your presentation without using any of your slides. If you can do that, then you can be confident you can knock it out of the park when it’s go-time. 

2. The Five-Second Rule

While sales presentations are considerably longer than a typical sales pitch, the five-second rule still applies. In the digital age, where attention is a commodity, you have around five seconds to capture your target’s attention.

That means the first few words of your presentation need to be impactful. Try opening up with a shocking industry stat like, “Did you know X costs businesses like yours millions every year?”

Whatever you do, remember to make it relevant to your prospect and their goals or challenges. Once you have them on the hook, you can then guide them to the key aspects of your presentation and how your offering is the right fit for them.

3. Leverage Technology like SlideDog in Your Sales Presentations

Gone are the days of boring PowerPoints and WordArt. Take advantage of tools like SlideDog to kick your sales presentation into high gear. 

With SlideDog , you can combine all of your sales materials and assets into a powerful, engaging presentation to really wow your prospects.

SlideDog is especially helpful when you need to hop between slides and other assets like your website or SaaS product during the presentation. It’s also great when there are multiple sales reps that need to speak because you can seamlessly swap between their presentation media.

Try SlideDog today for free on Windows and turn your presentations into multimedia experiences!

4. Make Sure You Sound, Look, and Act the Part During Your Sales Presentation

Depending on your prospect, your attire, jargon, and attitude needs to match what your audience will expect.

If you’re dealing with CEOs, CFOs, and other executives, then business wear and a professional tone is probably the right choice. If you’re presenting to tech bros in a more casual environment, then your presentation should reflect that. 

When you take this approach, it builds trust and shows that you truly understand them and their industry.

Of course, you don’t need to do it all yourself. Rely on your teammates and their expertise in different areas to create a presentation that connects with each individual in your audience.

As an added bonus, swapping between presenters keeps things fresh and engaging for the audience. 

5. Learn to Handle Objections

Objection handling is a core skill every salesperson needs to learn. There are common objections that pop up, regardless of what you’re selling. 

Typically, prospects have objections that fall into one of four categories:

• Urgency/time

Your goal is to understand your prospect’s reasons for their objections and respond accordingly. 

By using past objections from clients and a deep understanding of the industry, you can frame your sales presentation to pre-emptively address these concerns. Just check out this example from Smartwriter :

6. Physically Demo Your Product/Service

Actions speak louder than words, and you should apply this principle to your sales presentation. Providing physical demonstrations gives your audience a real-world example of what your product can do, and they can more easily envision themselves using it.

Plus, it adds a bit of interactivity to your presentation. It also gives your audience a chance to ask pertinent questions during the demo. This is also a great place to throw in examples of how your product/service has helped previous and current clients.

If you have a tablet or other devices you can share with your audience, it’s an opportunity for them to get hands-on experience with your offering.

7. Make Your Presentation Flow

Your presentation needs a logical and seamless flow as you transition between slides and key points.

First, verbal transitions are a must – in fact, I just used two examples with “first” and “in fact.”  There are a plethora of transitions you probably learned in school, such as “conversely,” “furthermore,” and “therefore,” to name a few. 

However, more advanced transition strategies involve using your body language, speech cadence, emphasis, visual aids, and questions to make it easier for prospects to follow along and understand how everything connects together.

8. Ensure Key Decision-Makers & Stakeholders are Involved

The last thing you want to hear after giving a kickass presentation is, “Let me speak with the district manager and get back to you.”

Make sure the key stakeholders and the person who can say “yes” are at your sales presentation.

On that same note, you want all of them to get hands-on experience with your product/service. Get them involved because when they can picture in their mind how easy your product is to use or how it resolves their issues, it makes it much easier for them to sign off on it. 

9. Don’t Be Afraid to Ask for the Deal

After you’ve given your stellar presentation and the customer understands how and why your product benefits them, simply ask them if they are ready to move forward. 

There are many different approaches you can take when asking for a sale. You can use FOMO or “fear of missing out,” which plays on the prospect’s emotion of missing out on a good deal or letting their competition get ahead.

Or you can use an analytical approach where you lay out the pros and cons of your solution. Another method is sweetening the deal with a now-or-never discount or freebie.

There are a ton of different close tactics you can use, so find one that will work best for this particular prospect.

9. Don’t Take the First No for the Final Answer

The best salespeople know that it takes two, three, or more tries to close a deal. If you’ve tried to close the deal and got hit with an objection (see tip 5), then give a thoughtful response and follow up with your attempt to close the deal again.

You might need to wait a while. In this case, work on building your relationship and rapport with the prospect.

That way, when they are ready to pull the trigger, you and your product will be the first solution that comes to mind.

10. Keep Your Presentation Tight and Concise

You don’t want to waste your audience’s time, especially when speaking to executives. Make sure your presentation gets straight to the point. Every word, slide, and media should have a clear point and reason for being there. Even your pauses need to be impactful and poignant.

That’s where practicing and rehearsing your presentation is paramount. You can better control the tempo when you know your presentation inside and out. Create an outline and write out the key points you want your prospects to understand.

In your initial meeting and setting up the presentation time, take notes so you have a clear understanding of what your prospects need to know.

11. Own Your Presentation

You need to take the lead and exude confidence during your presentation. Yes, that sounds like a no-brainer since you’re the one giving the presentation.

You don’t want to say “sorry” or “I apologize,” even if it’s warranted. 

For example, if your slides aren’t showing properly, don’t say, “I’m sorry for the technical issues.”

Instead, you say, “I will be starting the presentation shortly.” 

Another point to keep in mind is to stay away from the ums and uhs in your speech. Not only is it unprofessional, but it gives the impression that you aren’t confident in what you have to say.

Finally, don’t tell your audience what you “think”; tell them what you know. You know your product will solve their problems. You know what benefits your service has to offer.

12. Leave a Lasting Impression

Make your presentation memorable. That doesn’t mean you should expect your audience to remember every minute detail. However, there are things you can do to make sure the key points stay in their mind long after your presentation is over.

One tactic is to use repetition. The details, benefits, and solutions you want them to retain should be mentioned 3 or more times. When Steve Jobs introduced the iPad 2, his presentation repeated the idea of “thinner, faster, lighter.”

Another strategy is the visual aids you use throughout your presentation that revolve around your key points. People hold images in their minds more easily than complex ideas.

Finally, you can use text formatting in your slides to highlight what you want your audience to walk away with. This includes bullet points or bolding and underlining keywords that make those pop out.

13. Expect (and Prepare for) the Unexpected

Lastly, our last tip is to understand that you can’t prepare for every eventuality – but you give yourself a better chance for success by expecting and respecting the unexpected. 

There might be technical issues. You might get asked tough questions you aren’t ready for. However, the best presenters roll with the punch and come out swinging.

If you take to heart all of the previous tips, you will be ready to face any challenges that pop up during your presentation.

Wrapping up

Sales presentations can be difficult to master, but when you get them right, they unlock a treasure trove of opportunity.  Remember, a successful presentation starts well before you’re in the room, with your slides behind you and your prospects in front.

Be confident, do your research, and take advantage of tools like SlideDog to elevate your presentation to the next level.

And with these tips and techniques in your arsenal, you’re ready to have a successful and fruitful quarter. Happy presenting!

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How to create an effective sales plan and present it: components and tips

Any business involves sales, and forecasting and planning are some of the major activities for a sales team. In this article, you will learn what a sales plan is, how to create an effective one, and how to make a sales presentation PowerPoint based on this plan. We will also discuss some sales plan examples.

What’s sales plan, and why do you need it?

A sales plan is a part of an extensive sales planning process. It helps forecast the sales success a business wants to achieve and outlines a plan to help it accomplish its goals.

Here are the reasons why you need an effective sales plan:

• It helps foresee risks.
• It makes it easier to track company goals.
• It helps find any bottlenecks in the process.
• It helps set clear revenue targets to achieve within a specific period.
• It helps improve lead generation efforts.
• It helps unify labor policies and ensure consistency in operations.
• It helps understand the business’s strengths and weaknesses.
• It helps track progress.
• It helps identify sale strategies that match the target market.
• It helps evaluate the sales team’s performance.
• It helps define each salesperson’s role and delegate work.
• It helps lay out tactics to execute the sales team’s strategies.

Sales plan structure

A sales plan outline will help you present critical metrics, KPIs, processes, tools, objectives, and strategies necessary to hit your sales goals.

If it is your first time creating a sales plan, below are the sections that must be included:

1. Your target revenue

In a sales plan, you can set a revenue-based goal, such as a target of $10,000 in 5 new deals in one month or $150 million in annual recurring revenue. You will need to keep that revenue target achievable.

Here are a few tips for setting your target revenue:

• Determine a reasonable sales goal according to prior sales results and your ability to reach a new market.
• Calculate the anticipated expenses for a specific period.
• Use projected sales forecasts based on estimates or industry standards.

2. Your ideal customer profile and buyer personas

To establish the target market or ideal customer, you must create a series of unique customer profiles that include geographics, demographics, job positions, behavior, and interests. From there, you can clearly define buyer personas and develop more targeted marketing and advertising strategies.

3. Your sales team

A sales team plays a vital role in implementing any sales plan. You must clearly delegate roles and responsibilities to the sales managers, customer service representatives, account executives, sales development representatives, and other sales professionals.

What’s more, there should be smooth communications and a handoff process. You can even consider using a Customer Relations Management (CRM) system to bring visibility and transparency to the sales process for all team members.

4. Your resources

Is your team small? Then, it would help if you determine how to expand the team to meet the sales targets and state how many resources are necessary within a specific period in your business plan.

You may also utilize specialized sales software for effective sales operation management. One such tool is snov.io , which helps scale a small business while engaging better quality leads with the product or service.

5. Safety of communications

Effective communication is essential in a sales team as it keeps each member productive, engaged, and informed. It also performs the following functions:

• Provides analytics needed to measure engagement with sales goals and benchmarks.
• Encourages marketing and sales teams to collaborate on projects.

That’s where you need to ensure the security of your communications and take advantage of dialpad.com, a workspace dedicated to team and customer communications. It is designed for global teams, where they can safely and efficiently communicate through voice, video, and AI contact centers.

6. Your position on the market

Position on the market is about competition, market trends, risks, and predictions. It outlines what your company must do to market your products and services to your target customers.

If you know how to position your business on the market, you will have a big picture of how you can establish the identity or image of your brand. It also allows you to achieve superior margins for the product or brand relative to competitors.

7. Your prospecting strategy

Prospecting strategy involves how you will generate quality leads and what inbound and outbound methods your sales team will use. Your goal here is to create interest and convert it into a sales meeting.

Below are easy ways to start your prospecting strategy:

• Build a list that includes who your sales team wants to generate meetings with.
• Research your prospects to ensure your new leads are a good fit.
• Craft your offer to drive value.
• Create a prospecting campaign to generate appointments with potential buyers and include a solid value-based offering.

8. Your pricing strategy

Your sales plan’s pricing strategy is about determining how you plan to change the price of your product and within what period. It will help you choose prices that maximize your shareholder value while considering the market and consumer demand.

Pricing strategy accounts for many business factors, such as product attributes, brand positioning, target audience, marketing and revenue goals. It is influenced by external factors, such as economic and market trends, competitor pricing, and consumer demand.

When creating a pricing strategy, consider the following:

• Pricing potential evaluation
• Buyer personas
• Historical data
• Your business goals vs. value
• Competitor pricing

9. Your goals, objectives & DRIs

Goals often include one to three- or five-year projections. Your goals must reflect recurring or existing customers’ expected sales and revenue. Then, you will need to have sales objectives that prioritize the activities your sales team needs to engage in.

Assigning Directly Responsible Individuals (DRIs) also helps make a successful strategic sales plan. These individuals are typically responsible for making sure particular tasks are well-executed.

10. Your action plan

Part of creating an effective sales plan is defining your action plan. It deals with summarizing your plan to achieve each specific objective. For instance, if your sales goal is to increase your referrals by 20%, your actions would be:

Holding referral technique workshops Running a contest to boost referral sales Increasing referral sales commissions by 5%

11. Your budget

In this section, you must outline all costs you believe will be required to achieve your sales targets. Some expenses include hiring, printing, travel, training, sales tools, commissions, salaries, etc. These expenses are meant to be estimates, but due diligence and research should be done to prevent financial errors.

Sales plan examples

When it comes to creating a sales plan, there is no unified sales plan template. Each sales plan differs based on the company’s purpose. While you can encounter different sales plans, here are the common ones:

1. 30-60-90-day sales plan

A 30-60-90-day sales plan is milestone-based. This means it specifies a short-term goal you must achieve within 30, 60, or 90 days. This type of sales plan is suitable for new sales managers, helping them establish tactical and strategic activities according to this plan.

2. Territory sales plan

A territory sales plan features tactics dedicated to the sales team in different territories. You will need to consider a specific area’s market dynamics and working environment.

With a territory sales plan, you can:

• Target specific customers, opportunities, regions, and industries.
• Align the sales team with the prospects.
• Set realistic goals, optimize the strategies, and track progress.
• Spend more time selling.

When creating this sales plan, you have to:

• Define larger sales goals.
• Define the target market.
• Assess account quality and prospects.
• Map out the sales representatives’ strengths and weaknesses.
• Assign leads. Polish your plan.

3. Sales plan for specific sales

When it comes to this sales plan type, you must familiarize yourself with different sales domains, such as sales training plans or compensation, as well as:

• State the company’s mission
• Set objectives and timeframe
• Define the sales team
• Define the target market
• Evaluate the resources
• Create a comparative analysis of your offerings
• Set the sales budget
• Define the marketing strategy
• Work out the strategy
• Define the action plan

4. Monthly sales plan

If you prefer a traditional sales plan, you can opt for a monthly sales plan. It features tactics and revenue goals, which have to be accomplished within a month.

5. Sales tactics plan

A sales tactics plan includes execution strategies. It also involves detailed daily or weekly plans, including prescribed call sequences, meeting appointments, and email follow-up frequency.

Tips on how to create a sales plan

Are you looking for effective recommendations on how to make sales plan for your company? Then, check out the following:

Tip #1: Back up your plan with research and statistics

It is advisable to always back up your sales plan with research and statistics. This will help you define the sales team’s tasks needed to better meet your sales goals. These tasks should primarily stem from statistics and research.

Tip #2: Use SWOT analysis to analyze your capacities

From a sales perspective, SWOT (strengths, weaknesses, opportunities, and threats) analysis will help assess your company’s position in the market. It will also allow you to gain insights into leveraging your selling points, acquiring market shares, and comparing your business’ position with that of your competitors.

To make this easier, you can use a visualizing tool to document the results of your SWOT analysis. You can choose from flow-chart tools, spreadsheet apps with SWOT analysis templates, mind mapping software, SWOT analysis generators, or online presentation or graphic design tools.

Tip #3: Split your sales plan into specific tactical plans

You can use specific tactical plans to achieve your sales goals. The details depend on different variables, such as resources and time. You can make a plan for individual areas of sales, such as SDRs, sales enablement, sales operations, and customer success.

As you create a tactical plan, you have to consider the following key elements:

• Company mission
• Key performance indicators
• Flexibility
• Action items
• Responsible parties

These key elements will help you identify the plan’s success in many ways, including the likelihood of accomplishing it.

Tip #4: Use previous performance data

You can use previous performance data to build incentive, territory, quota, and sales capacity plans. Using this data as your crucial decision-making tool, your sales team can have a basis for making informed decisions and forecasting performance more efficiently and accurately. In return, your sales plan will likely help achieve efficiency, higher performance, and bottom-line growth.

Tip #5: Outline the tracking methods you’ll use

By outlining tracking methods, you can set process workflows, allowing your sales representatives to determine where each prospect stands and which steps they need to take next.

You can also track the following:

• Sale cycle length.
• Number of closed deals.
• Conversion rate.
• Average contract value.
• Pipeline value by quarter, by month, and by individual and team.
• The number of unclosed deals after reaching a specific stage.

Now that you know the peculiarities and components of a sales plan, let’s find out how to make a sales plan presentation, what to include in it, and discover the top 14 sales presentation tips from vetted professionals.

What is a sales deck, and how to best present one?

A sales deck is a set of slides you can use to guide your audience through your sales strategy presentation.

Slide presentations can help your target audience grasp crucial information, pricing, and product characteristics your sales representatives can build their story around.

The best sales presentation slides serve as a touchstone for your sales team’s pitches. They allow your sales managers to draw on their personal knowledge to deliver additional information tailored to the prospects and stakeholders they are presenting to.

What are the types of sales presentation?

Sales presentations are classified into three types: standard memorized presentations, formulated sales presentations, and need-satisfaction presentations. Each sales presentation deck type has distinct characteristics that suit different scenarios.

1. Standard memorized presentations

Standard memorized presentations are very detailed and precise and always follow a predefined structure. They ensure no detail is overlooked and enable the sales team to produce a well-rehearsed, flawless presentation, leaving no room for misinterpretations or potential inaccuracies.

2. Formulated sales presentations

Formulated sales presentations offer a balance between rigidity and flexibility. While they follow a structured sales presentation outline, they allow salespeople to adjust their presentation in real time based on the customers’ reactions. Because of this flexibility, the sales presentation is not set in stone but revolves around customer preferences and queries.

3. Need-satisfaction presentations

Need-satisfaction presentations follow a customer-centric approach, allowing the salesperson to focus on satisfying the customer’s individual demands. The emphasis here is on establishing a dialogue rather than presenting a monologue, encouraging the customer to actively engage in the process.

What are the features of a sales presentation?

The content of your sales presentation PowerPoint must be written carefully and portray the story behind the specific product or service. As time is of the essence in sales, ensure your presentation is no more than 10 minutes and the overall meeting time does not exceed one hour.

When you invite people to come to your sales presentation, make sure they are decision-makers and are related to the things you are selling. Also, try not to lose the prospect’s attention by choosing the wrong points. Your sales presentation doesn’t have to concentrate too much on your service or product. Instead, show the audience how your service or product will change their lives in a good way.

Sales presentation structure

Here’s how to build a sales presentation that catches your audience’s attention and delivers your product’s value proposition in the best way possible:

• Introduce the pain points of your prospects.
• Describe the impact of the problem your prospects are facing.
• Explain why change is urgently necessary and what they stand to lose by not acting.
• Present the solution: a clear path toward the prospect’s goals.
• Provide evidence, address reservations, and FAQs.

To create personalized sales decks quickly, you can use a sales presentation template with the most recent FAQs and case studies. This will allow you to easily copy a deck and create a customized sales presentation for each new prospect in a matter of minutes.

What to include in a sales deck?

Good sales decks have a few key elements, such as:

• Introduction. Say a few words about your company, mentioning your activities and mission. Make sure you grab the audience’s attention with a memorable opening slide or cover image.
• Definition of the problem. Identify the main issues that your company is trying to solve. Provide your audience with some data. Metrics can come from third-party sources or your own sales dashboard.
• Social proof. For instance, you might add quotes and success stories from customers to support your sales presentation. However, you must not repeat the things you say.
• Customized content. Customize your sales presentation for every single prospect so as to build a bridge between your services or product and your audience. In other words, make sure it is personalized.
• Next steps. Include a clear and brief call to action. Offer a few next steps for your potential prospects.
• Visuals. Graphs, charts, and other design elements are all effective techniques to illustrate your point. However, make sure they are simple. Do not overwhelm your sales presentation with too much data; use more visuals instead.

Lastly, make sure that the font (and font size) used in your sales presentation design is legible to everyone in the room.

Other points to consider

1. the product.

Demonstrate how your service or product operates in action. Create a perfect environment to showcase how the product works, if it is physical. Utilize technology if it is a digital product. For instance, you might ask your prospects to download the app. In some cases, you might use video as a demo.

2. Handouts

Hand out some materials to your audience. For instance, it might be a QR code or contact data. The information must be clear and to the point. Distribute the handouts once the sales presentation is over.

3. Practice and teamwork

Double-check your sales presentation with a few salespersons. Practice a lot before the actual presentation. Come earlier to make sure everything works well. Also, decide who will say some information during the presentation and who will do certain things to help you.

Expert tips: How to create your sales presentation?

Tip #1: sync.

Your main points must be synchronized with your sales deck. When you present statistics, you should speak slowly. Emphasize your tone of voice when you are talking about pain points. Express relief when you showcase how your company wants to tackle specific issues. Make sure all the questions you ask your audience have straightforward answers or are rhetorical.

Tip #2: Involve storytelling

People like exciting stories related to their daily lives and problems. They will listen to your sales presentation even more attentively if you tell a story that solves their everyday problems.

Tip #3: Avoid using technical slang

In your sales presentation, use general terms that are clear to every audience member. Do not use slang words. Most people in the room might not have a clue about your offering, so the simpler the lexicon is, the better the result.

Tip #4: Emphasize the value of your product or service

Try to demonstrate how your product or service differs from your competitors. Tell about the main differences slowly. Mention how your product or service will make other people’s lives more comfortable. In other words, emphasize their value.

Tip #5: Practice body language

Your body language must be confident during the presentation. Improve your body language by maintaining eye contact and standing straight. It will prove to people that you are interested in communicating with them.

Tip #6: Be funny

Use your sense of humor. For instance, you might play jokes, but you would better not force them. Keep in contact with your prospects by telling funny stories. Make sure everyone in the room is comfortable and relaxed.

Tip #7: Emphasize your expertise

Do not talk too much about your company. You should focus your sales presentation on the field of your expertise instead. For instance, you might demonstrate a slide with logos of the companies that have already invested money in your brand.

Tip #8: Focus on benefits

Emphasize the strong points and tell how your product or service will improve your prospects’ lives. Do not focus too much on the pain points. Make sure your presentation is personal and describe all the benefits they will get. You might also mention the names of people in the room to make them feel valued.

Tip #9: Include research

Add internal and external types of research to your sales presentation. Use statistics or graphs and cut the information into brief pieces for your company to get more authority. Add relevant numbers and examples to demonstrate how you helped previous clients.

Tip #10: Showcase the return on their investment

Tell how your company will master productivity, multiply market share, make more money, eliminate costs, and boost sales. In other words, you should show the results of investments both long- and short-term.

Tip #11: Rehearse

Rehearsing before a presentation will help boost your confidence and smooth “rough spots.” You will also get to know the approximate amount of time needed to deliver your presentation.

Tip #12: Talk directly to your audience

Do not speak just to your slides. Utilize slides to emphasize the things you say. If you fail to do so, your presentation will most likely sound boring. Try to engage every member of the audience. Express yourself by using your hands. For instance, you might ask them to raise their hands if they agree to some of the points.

Tip #13: Add a clear call to action

Make sure your last slide includes a call to action. Add your contact data, but do not go deeply into detail. Know when it is the right time to stop.

Tip #14: Answer the audience’s questions

Your prospects will ask questions, and you have to be prepared to stop the presentation and answer their questions as they appear. Your audience must be sure that you take them seriously. At the end of your presentation, you can also offer a product’s trial, discount, or other incentive to motivate the audience or create a sense of urgency. The main goal here is to make the audience involved.

Lastly, follow sales presentation best practices to ensure a polished and persuasive delivery. This includes maintaining a clear and concise narrative, addressing potential objections proactively, and incorporating compelling storytelling techniques. Utilize engaging visuals to enhance your message and capture the audience’s attention. Practice your delivery to ensure a confident and natural presentation style and encourage audience interaction through discussions.

By adhering to these best practices, you can create a sales presentation that not only increases the likelihood of successful outcomes but also fosters positive connections with potential clients or stakeholders.

Still wondering how to create a sales deck?

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How to Conduct an Effective Sales Strategy Presentation

As a sales professional , you’re used to selling to customers, but selling to stakeholders in your own organization is a different story. When you conduct a sales strategy presentation, that’s exactly what you’re doing: Demonstrating what you expect your team to accomplish to benefit the rest of the organization.

Your sales strategy is written. You’ve got all your numbers in order. Now, all that’s left is to present that strategy to your leadership team. 77% of people have a fear of public speaking, but that’s never applied to you… until now. Conducting a sales strategy presentation can be a lot of pressure.

I’ll give you my top tips for conducting a sales strategy presentation that is guaranteed to align your organization and excite the other stakeholders in your business.

What Is a Sales Strategy Presentation?

Before we provide the steps to conducting an effective sales strategy presentation, let’s first outline what a sales strategy presentation looks like.

A sales strategy presentation is your opportunity to ensure your sales goals and strategies are aligned with the goals and strategies of the other stakeholders in your organization. You will use this time to outline opportunities you see for the business to win new customers, as well as outline your plans to structure, train, and develop your sales team.

RELATED READ: How Long Does It Take to Develop a Modern Sales Force

It is my experience that sales leaders don’t spend enough time or energy teaching, training, and indoctrinating their sales force in their strategy—if they have one at all. This is one of the reasons that sales managers find themselves continually telling certain salespeople they are not allowed to match their competitor’s pricing or offering some concession that would break the strategy.

There are three groups that should be included in a sales strategy presentation. First, your senior sales leaders should be included in the strategy and the presentation. Second, your marketing team should also participate, as it will be important to acquire their help with things like market research and positioning, as well as the content the sales force will need. Third, and finally, the sales force needs to understand what their strategy requires of them.

Your strategy is a tool to create alignment within your sales force and your organization. It provides a structure that keeps everyone on the same page and helps you reach revenue growth goals. It’s a mistake not to use it for this purpose.

Start With Goals and KPIs

Your first step in conducting an effective sales strategy presentation is to nail down goals and KPIs . In your presentation, discuss performance over the past period. In a modern sales approach, we tend to spend a lot of time working on helping our clients answer, “why should I change now?” In this case, you are going to ask and answer this question yourself.

When you introduce your strategy or an update, data around your past performance helps to make the case for change, something John Kotter of Harvard describes as “a burning platform.” By answering “why change” first and enlightening your audience with the data that proves you not only capture their attention but also provide a justification for what comes next.

Establish goals your team will be shooting for over the next period. Even if you have to make a conservative estimate of the better results you are going to create in the first quarter you use your strategy, start with the goals and the KPIs you will be tracking.

Outline Your Market Strategy

What markets will you be targeting? Sometimes it makes sense to target a single vertical, but in many more cases, your strategy should be targeted to address the needs of customers in multiple markets, increasing the number of customers that will benefit from what you sell and how you deliver customer value.

When it is possible to identify the companies that spend the most in your category, putting forth the time and effort to pursue them will create greater net new revenue, speeding your results, provided you get your strategy right and your team properly trained and enabled.

How did you establish this? You want to help your leadership team, your marketing team, and your sales force to understand why you made the decisions as to who and why you have chosen these targets and how your strategy is going to improve results.

Present data to support your strategy. Presenting the data that is driving your decisions not only helps you inform your team about your choices, but a conversation with your teams can identify other considerations and modifications that make your plan even more powerful.

Describe Training & Development Efforts

Plan for team training and development to hit key metrics. Most sales leaders don’t recognize the connection between their sales force’s effectiveness and their ability to execute the company’s strategy. Without being trained to execute the strategy, you risk failing to execute the strategy well enough for it to produce the results you need. This is critical if your strategy requires a consultative approach, as most salespeople have never been taught to use a modern sales approach.

Our training and development on the Sales Accelerator Platform provides the curriculum to train salespeople to execute your strategy and provide them with a culture shift, one that reinforces your strategy and one with proven results.

Discuss Budgetary Needs

Lastly, a strategy shift comes with expenses. Some of these expenses include training and development, marketing assets and tools, and in some cases, hiring a number of new salespeople who have a track record in executing your chosen strategy. Ensure you’re making your budgetary needs known during your presentation.

An Effective Sales Strategy Presentation is Only the Beginning

Conducting an effective sales strategy presentation is a vital step to aligning your team with the rest of your organization, and securing the budget you need to move your team forward in the next period. Following the steps outlined here, you should have all the tools you need to conduct a sales strategy presentation that everyone can agree upon.

But the sales strategy presentation is just the beginning! To get the results you need and hit those metrics you’ve outlined, you’ll need some help. Our Sales Accelerator can help you level up your team’s skills, giving them the ability to crush the goals in your sales strategy. Check out Sales Accelerator today!

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Home » MTD Sales Blog » 13 Steps For Creating Your Sales Strategy Presentation

13 Steps For Creating Your Sales Strategy Presentation

But where do you start when it comes to putting one together?

We’ve got 13 useful steps to help you create an effective Sales Strategy Presentation that your stakeholders will love! From start to finish, we’ll cover everything you need to make it a huge success. Let’s get started!

• What Is a Sales Strategy?
• What Is a Sales Strategy Presentation?
• How to Create Your Sales Strategy Presentation
• Effective Sales Strategy Presentation Template
• Wrapping Up

A Sales Strategy is a plan which aims to maximise sales whilst coordinating the plan across your whole sales team and aligning it with the corporate strategy.

Research giant Gartner defines Sales Strategy as “an organisation’s detailed plan to drive sales performance, innovation and growth by better penetrating existing markets and growing share of current customer wallet.”

This definition downplays the corporate alignment aspect and focuses on sales performance. However, a Sales Strategy does not merely consist only of delineating your sales approach.

In brief, a well-written Sales Strategy can be said to have three main aims:

• To ensure all reps are working to the same playbook and adopting a uniform approach
• To ensure that sales methods, messaging, and media reinforce corporate priorities
• To maximise sales revenue, within given targets and KPIs

The above list is not ordered in terms of priority—all three aims contribute vitally to your Sales Strategy.

When we’re talking about a presentation, it’s important to distinguish this from the pitch you’ll give to your clients. A Sales Strategy Presentation is where you obtain corporate buy-in for your sales approach, making sure that messaging, pricing, product specs, sales media and other details of your campaigns are clarified and agreed across the board.

In this presentation you’ll describe your target market, competitors, sales techniques , and the composition of your sales team, amongst other information. The aim is to secure support for your strategy, which may include budget approval. It’s important to include enough detail to convey the main information, without overburdening your audience.

Below, we’ll look at how best to go about preparing your presentation, alongside some tips for maximising audience attention and approval. If you can nail this presentation, you’ll be off to a flying start with your strategy, so it’s worth putting the hours in to get it right.

The most important thing to get right is your structure. This should be logical and narrative-driven, leading the audience from big picture to fine detail. It should be compelling and as brief as possible, without short-changing your audience. Remember that you’ll be asked plenty of questions when your presentation is complete!

1. Start with an Overview of Your Company

Begin by outlining the current state of play within the company. If you are an agency selling your strategy to a company, here’s your opportunity to demonstrate a rounded understanding of the company and its priorities, as well as giving a summary of your agency, and what it does.

If you are heading up an in-house sales team, you have the chance to maximise corporate buy-in, and ensure your strategy is fully supported with the necessary resources.

Don’t go into exhaustive detail – offer the sort of brief “executive summary” you find at the front of annual reports. Do use bullet points and figures where these are impressive enough to support your case. Highlight the opportunity your Sales Strategy will address, whether it’s a gap in the market, the chance to cross/up-sell a new product, or some other benefit you’ll bring.

2. Touch on Your Target Market

Here’s where you identify who your ideal customers or clients will be, and really hit home that you understand your customer.

You can use buyer personas , which may include graphics depicting “typical” customers, to help your audience visualise who you’ll be selling to. In terms of aggregate markets, you can include Venn diagrams or other graphic means to delineate core customers and subsidiary consumers.

For instance, if you’re selling an app for video editing, your core customers may be corporate content producers, but your subsidiary audience may be far wider, touching upon anyone who regularly uploads content to YouTube or other social media platforms.

You’ll need to describe how you’ll approach all your significant markets elsewhere in your presentation (see step 5).

3. Discuss the Value of Your Proposition

USP or Value Proposition (VP) is a concise statement of what makes your product stand out in your chosen marketplace. It’s a vital concept for sales reps to grasp because it’s the main reason why a consumer would choose your product over a rival’s. It’s important that all stakeholders buy into the value proposition because it’s a key factor in building brand identity.

For instance, some footwear brands stress comfort as their USP, while others highlight value, durability, style, or exclusivity. Your VP could also be a combination of factors, i.e. going back to the app for video editing example, “we offer the most accessible, best value for money and most fully featured video editing app on the market”.

Key to your VP is describing the “problem” a customer might have and how your product is the perfect solution to that problem. How will your customers uniquely benefit from the product you’ll be selling?

You can use comparisons with rival products, and data taken from market research, showing what consumers want, and how your product addresses those needs. Literal quotes taken from review sites can be helpful, revealing how real customers feel about their purchases.

The main takeaway is that your sales team are enthusiastic about the value they are offering customers, and that they understand how to characterise the benefits and features of the product.

4. Consider Any Competitors

It’s essential at this stage to factor in your competitors. Unless you are first to market or are offering a very niche product, the chances are you have a host of rivals eager to bite off chunks of your customer base. Here you need to emphasise that your sales team have the answers to the question “why us?”

Differentiation is key! What solutions does your product offer that rivals cannot? It’s important not to underestimate the competition and respect the successes that other players in the sector have scored. Much can be learned by studying the achievements of legacy brands, while offering something that builds upon previous offerings.

It can be a good idea to tabulate your top three or five competitors and show how their success provides an opportunity, rather than a threat. Remember that competitors should be understood in the broader context and can help you turn your weaknesses into strengths.

For instance, Netflix hasn’t only got to worry about Amazon Prime TV, Disney Plus and other streaming services. It must compete with cinema, social media and podcasts too. These are all popular draws upon customers’ leisure time.

5. Outline Your Marketing Strategy

Now you can summarise how your product will be marketed. Will conventional advertising be used? Will social media play a significant role? Is this a B2B campaign or will the product appeal to individual customers? Will buyers be targeted at work, or at home?

Perhaps you have partners working on marketing campaigns. If so, introduce them, and their best work to date. Provide examples of finished campaign materials if you have them or works in progress if that’s all you have at this stage. This is a good opportunity to use dramatic visuals or video, rather than text or graphs, which can become boring if overused.

Your marketing strategy should include the following five elements:

• The target audience for the campaign
• The goals or objectives
• How your brand will stand out against competitors
• What content has or will be created
• Any KPIs that have been agreed

You can finish by briefly describing how marketing and sales departments will cooperate and coordinate their efforts.

6. Go Over Your Sales Process

Here you can drill down into the specifics of the sales process. What does your sales funnel look like? Where are you getting your leads and how are you qualifying them? Will cold calling or email drip campaigns be a major part of the process? Will you have a presence at any trade shows or events?

Do you have scripts that you can share to offer an example of a typical sales contact? Provide concrete examples to help your presentation feel solid. If you have incentives planned for your sales team, or KPIs you expect them to achieve, then outline them here too. You can break down your sales activities into:

• Prospecting (including lead sources)
• Lead segmentation and qualification
• Research processes – market research, customer surveys
• The sales pitch – a typical call or contact
• How your team will handle sales objections
• The process for closing .

Once you have outlined what you’ll do to make sales, it’s time to explore who will do what.

7. Review the Current Sales Team Structure And Roles

Begin with an organisational diagram of your sales team, so that your audience will get a clear picture of command structure. Outline the responsibilities of each role, lines of reporting and (if relevant) base salaries.

If you are creating a sub-team for this project, then show the diagram for that sub-team. There’s no need to reinvent the wheel with an organisational chart since everyone understands the traditional flowchart model. Use that, to save valuable time.

Explain any unfamiliar roles or unexpected team members. Perhaps you have an in-house social media researcher, or a CRM specialist . Make sure you highlight and explain anything unexpected. You can also identify roles that are not filled yet, which will help when it comes to steps 10 and 11.

8. Summarise Any Sales Materials Used

If you have leaflets, landing pages, product listings, demonstration videos or anything else that will be key to the sales process, then here is a suitable time to hand out samples or give demonstrations. If you’re offering a free demo version of a piece of software, you can quickly run through its features and how you plan to convert free users to paid subscribers.

Remember that if you provide handouts, your audience will lose eye contact with you while they pore over them, so use this option sparingly. You can always provide supplementary handouts or follow-up emails, after your presentation is over.

9. Talk Through Goals, Sales Metrics and KPIs

All goals and objectives expressed should conform to the SMART principle, being specific, measurable, achievable, relevant , and time-based.

Try to be specific with sales targets, without promising more than you can reasonably deliver!

You can have nested targets—fair, good, and excellent anticipated results—while stressing that you’ll always be aiming for the latter. You can also express goals in terms of short, medium, and long-term. This is especially relevant when you’re launching a brand-new product, or entering a new market, where it would be unrealistic to achieve full market penetration immediately.

It’s very important to obtain buy-in on your goals and targets, so that there’s transparency across the organisation, and you can be held accountable if you fail to deliver. That’s the downside of getting specific with KPIs, but it’s also a great motivator for sales teams. On the plus side, you can also mention any incentive or bonus structure you’ll be offering your sales team for achieving ambitious goals.

10. Explore Training and Development Requirements

If you know you’ll need to train up staff to understand a new product, software system, or working process, then it’s valuable to admit this upfront. Training needs affect the bottom line, as well as your process timeline. You have the opportunity here to demonstrate that you’ve thought through all human resource requirements and researched training opportunities. You may already have Sales Training Providers you’ll partner with (mention them now) or if you’re still looking why not check out our Essential Selling Skills Training or Telesales Training Course.

Spending time on this aspect of your Sales Strategy will also build stakeholder confidence. They’ll know you aren’t throwing your reps in at the deep end. Instead you are preparing them properly for success.

11. Consider Any Budgeting Needs

With resources in mind (IT, human resources, content creation, research costs and other expenses) outline what you expect your operating sales budget to be. There is no point in understating your anticipated costs, since overruns may occur, and senior management will often try to make cost savings. It pays to build in a little wriggle room for negotiation.

Don’t blind or bore your audience with spreadsheets; just give the headline figures. Highlight any areas of expenditure that are loosely estimated, or unclear. Remember to allow for hiring costs for any unfilled sales team roles you described in step 7 (see above), and for staff training.

Remember also to include cash flow, as well as overall expenditure. How much money will you need and at what milestones? Sometimes success can be more expensive than failure; for instance, when it necessitates a sudden recruitment drive to expand your sales team. It’s vital for stakeholders to appreciate key dates when funding must be made available.

12. End With Next Steps And Future Action Plans

If you’ve prepared a simplified GANTT chart, you can show where in the project timeline you currently sit. Explain what your next actions will be, and what the future holds. Here you can build further confidence by demonstrating that you’ve thought everything through.

Remember to build in a little more time than you think you’ll need for more flexible stages like research, training, and lead prospecting. Make sure you highlight any immovable deadlines, like sales events or product launches, and how you’ll ensure you’re prepared for them.

You should also be building excitement and enthusiasm here, so don’t make it too dry. This is a thrilling time—you’re about to hit the go button on a brand-new sales campaign. Get your audience to feel your enthusiasm and you’re halfway to achieving buy-in.

13. Don’t Forget To Use Engaging Visuals Throughout!

The cliché is true – a picture is worth a thousand words. Sometimes a short video or meme can make a more dramatic point than yet another set of bullet points, facts, or figures.

There’s a popular rule of thumb with PowerPoint slides, called the 7 x 7 principle. This states that no single slide should contain more than seven lines of text, and each line should contain no more than seven words. How many presentations have you witnessed that fail to pass that test? Too many, most likely!

Avoid this issue by preferring visual content over words. After all, you are there to deliver the verbal component of the presentation. You can do this so much more effectively with your communication and interpersonal skills. You already know this — you’re a salesperson!

Finally, make sure you leave time for questions (and prepare some answers to likely ones in advance). Thank your audience for their time… and relax!

Now you know how to create your presentation, it’s time to have a go at making it! Here’s a PowerPoint template you can download to kick you off.

The deck includes 13 slides covering all the sections we’ve touched on. Just customise the template by adding your own branding font and colours – and don’t forget to add some of those engaging visuals we’ve spoken about!

Perhaps it’s worth leaving you with a simple thought – you can enjoy this moment! After all, it’s the culmination of a complex sales planning process, and now you get to share your vision with everyone who matters. That opportunity doesn’t come around very often. So, take a moment to congratulate yourself on your hard work, and have fun!

Finally, here are some parting thoughts on presentations, from writers and speakers who’ve been there:

“They may forget what you said, but they will never forget how you made them feel.” –Carl W. Buechner, politician and church leader.

“The first 30 seconds and the last 30 seconds have the most impact in a presentation.” –Patricia Fripp, Sales presentation expert and speech coach.

“You are not being judged, the value of what you are bringing to the audience is being judged.” –Seth Godin, dotcom executive and bestselling author.

Hopefully, this article has reminded you of some principles you already understand and has given you the inspiration to really smash your Sales Strategy Presentation!

If you need any extra sales support for you or your team, please contact us for further information on our Sales Management Training and Account Management Training solutions, also take a look at our popular portfolio of Sales Training Courses .

Happy Selling!

Sean McPheat Managing Director MTD Sales Training

• General Sales Skills

Updated on: 13 June, 2023

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Home Blog Business How to Create a Winning Sales Plan Presentation

How to Create a Winning Sales Plan Presentation

As sales professionals, you are used to writing sales plans, but presenting them to stakeholders is a different story. People in your organization, including executives and decision-makers, often possess high-level industry knowledge and business acumen. They are also incredibly impatient and don’t have time to sit for long presentations. Therefore, your sales plan presentation should go beyond mere information-sharing; it should be about aligning your sales plan with their existing understanding concisely and time-efficiently.

In this article, we will guide you through the process of creating a presentation material based on your sales plan. Expect useful presentation templates along the way!

Table of Contents

Key Elements of an Effective Sales Plan Presentation

Executive summary, goals and objectives, market analysis, sales strategies and tactics, financial projections, contingency plan and risk management.

• Tips for Sales Presentations

Preparing your sales plan presentation parallels your steps when writing the document. After all, your goal didn’t change; that is, to spell out the objectives, strategies, and implementation measures guiding your sales efforts.

Your sales plan presentation should cover the following elements.

Let’s discuss each component in detail.

An executive summary is the preface to your larger sales plan document, so it should also precede the body of your sales plan presentation. This slide provides a concise overview of the entire sales plan, including your objectives and strategies, setting the stage for what’s to come.

Normally, executive summaries are written in paragraph form proportionate to the report’s length. But it is different when it comes to PowerPoint presentations. Executive summary slides should be visually dynamic to draw the audience’s attention to the most critical information of the report. 

Here’s an example of a sales plan presentation’s executive summary slide . Note that the following slides outline a hypothetical sales plan for FreshBite Delivery, a fictitious company. The data and market trends presented in this example are for illustrative purposes only and do not reflect actual market conditions.

Following the executive summary is a slide/s that outlines the goals and objectives you want to achieve with your sales efforts. Depending on the size of your organization, this part might cover the specific goals of each department involved in the sale. Imagine being in a larger company; different groups might work parts of the sales process. So, you’d discuss the goals for each of those groups. 

You may talk about when you expect certain things to happen as well. Like, when do you plan to reach certain milestones? For the employees, this helps create a clear line of sight between the goals and their day-to-day work. For decision-makers, this shows where the sales plan is taking the company.

Let’s continue our FreshBite Delivery sales plan and see what a Goals and Objectives slide may look like.

Presenting the findings of your market analysis activity holds significant importance in proving the validity of your chosen sales goals and strategies. Your market analysis presentation builds confidence among decision-makers that your approach is grounded in a solid understanding of the market’s realities. Through this section, you can also address a crucial concern they often have: whether there’s a genuine demand or space for your products or services.

There are several market analysis templates you can use, but the best ones should allow you to do the following:

• Assess available market factors (e.g., volume and value)
• Identify and quantify target customer
• Identify competitors

For example, FreshBite Delivery’s market analysis presentation could include a slide dissecting the market segments they can turn into customers.

Another option presenters can consider is using a Perceptual Map to present the company’s position against competitors in the same market.

Now, it’s time to get into the nitty-gritty of your presentation by talking about your sales strategies and tactics. This part is the heart of your presentation, where you’ll outline the key activities you intend to implement to achieve your sales goals.

So, what should a sales strategy slide include? It should typically answer the following questions:

• How will we reach our target customers?
• Who is responsible for what?
• What’s the timeline for implementation?

Reaching Target Customers

This section zooms in on the methods and channels you’ll use to connect with your intended audience. Can you leverage social media, email campaigns, direct sales calls, or a mix of these approaches?

For example, the sales and marketing team of FreshBite Delivery may launch targeted advertising and search engine marketing campaigns to reach potential customers. They may also offer subscription discounts for long-term commitments to encourage repeat orders. All of these strategies are in line with their sales goal of increasing their monthly revenue.

Presenting the Team

In your presentation, it’s also important to identify the individuals or teams who will be accountable for different aspects and execution of your sales plan. You’ll want to showcase the connections between individuals and their driving strategies. This demonstrates the coordinated effort that’s underway. Whether it’s the marketing team spearheading digital advertising or the customer support team nurturing customer relationships, this alignment of roles is the backbone of your sales success.

Setting Timelines

In this timeline slide , you will outline the actionable tasks contributing to achieving your sales goal with a clear completion timeline. Each task would be accompanied by its responsible party, a brief description, and a specific completion deadline. You may also list the activities in a way that assumes logical dependencies between tasks. 

When presenting your sales plan to stakeholders, you outline your company’s growth roadmap. However, numbers speak louder than words, and a well-crafted financial projection serves as a quantitative validation of the strategic path you are advocating. This projection offers a calculated glimpse into the financial outcomes your sales initiatives are poised to generate.

In this section of your presentation, you may include the following:

• Sales Revenue Projection – an estimate of your expected sales revenue based on your sales strategies, market demand, and historical data.
• Sales Growth and Market Trends –  anticipated market growth rates and trends that could impact your sales.
• Cash Flow Projection – a breakdown of the inflow and outflow of cash over a specific period.
• Break-Even Analysis – the point at which your total revenue equals your total expenses.
• Churn Rate – the proportion of customers who are leaving.

A sales plan aims to provide your organization with a systematic approach to achieving your revenue goals successfully. However, unforeseen incidents may catch you off guard and disrupt your plan’s progress. It’s paramount to let the stakeholders know that you have a “Plan B.”

According to Forbes Advisor , a contingency plan is a plan that will guide how your team should react to factors that interrupt the normal course of business. On the other hand, risk management is a broader approach focused on identifying and mitigating potential risks before they materialize into disruptions. Both concepts are crucial components of a sales plan.

Here’s a sample presentation of a contingency plan and risk management strategy for our made-up organization, FreshBite Delivery.

Tips for Sales Plan Presentations

1. keep your presentation concise.

When you present a wordy slide during a sales plan presentation with the stakeholders, a lot can go wrong. They may inadvertently read ahead or, worse, lose interest in the presentation altogether. Hence, you need to make a conscious effort to prioritize brevity and clarity in your slides.

One technique that can help you in this regard is the 1-6-6 rule, which suggests that there should only be one main idea for each slide, a maximum of six bullet points, and six words per bullet point.

Guy Kawasaki, on the other hand, suggests that an engaging presentation consists of no more than 10 slides, lasts no longer than 20 minutes, and is no lower than 30 points in size. This is known as the 10/20/30 rule of presentation .

2. Use Graphs, Charts, and Infographics

Sales plan presentations often include data-heavy information that visuals can convey more effectively than words alone.

For example, you can use a bar chart to compare revenue growth over quarters or a pie chart to showcase the percentage distribution of customer segments. You may also utilize a sales funnel to visualize the customer journey and the strategies you must implement for each stage.

Visual representations can simplify complex data, enhance comprehension, and make the information more engaging for your audience.

3. Create Narratives to Connect with the Audience

Stories are one of the most engaging ways to grab an audience and gain support for your strategies in the context of a sales plan presentation. A well-crafted story can illustrate the rationale behind your proposed plan and emotionally connect stakeholders to your vision.

Instead of directly stating your resource requirements, for example, you can weave a story highlighting employees’ challenges in completing a transaction. This demonstrates how these challenges affect revenue and explains why you need more resources to do better.

4. Anticipate Objections

Facing objections during a sales plan presentation can be nerve-wracking, but you can also use them to strengthen your case and increase stakeholder buy-in.

When faced with customer objections , what you need to do is to respond to the real issue. Shift the conversation towards potential solutions and showcase how your strategies address the concerns. Support your response with concrete evidence to add credibility to your arguments.

So, if a stakeholder objects to the potential risks of entering a competitive landscape, highlight your risk mitigation plan and cite market trends to prove that your strategies are grounded on tangible data.

5. Send Follow-Up Info

The next crucial step is to maintain momentum and solidify the impact of your presentation, which you can do by sending follow-up information.

You can start your follow-up email by thanking your audience and concisely summarizing the main points discussed in your presentation. You may also further address objections and reiterate how your strategies solve those concerns.

Don’t forget to attach the complete sales plan document to your email so your audience can revisit and study the content.

Crafting an effective sales plan presentation is paramount for achieving support and buy-in from your organization’s decision-makers. By meticulously analyzing market trends, setting clear goals, and transforming them into insightful presentation materials, your presentation becomes a potent tool for engaging stakeholders and realizing organizational objectives. Our presentation templates can help you level up the clarity of your proposals necessary to secure the backing you need for successful implementation.

1. Simple Executive Summary Slide Template for PowerPoint

You don’t have to go overboard to express the Executive Summary in a Sales Plan Presentation. Work with this visual one-pager slide with three colorful sections to showcase the main business objectives. Clipart icons help to add value to your presentation as visual cues of what the objective is oriented.

Use This Template

2. Executive Summary PowerPoint Template

The Executive Summary slide used in the case study of this guide can be part of your upcoming sales plan presentation. This highly visual template is intended for QBR presentations, as it summarizes the business plan’s milestones, a market analysis, and strategies, and you can even include the company’s vision and operational processes.

Work with the included icons, and resize or reorganize the elements listed in this 100% editable executive summary slide deck.

3. Perceptual Map PowerPoint Template

A selection of 3 layouts to express a Perceptual Map in your sales plan presentations. Using this tool, you can instantly map companies in how they rank according to two key attributes – such as price and quality.

This perceptual map template helps companies understand where their product or service stands in the market compared to other industry actors. Edit the included icons in terms of size, color, and positioning in just seconds.

4. Brand Positioning Map PowerPoint Template

An alternative to express a brand’s stance in the market, use this Brand Positioning Map PowerPoint template to analyze and present your brand against competitors in the same niche according to two ranking metrics. This two-axis map is expressed through multiple formats, such as a simple map diagram, a 3×3 matrix, a multi-map layout, and more. You can edit all details in this template, such as shapes and colors used to represent brands and their overall position.-

5. Member Profile PowerPoint Template

Introduce your team in a detailed format by highlighting their core skills in relation to your company’s sales plan. Using our Member Profile PowerPoint template, we can ditch the dull org chart slides and get your team closer to stakeholders in a layout resembling a website or social media profile.

Try and edit these 3 creative meet-the-team slides, and tailor their color scheme to your branding requirements in just a couple of clicks.

6. Editable Gantt Chart for PowerPoint

Express deadlines, overlapping tasks, and dependencies by using an elegant and simple Gantt Chart Template for PowerPoint. This fully editable template shall help you represent your tasks by using three main properties: Start Date, End Date, and Task Curation Percentage.

This template allows full customization of color, shape sizes, task count, time period, etc., to help presenters narrow down the core areas of their projects in an efficient format. Using a two-tone bar, this Gantt Chart stands out as a sort of 3D graphic, making it an attractive visual asset for your presentation.

7. Financial Projections & Key Metrics Template for PowerPoint

Represent the numbers managed in your financial projections in a visual format. This Financial Projections & Key Metrics Template for PowerPoint uses a table format that is fully editable to cover as many years as required or even lists other metrics than Customer Number, Revenue, Expenses, and Cash Flow.

Easy to update, the pre-made slides cover 2-year, 3-year, 4-year, and 5-year plan projections.

8. Sales Action Plan PowerPoint Template

Use this Sales Action Plan PowerPoint template to turn your sales goals into an actionable plan. The template features two slides with 3 columns for different sales channels: In-Store, Online, and Wholesale. Each slide is a variation of the layout, either in vertical or horizontal format.

List down the core elements of your action plan according to your KPIs, and measurement parameters like projected sales, deadlines, distribution strategy, and more.

9. 30 60 90 Days Plan Timeline Template

Your sales plan presentation can feature a 30-60-90 days Plan Timeline Template to express short-term actions and when is the expected deadline for them. We list five different layouts for this purpose, so presenters can easily adapt these slides to their graphics style.

10. Creative TAM SAM SOM Slides Template

An alternative to this article’s TAM SAM SOM slide, this pyramid format presents the market size subsets in a funnel layout. The usage of this tool is relevant to any business size but particularly relevant to small business owners to initiate their operations with the right selling strategy.

Use this template today and smartly create lead-generation strategies with these insights.

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Presentation Approaches, Sales Filed under Business

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22 Best Sales Strategies, Plans, & Initiatives for Success [Templates]

Discover sales strategy examples, templates, and plans used by top sales teams worldwide.

FREE SALES PLAN TEMPLATE

Outline your company's sales strategy in one simple, coherent plan.

Updated: 03/07/24

Published: 03/07/24

A strong sales strategy plan creates the foundation for a cohesive and successful sales organization.

Sales strategies and initiatives also align salespeople on shared goals and empower them to do their best work — keeping them happy and successful, too.

In this guide, I’ll dig into some sales strategies and initiatives that I’ve found can help you generate more leads and close more deals. But first, let’s define what a sales strategy is.

Table of Contents

What is a sales strategy?

Why is a sales strategy important, the most effective sales strategies, sales strategy types, sales planning: how to build a sales strategy plan, sales initiatives, sales strategy examples from successful sales teams.

A sales strategy is a set of decisions, actions, and goals that inform how your sales team positions the organization and its products to close new customers. It acts as a guide for sales reps to follow, with clear goals for sales processes, product positioning, and competitive analysis.

A clear sales strategy serves as a map for the growth of your business. Your sales strategy is key to future planning, problem-solving, goal-setting, and management.

An effective sales strategy can help you:

• Give your team direction and focus. Strategic clarity can help your sales reps and managers understand which goals and activities to prioritize. This can lead to improved productivity and outcomes.
• Ensure consistent messaging. Your sales strategy can help your team deliver a consistent message to prospects, partners, and customers. This can increase both trust and effectiveness.
• Optimize opportunities. Strong sales strategies will help you target the right prospects and customize your approach. This can help your team make the most of every sales opportunity.
• Improve resource allocation. Your sales strategy outlines your priorities and resources. In turn, this can help your sales team use their time, effort, and other resources more efficiently, boosting your team’s ability to focus on high-potential deals.

Next, let’s cover some of the sales strategies that I’ve found can be most effective.

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2. Become a thought leader.

Sharing your advice, tried-and-true best practices, and niche expertise are some of the most long-lasting ways to build your personal brand and lend more credibility to your organization. After all, nobody wants to feel like they’re being sold to. Instead, it’s better to help people by offering solutions to their problems.

That’s what thought leaders do. Indeed, a recent report found that “Thought leadership is one of the most effective tools an organization can use to demonstrate its value to customers during a tough economy — even more so than traditional advertising or product marketing, according to B2B buyers.”

According to the study, 61% of decision-makers believed that thought leadership could be moderately or very effective in demonstrating the value of a company’s products. Moreover, more than half of C-suite executives in the study believed that thought leadership has a greater impact on purchases during an economic downturn, making this an even more important element of a sales strategy in today’s uncertain economic times.

So what’s the catch?

Not all thought leadership content is created equal.

When done right, thought leadership can have a huge positive impact, but poor thought leadership can be devastating to a company’s sales goals. So, before you plan a spree of LinkedIn posts to drive leads, consider who your audience is, what they need to know, and how your organization can help.

Also, it may not hurt to have a second set of eyes from your marketing, communication, and PR departments review your plan first to make sure everything is on-brand (and trackable!).

3. Prioritize inbound sales calls as hot leads.

There’s an age-old question in sales: “Should I discuss product pricing with a prospect on the first sales call?” The honest answer is: It depends.

You and your sales team know your process better than anyone. So take it from me — if you’ve seen success with pitching with pricing first, last, or somewhere in between, stick with what’s working for you.

But beyond that, your team should always prioritize the prospects who come to you. These hot leads are definitely interested in what you have to sell, and before they make a decision, they want to get the information they need about how it will benefit them.

By prioritizing talking to these prospects as soon as they call in or send an email, you’re putting your best foot forward and showing them that you’re helpful, solutions-oriented, and considerate of their time. And if that means closing a deal on the first call, there’s nothing wrong with that — as long as the customer has the information they need to make an informed decision.

4. Properly research and qualify prospects.

I’ve personally discovered that even the strongest sales strategy can’t compensate for targeting the wrong customers. To ensure your team is selling to the right type of customer, encourage reps to research and qualify prospects before attempting to discuss your product. Indeed, throughout my career, I’ve found that more work on the front end can lead to smoother closing conversations later on.

Outline the criteria a prospect needs to meet to be qualified as a high-probability potential customer. These criteria will depend on your unique business and target audience, but they should generally be based on a prospect’s engagement history and demographics.

Free Guide: 101 Sales Qualification Questions

101 Questions to Ask Contacts When Qualifying, Closing, Negotiating, and Upselling.

• Budget Questions
• Business Impact Questions
• Competitor Questions

5. Implement a free trial.

Offering a free trial or freemium version of your product can be a highly effective way to convert prospects. In fact, HubSpot’s sales strategy report found that 76% of sales professionals feel that free trials are effective in converting prospects into paying customers, while 69% of professionals believe that freemium offerings are effective.

Keeping a list of proven, go-to closing techniques will help salespeople routinely win deals. Some of my favorite techniques include the ‘now or never close’ — i.e., “If you commit now, I can get you a 20% discount” — or the ‘question close,’ i.e., “In your opinion, does what I am offering solve your problem?”

Free Sales Closing Guide

An easy-to-use sales closing guide with three tactics you can use right away.

• Using an ROI calculator for your prospects
• How to ask confirmation questions
• Sales question templates you can use today

To further improve your closing techniques and learn to close deals with confidence, check out this free, downloadable Sales Closing Guide .

11. Nurture existing accounts for future selling opportunities.

Once a deal is done, there’s no need for a sales strategy, right? Wrong.

Account management is an incredibly important part of the sales process, as this is how you foster loyal, happy customers and identify cross-selling and upselling opportunities.

So, after your sales team sees success with its sales strategy, it’s vital to form a partnership between the sales team and customer service/success teams.

Remember: Ensuring customers’ continued satisfaction with your product or service will make them more likely to do business with your company again. You may even inspire them to advocate for it proactively.

Build useful metrics to track sales performance.

This can take the form of quarterly KPIs, weekly dashboards, monthly reviews, or some combination of all three. Whatever cadence you choose, your process should also highlight the specific metrics that the team should focus on.

If you’re not sure where to start, these commonly-used KPIs can help you align performance expectations with sales goals:

• Revenue targets.
• Sales quotas.
• Conversion rates.
• Lead-to-opportunity ratios.
• Average deal size.
• Pipeline velocity.

Think about real-time performance tracking.

Of course, while business KPIs are useful for the long-term, fast-moving industries may need real-time tracking as well. To get an at-a-glance look at sales team performance, I’d suggest looking into tools that can give you instant visibility, such as HubSpot’s Sales Hub .

Real-time insights can help you quickly find and address issues, creating opportunities for proactive sales performance management.

Create a process for sharing performance data.

Ultimately, tracking performance metrics gives you the data you need to offer constructive feedback and coaching to each member of your team.

Whether you communicate via one-on-one meetings, performance reviews, or team huddles, it’s important to make space for these conversations. Regularly sharing and discussing performance data is a great way to understand performance gaps, offer guidance, and share best practices.

A process like this supports both individual and team development. Moreover, when issues inevitably arise, effective metrics can help you understand whether it’s your team or your strategy (or both) that needs extra attention.

6. Track sales activities.

Data is key to an effective sales strategy plan. With sales activity metrics, you can go beyond individual team performance to understand your entire sales operation.

Collect a range of sales activity data.

Sales activity metrics can help you understand how the team approaches day-to-day sales as a whole. As such, I’ve found that it can be helpful to track everything from the sales presentation to closing techniques.

Specifically, collect data to see how your sales team performs beyond call or deal numbers in activities, such as:

• Meetings scheduled.
• Presentations delivered.
• Proposals submitted.
• Sales presentation success rates.
• Closing techniques.

Then, comparing this data to other goal metrics can show you patterns, best practices, and areas for improvement.

Track, lead, and prospect sources.

It’s also vital to make sure you’re tracking where your prospects are coming from. For example, if you’ll be publishing thought leadership content or sourcing leads from social media, make sure that any link you share is trackable with a UTM parameter.

Trackable links aren’t just valuable for learning which channels are generating the most leads. They can also help you focus your resources on the channels that generate the most relevant, qualified leads for driving sales.

Focus on continuous improvement.

Once you have a complete set of analytics to track your strategy, use that data to refine your sales strategies, team knowledge, and plans. A clear, data-driven process will make it easier to use customer feedback to grow your sales. It will also give your sales team the agility to adapt to industry and market changes that may impact your business down the road.

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April 12, 2024

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Learn How to Sell Anything to Anybody and 15 Essential Sales Strategies How to Make a Sales

Unlock the secrets to make sales! Learn effective strategies to sell any product. Reach your goals by understanding your customers, leveraging digital tools, and creating meaningful relationships.

What's Inside?

How to Make a Sales

Whether conducted online or face-to-face, success on sales hinges on a fundamental principle: persuading individuals that their lives will be enhanced by the product or service you provide. This universal truth underscores the importance of mastering the core principles of selling, regardless of what you're selling or who your audience is.

Finding concise and actionable guidance on these principles can be a challenge, but fear not – we've distilled them into easily digestible insights to empower your business endeavors.

In this blog, we'll explore essential techniques for selling effectively, offering practical strategies that you can readily apply to your sales approach. Whether you're a seasoned sales professional or just starting out, mastering these principles will elevate your sales game and drive success in any selling scenario.

15 Essential Sales Strategies

In the dynamic world of sales, mastering the art of persuasion is key to success. Whether you're selling a product, service, or idea, understanding your audience and tailoring your approach to meet their needs is essential.

• how to increase sales

In this comprehensive guide, we'll explore 15 proven sales strategies that will empower you to win over any audience, from consumers to business decision-makers. From identifying your target market to offering exceptional customer service, each strategy is designed to help you build meaningful connections, drive conversions, and achieve your sales goals.

Let's dive in and unlock the secrets to effective selling in any context.

1) Identify your target market

Understanding Your Audience: Before diving into sales strategies, it's crucial to identify who your potential customers are. By pinpointing your target market, you can tailor your approach to meet their specific needs and preferences. Start by conducting market research to gather data on demographics, interests, and purchasing behavior.

This will help you create detailed buyer personas that represent your ideal customers. Once you have a clear understanding of your target market, you can develop targeted marketing campaigns and sales pitches that resonate with their unique characteristics and motivations.

Tailoring Your Approach: Armed with insights into your target market, you can tailor your approach to effectively reach and engage potential customers. Consider factors such as language, tone, and messaging that will resonate with your audience.

Whether you're communicating through social media, email marketing, or face-to-face interactions, ensure that your messaging speaks directly to the needs and preferences of your target market. By aligning your sales efforts with the interests and desires of your audience, you can increase the effectiveness of your sales strategies and drive better results.

2) Start with your product or service

Highlighting Unique Features: Take a close look at what you're offering. Whether it's a product or service, understanding its key features and benefits will empower you to articulate its value more effectively to potential customers. Start by creating a comprehensive list of the features and benefits of your product or service.

Then, drill down to exactly how each feature addresses a specific need or pain point for your target market. By highlighting the unique aspects of your offering, you can differentiate yourself from competitors and capture the attention of potential customers.

Showcasing Value: Once you've identified the unique features of your product or service, focus on showcasing its value to potential customers. Clearly articulate how your offering can solve their problems or improve their lives in meaningful ways.

Use real-life examples or case studies to demonstrate the tangible benefits of choosing your product or service over alternatives. By effectively communicating the value proposition of your offering, you can pique the interest of potential customers and motivate them to take action.

3) Create a buyer persona

Building Detailed Profiles: Developing buyer personas involves creating detailed profiles of your ideal customers. By delving into demographics, interests, and pain points, you can tailor your sales pitch to resonate with specific segments of your target audience.

Start by gathering data from market research, customer surveys, and analytics tools to identify common characteristics among your target customers. Then, use this information to create fictional personas that represent different segments of your audience. Be sure to include details such as age, gender, income level, job title, interests, and challenges faced. These personas will serve as valuable reference points when crafting your sales messaging and targeting strategies.

Personalizing Your Approach: Armed with detailed buyer personas, you can personalize your approach to better meet the needs and preferences of your target audience. Use the information gathered to tailor your messaging, content, and offers to resonate with each persona's unique characteristics and pain points.

For example, if one of your buyer personas is a busy professional looking to save time, focus on highlighting the convenience and efficiency of your offering. By delivering personalized experiences that speak directly to the interests and concerns of your target audience, you can increase engagement and drive more conversions.

4) Consider your existing buyers

Analyzing Customer Insights: Your current customer base holds valuable insights. By analyzing their characteristics and behaviors, you can identify patterns and preferences that inform your sales strategies and attract similar customers in the future. Start by gathering data on your existing customers, including demographics, purchase history, and feedback. Look for commonalities and trends that can help you better understand their needs and preferences. Use this information to refine your buyer personas and tailor your sales approach to better meet the needs of your target audience.

Leveraging Customer Relationships: In addition to gathering insights, your existing customers can also serve as valuable advocates for your brand. Encourage satisfied customers to share their experiences with others through testimonials, reviews, and referrals. By leveraging these relationships, you can build trust and credibility with potential customers and increase your chances of making a sale. Additionally, use feedback from existing customers to continuously improve your products, services, and sales processes. By listening to their concerns and addressing their needs, you can strengthen customer loyalty and drive repeat business.

5) Do your research

Gathering Market Insights: Researching your target market is essential for understanding their needs and preferences. Utilize various channels like social media, surveys, and feedback to gather valuable insights that shape your sales approach. Start by identifying key demographics, interests, and pain points among your target audience.

Then, conduct in-depth research to understand their buying behavior, decision-making process, and preferred communication channels. Use this information to create targeted marketing campaigns and sales strategies that resonate with your audience and drive results.

Monitoring Industry Trends: In addition to understanding your target market, it's also important to stay informed about industry trends and developments. Keep an eye on emerging technologies, market shifts, and competitor activity that may impact your sales efforts.

Subscribe to industry publications, attend conferences and events, and join online communities to stay up-to-date on the latest trends and insights. By staying informed and adaptable, you can position yourself as a trusted resource for your customers and stay ahead of the competition.

6) Selling to consumers

Understanding Consumer Behavior: Selling to consumers requires a deep understanding of their motivations and preferences. By leveraging consumer research, you can tailor your sales pitch to resonate with their needs and drive conversions. Start by identifying key demographics, interests, and pain points among your target audience.

Then, craft messaging and offers that speak directly to their interests and concerns. Use storytelling and emotional appeals to create a connection with potential customers and inspire them to take action. By understanding consumer behavior, you can create more effective sales strategies that drive results.

Building Relationships: In addition to making a sale, focus on building long-term relationships with your customers. Provide exceptional customer service and support to ensure a positive experience at every touchpoint. Encourage feedback and actively listen to customer concerns to show that you value their input.

By building trust and rapport with your customers, you can increase loyalty and drive repeat business. Additionally, use customer data and insights to personalize your marketing and sales efforts and provide targeted offers and recommendations. By prioritizing customer relationships, you can create a loyal customer base that supports your business for years to come.

7) Selling to business decision-makers

Catering to Professional Needs: When selling to businesses, it's essential to understand the needs and objectives of decision-makers. By aligning your product or service with their goals, you can position yourself as a valuable partner in driving business success. Start by researching the company's industry, competitors, and strategic priorities to understand their challenges and opportunities.

Then, tailor your sales pitch to address specific pain points and offer solutions that align with their objectives. By demonstrating a deep understanding of their business needs, you can build credibility and trust with decision-makers and increase your chances of making a sale.

Building Strategic Partnerships: In addition to selling individual products or services, focus on building strategic partnerships with businesses. Look for opportunities to collaborate on joint ventures, co-marketing campaigns, or product integrations that add value for both parties.

By aligning your interests and objectives, you can create mutually beneficial relationships that drive business growth and success. Additionally, leverage your existing network and industry connections to identify potential partners and explore new opportunities. By building strategic partnerships, you can expand your reach, increase your influence, and unlock new revenue streams for your business.

8) Research your buyer

Understanding Individual Needs: Before engaging with potential customers, take the time to research their specific needs and pain points. By demonstrating a thorough understanding of their challenges, you can tailor your sales pitch to offer relevant solutions. Start by gathering information from various sources, such as social media, customer reviews, and industry reports.

Look for common themes and trends that indicate areas where your product or service can add value. Then, use this information to craft personalized messaging and offers that address the unique needs of each buyer. By showing that you understand their concerns and can provide meaningful solutions, you can increase your chances of making a sale.

Building Trust and Credibility: In addition to addressing their needs, focus on building trust and credibility with potential customers. Share relevant case studies, testimonials, and success stories that demonstrate the effectiveness of your product or service. Use social proof and third-party endorsements to validate your claims and reassure buyers that they're making the right decision.

Additionally, be transparent and honest in your communications, and always follow through on your promises. By building trust and credibility, you can overcome buyer skepticism and objections and create a strong foundation for future business relationships.

9) Learn about your customer's needs

Addressing Pain Points: Effective selling involves addressing the unique needs and concerns of each customer. By actively listening to their challenges and preferences, you can position your product or service as the ideal solution to their problems. Start by asking open-ended questions to uncover their pain points and objectives.

Then, use this information to tailor your sales pitch and offer solutions that address their specific needs. Focus on highlighting the benefits and outcomes of choosing your product or service, rather than just its features. By showing how your offering can solve their problems and improve their lives, you can create a compelling case for why they should buy from you.

Providing Personalized Solutions: In addition to understanding their needs, focus on providing personalized solutions that meet their unique requirements. Use customer data and insights to customize your offerings and recommendations to align with their preferences and goals.

Whether it's tailoring your product features or adjusting your pricing and packaging, strive to create a solution that feels tailor-made for each customer. By demonstrating that you understand their individual needs and can provide personalized solutions, you can differentiate yourself from competitors and win their trust and confidence.

10) Know what your product or service offers

Communicating Value: Clearly articulating the benefits of your product or service is essential for winning over potential customers. Highlighting its unique features and how they address customer needs will help you stand out in a competitive market. Start by creating a comprehensive list of the features and benefits of your offering, then translate these into tangible outcomes for your customers. Focus on the value proposition of your product or service and how it can solve their problems or fulfill their desires.

Use storytelling and real-life examples to bring your offering to life and create an emotional connection with potential customers. By effectively communicating the value of your offering, you can inspire confidence and motivate them to take action.

Differentiating Your Offering: In addition to communicating value, focus on differentiating your offering from competitors. Identify what sets your product or service apart and why it's superior to alternatives. Whether it's unique features, superior quality, or exceptional customer service, highlight the aspects that make your offering stand out.

Use comparisons and benchmarks to showcase your competitive advantages and position yourself as the best choice for potential customers. By clearly articulating your unique selling points, you can capture their attention and convince them to choose your product or service over others.

11) Sell yourself

Building Trust: In addition to selling your product or service, it's essential to sell yourself as a trustworthy and reliable partner. Building rapport with customers and demonstrating your expertise can help instill confidence and encourage long-term relationships. Start by sharing your background, experience, and credentials to establish credibility and authority in your field.

Use testimonials, case studies, and success stories to showcase your track record of delivering results for clients. Additionally, be genuine and authentic in your interactions, and always prioritize the best interests of your customers. By building trust and rapport, you can create a strong foundation for successful business relationships.

Demonstrating Value: In addition to building trust, focus on demonstrating the value you bring to the table as a salesperson. Showcase your knowledge and expertise by offering valuable insights and recommendations that help customers achieve their goals. Listen attentively to their needs and concerns, and tailor your recommendations to address their specific challenges.

Be proactive in providing solutions and addressing objections, and always follow through on your commitments. By consistently delivering value and exceeding customer expectations, you can position yourself as a trusted advisor and partner in their success.

12) Establish a rapport before selling

Creating Connections: Before jumping into your sales pitch, take the time to establish a personal connection with your potential customers. Building rapport and showing genuine interest in their needs will make them more receptive to your message. Start by engaging in small talk and asking open-ended questions to get to know them better.

Find common ground and shared interests that you can bond over, and use humor and empathy to build rapport. By creating a comfortable and friendly atmosphere, you can lay the foundation for a productive sales conversation and increase your chances of success.

Building Trust: In addition to creating connections, focus on building trust with your potential customers. Be transparent and honest in your communications, and always follow through on your promises. Show empathy and understanding for their concerns and challenges, and demonstrate that you have their best interests at heart.

By building trust and rapport, you can overcome buyer skepticism and objections and create a strong foundation for a successful sales relationship. Additionally, be respectful of their time and boundaries, and avoid being pushy or aggressive in your approach. By taking a patient and respectful approach, you can create a positive impression and increase your chances of making a sale.

13) Present yourself as an expert

Demonstrating Authority: Position yourself as an expert in your field by showcasing your knowledge and expertise. By sharing valuable insights and industry trends, you can establish credibility and gain the trust of potential customers. Start by creating content that demonstrates your expertise, such as blog posts, white papers, or videos.

Share this content on your website and social media channels to showcase your thought leadership and attract potential customers. Additionally, participate in industry events, webinars, and speaking engagements to further establish your authority and reach a wider audience. By positioning yourself as a trusted resource, you can increase your influence and credibility in your field.

Providing Value: In addition to demonstrating authority, focus on providing value to your potential customers. Offer practical advice, tips, and recommendations that help them solve their problems or achieve their goals. Listen attentively to their needs and concerns, and tailor your recommendations to address their specific challenges.

By providing valuable insights and actionable solutions, you can position yourself as a trusted advisor and partner in their success. Additionally, be generous with your time and expertise, and always prioritize the best interests of your customers. By consistently delivering value, you can build lasting relationships and drive long-term business growth.

14) Listen actively

Understanding Customer Perspectives: Active listening is key to understanding customer needs and preferences. By paying attention to their concerns and feedback, you can tailor your sales approach to address their specific challenges and objections. Start by asking open-ended questions to encourage them to share their thoughts and concerns.

Listen attentively to their responses, and ask follow-up questions to clarify their needs and preferences. Use empathy and understanding to show that you value their input and are committed to finding the best solution for them. By actively listening to your customers, you can build trust and rapport, and increase your chances of making a successful sale.

Tailoring Your Approach: In addition to understanding their perspectives, focus on tailoring your approach to meet their needs and preferences. Use the information gathered from active listening to customize your messaging, content, and offers to resonate with each customer's unique characteristics and pain points.

Whether it's adjusting your tone and language or personalizing your recommendations, strive to create a personalized experience for each customer. By demonstrating that you understand their individual needs and can provide relevant solutions, you can increase engagement and drive more conversions. Additionally, use feedback from active listening to continuously improve your sales processes and customer interactions, and refine your approach over time.

15) Offer customer service

Providing Support: Exceptional customer service is essential for building long-term relationships and fostering loyalty. By offering prompt and personalized support, you can exceed customer expectations and differentiate yourself from competitors. Start by being accessible and responsive to customer inquiries and concerns, whether it's through phone, email, or live chat.

Be proactive in addressing issues and finding solutions that meet their needs. Additionally, go above and beyond to anticipate their needs and offer value-added services or recommendations. By providing exceptional customer service, you can create positive experiences that drive customer satisfaction and loyalty.

How to Sell Anything Online

Mastering online business: a step-by-step guide.

Starting your online business journey is an exciting ride, full of possibilities. But how do you turn your ideas into a thriving venture in the digital world? Let's walk through the key steps to launch your business online and find your footing in the vast digital marketplace.

• Explore Industries & Opportunities: Dive into various industries to uncover potential opportunities and trends. Research market demands, consumer behavior, and emerging niches to identify the perfect fit for your business idea.
• Choose Your Unique Offering: Select a product or service that resonates with both your passion and market demand. Whether it's innovative tech solutions, artisanal crafts, or personalized services, ensure your offering stands out and addresses a specific need.
• Define Your Target Audience: Pinpoint your ideal customers to tailor your marketing efforts effectively. Understand their demographics, preferences, and pain points to craft compelling messages and strategies that resonate with them.
• Strategize Your Pricing: Develop a pricing strategy that reflects the value of your offering while remaining competitive in the market. Consider factors such as production costs, perceived value, and pricing elasticity to set the right price point.
• Select Your Selling Platform: Choose the right online platform to showcase and sell your products or services. Whether it's an e-commerce website, social media channels, or your own website where SEO comes in handy, pick the platform that aligns with your business goals and target audience.
• Attract Potential Customers: Deploy a mix of marketing tactics , including social media marketing, content creation, and email campaigns, to generate leads and attract potential customers. Create engaging content, leverage influencers, and optimize your online presence to increase visibility.
• Craft Compelling Sales Pitches: Develop persuasive sales pitches and marketing messages to capture the interest of your target audience. Highlight the unique benefits of your offering, showcase social proof, and address common objections to entice potential customers.
• Guide Customers Through the Purchase Process: Engage with potential customers, address their concerns, and provide seamless support throughout the purchasing journey. Offer multiple payment options, streamline the checkout process, and provide clear communication to ensure a frictionless experience.
• Deliver Exceptional Service: Prioritize customer satisfaction by delivering high-quality products or services on time. Maintain open communication, address any issues promptly, and go above and beyond to exceed customer expectations.
• Encourage Referrals and Loyalty: Foster customer loyalty and encourage referrals by providing exceptional experiences and incentivizing repeat purchases. Implement referral programs, offer exclusive deals to loyal customers, and actively seek feedback to continuously improve your offerings.

By following these steps and staying adaptable to the ever-changing digital landscape, you can navigate the complexities of online entrepreneurship with confidence and pave the way for long-term success.

Remember, every challenge presents an opportunity for growth, and with dedication and perseverance, your online business can thrive and flourish in the vast digital ecosystem. For a more comprehensive and detailed dive into the world of online marketing check out our related blog .

How to Sell a Product

Step 1: Know Your Product. Take the time to thoroughly understand your product inside and out. Familiarize yourself with all its features and advantages. Knowing what makes your product stand out and how it can benefit your customers is crucial. This step lays the foundation for effective marketing and sales efforts.

Step 2: Know Your Audience. Identify and understand your target customers. What are their needs, preferences, and pain points? Knowing your audience helps you tailor your product and messaging to resonate with them effectively. By understanding who you're trying to reach, you can craft marketing strategies that speak directly to their interests and motivations.

Step 3: Create Compelling Marketing. Craft persuasive messages and visuals that capture attention and generate interest in your product. Highlight the key features and benefits that address your audience's needs. Whether it's through advertising, social media, or other channels, your marketing efforts should aim to engage and persuade potential customers to consider your product.

Step 4: Choose Sales Channels. Decide where and how you'll make your product available to customers. This could include online platforms, retail stores, direct sales, or a combination of channels. Consider factors such as accessibility, reach, and convenience for your target audience. Choosing the right sales channels ensures that your product is easily accessible to potential buyers.

Step 5: Provide Excellent Service. Offer exceptional customer support and service to ensure a positive experience for your customers. Be responsive to inquiries, address concerns promptly, and go the extra mile to exceed expectations. Providing excellent service not only enhances customer satisfaction but also builds loyalty and encourages repeat business.

By following these steps, you can effectively launch and promote your product while ensuring a positive experience for your customers.

How to Sell a Service

Step 1: Define Your Service. Clearly outline what service you're offering and what sets it apart from others. Identify the specific benefits and value it provides to potential clients.

Step 2: Understand Your Target Audience. Research and understand the needs, preferences, and pain points of your target audience. Tailor your service offerings and marketing messages to address their specific needs and interests.

Step 3: Develop Compelling Marketing. Materials Create marketing materials that effectively communicate the benefits and value of your service. This may include website content, brochures, social media posts, and other promotional materials.

Step 4: Establish Your Pricing Strategy. Determine the pricing structure for your service based on factors such as market demand, competition, and the value you provide to clients. Consider offering different pricing options to appeal to different customer segments.

Step 5: Build Relationships and Trust. Focus on building relationships and trust with potential clients. Offer free consultations, demonstrations, or trials to showcase the value of your service. Provide excellent customer service and address any concerns or questions promptly.

By following these steps, you can effectively sell your service and attract satisfied customers.

The Anatomy of a Winning Sales Strategy

Identify key features and benefits of your product.

One might liken the features and benefits of a product to the heart and soul of your sales pitch. It's vital to hone in on what makes your product stand out. Start by listing all features, then identify benefits that each feature brings to the customer. Remember, features are impressive, but benefits sell.

Map Out the Buyer's Journey

To truly connect with your prospects, you must map out their buyer's journey, which is the route a customer takes from first hearing about your product to making a purchase. This process typically involves three stages: Awareness, Consideration, and Decision.

• Awareness : Prospects recognize they have a need or problem. They begin looking for solutions, and that's when they might first come across your product.
• Consideration : Having discovered your product, prospects evaluate it against their needs and other market options. This is when they delve deeper into the features and benefits, read reviews, and seek testimonials.
• Decision : The final stage, where prospects are ready to make a purchase decision. They might still have a few concerns or questions, which gives you an opportunity to swoop in with outstanding customer service and comprehensive information.

By understanding and aligning your sales strategies with this journey, you can create targeted messages for each stage, addressing the specific needs and concerns that arise, and smoothly guide prospects towards a successful sale.

Mastering the Art of the Pitch

Develop an elevator pitch that resonates.

Creating an elevator pitch that resonates is like fashioning the perfect key - it's short, impactful, and unlocks a world of opportunities. An effective elevator pitch should last no longer than 30 seconds and must encapsulate who you are, what you offer, and the unique value your product or service provides. Here's how to craft one:

• Start with a question that identifies a common problem or need.
• Show empathy; demonstrate that you understand this challenge because you've experienced it too, or you've seen it often in the industry.
• Pivot to your solution, explaining succinctly what you’ve created to address this problem.
• Conclude by stating the clear value or benefit your product or service provides, ideally quantified with data if possible.

Remember, your pitch should be adaptable, depending on who you're talking to and their particular interests or pain points. Practice it until it's smooth, and always be prepared to extend the conversation if the other person’s interest is piqued.

Crafting a powerful elevator pitch is essential, and enhancing it visually can take its impact to the next level. You can make polished pitch decks using  Decktopus  that grab the attention of your audience right away. With the help of Decktopus's customizable templates , interactive components, and time-saving tools, you can make a pitch that is memorable and effective. 

Embracing Technology and Tools for Enhanced Sales

Leverage digital platforms for maximum reach.

In an age where digital presence is pivotal, leveraging online platforms expands your reach and enhances visibility. To maximize your digital strategy's effectiveness:

• Diversify your presence across platforms such as LinkedIn, Instagram, Twitter, and TikTok based on where your target audience spends their time.
• Engage with your community by consistently posting valuable content, responding to comments, and participating in relevant conversations.
• Utilize targeted digital advertising to cut through the noise and reach potential customers with precision, using demographic and interest-based filters.

By maintaining an active and strategic digital presence, you'll raise brand awareness and stay top-of-mind for your audience.

In today's competitive business landscape, staying ahead in sales requires embracing technology and leveraging innovative tools. One such tool that has revolutionized the way sales professionals create presentations is Decktopus.

Leveraging Decktopus AI for Smarter Sales Presentations

Decktopus is a cutting-edge platform that empowers sales professionals to create captivating presentations with ease. Here's how Decktopus enhances the sales process:

• Streamlined Presentation Creation: Decktopus offers AI-powered design suggestions and customizable templates, enabling users to craft visually stunning presentations in a fraction of the time it takes with traditional methods. Sales professionals can quickly create professional-grade decks that leave a lasting impression on clients.

• Customizable Branding: Decktopus allows users to customize templates to align with their brand identity. Whether it's incorporating company logos, colors, or fonts, sales professionals can ensure that their presentations reflect their brand's style and personality, thereby reinforcing brand consistency and credibility.
• Dynamic Content Integration: Decktopus enables users to convert static PDF documents into dynamic presentations. By adding animations, multimedia elements, and interactive features, sales professionals can breathe new life into their existing sales materials, making presentations more engaging and impactful.

• Time-Saving Efficiency: By streamlining the presentation creation process and offering user-friendly tools, Decktopus helps sales professionals save valuable time. This time-saving efficiency allows them to focus on nurturing client relationships, driving sales, and ultimately achieving greater success in their sales endeavors.

Incorporating Decktopus into the sales process empowers professionals to create compelling presentations, organize sales materials effectively, and impress clients with ease. With Decktopus, sales professionals can embrace technology and tools to elevate their sales game and achieve remarkable results in today's competitive marketplace.

Frequently Asked Questions (FAQS):

1) can anyone learn to sell effectively.

Absolutely, selling is a skill that can be learned and refined with practice. With the right training, mindset, and commitment, anyone can become adept at selling. It's about understanding the customer's needs, offering solutions, and communicating value. Consistent learning and adaptability are key to success in sales.

2) What are some psychological tactics used in selling?

In selling, several psychological tactics can be used, such as the Anchoring Effect, where the first price presented serves as a reference point for all subsequent negotiations. The Decoy Effect introduces an option to make another seem better by comparison. Rhyme-As-Reason Effect uses memorable rhymes to make messages more convincing. Utilizing these tactics can subtly influence buying decisions to your advantage.

3) How can I boost my sales effectiveness?

Consider utilizing Decktopus, an innovative AI tool, to streamline your sales process. With Decktopus, you can easily create captivating visiuals, and integrate dynamic content to engage your audience effectively, ultimately leading to improved sales outcomes.

4) How do I measure success in the sales process?

Success in the sales process can be measured by analyzing key metrics such as conversion rates, the average length of the sales cycle, customer acquisition cost, and customer lifetime value. Track the number of prospects at each stage of your sales funnel, and keep an eye on your reps' quota attainment rates. Using both quantitative data and qualitative feedback will give you a comprehensive view of your sales success.

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How to Make a “Good” Presentation “Great”

• Guy Kawasaki

Remember: Less is more.

A strong presentation is so much more than information pasted onto a series of slides with fancy backgrounds. Whether you’re pitching an idea, reporting market research, or sharing something else, a great presentation can give you a competitive advantage, and be a powerful tool when aiming to persuade, educate, or inspire others. Here are some unique elements that make a presentation stand out.

• Fonts: Sans Serif fonts such as Helvetica or Arial are preferred for their clean lines, which make them easy to digest at various sizes and distances. Limit the number of font styles to two: one for headings and another for body text, to avoid visual confusion or distractions.
• Colors: Colors can evoke emotions and highlight critical points, but their overuse can lead to a cluttered and confusing presentation. A limited palette of two to three main colors, complemented by a simple background, can help you draw attention to key elements without overwhelming the audience.
• Pictures: Pictures can communicate complex ideas quickly and memorably but choosing the right images is key. Images or pictures should be big (perhaps 20-25% of the page), bold, and have a clear purpose that complements the slide’s text.
• Layout: Don’t overcrowd your slides with too much information. When in doubt, adhere to the principle of simplicity, and aim for a clean and uncluttered layout with plenty of white space around text and images. Think phrases and bullets, not sentences.

As an intern or early career professional, chances are that you’ll be tasked with making or giving a presentation in the near future. Whether you’re pitching an idea, reporting market research, or sharing something else, a great presentation can give you a competitive advantage, and be a powerful tool when aiming to persuade, educate, or inspire others.

• Guy Kawasaki is the chief evangelist at Canva and was the former chief evangelist at Apple. Guy is the author of 16 books including Think Remarkable : 9 Paths to Transform Your Life and Make a Difference.

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Understanding 30-60-90 sales plans and incorporating them into a presentation

Get your team on prezi – watch this on demand video.

Anete Ezera April 16, 2024

30-60-90 sales plans are essential tools for sales professionals, providing a clear roadmap for the first three months on the job. They help in setting realistic goals and strategies for achieving sales success. As presentations play a crucial role in conveying these plans, choosing the right platform is key. Prezi shines as a lively choice for crafting presentations. Its engaging layout lets you highlight your 30-60-90 sales plan in a way that’s informative and visually striking. Let’s take a closer look at what this sales plan is and how to turn one into an accomplished presentation. 

What is a 30-60-90 sales plan?

A 30 60 90 sales plan is a strategic outline designed to structure the first 90 days of a sales professional’s role. It’s divided into three distinct phases, each spanning 30 days. The first phase focuses on learning, including understanding the company’s products, market, and sales processes. The next 30 days are about planning and starting to engage with customers, applying the initial learnings. The final stretch aims at execution, where the groundwork laid in the previous phases is put into action with the goal of closing sales and meeting targets. This systematic approach ensures a focused and efficient start, setting the foundation for ongoing sales success.

The benefits of 30-60-90 sales plans

A 30-60-90 day plan for sales positions brings several advantages, enhancing interview performance, smoothing the onboarding process, and fostering ongoing achievement. Let’s explore the key benefits:

• Smooth start for new employees: This plan outlines key focus areas for newcomers, speeding up their adjustment and productivity. It simplifies the transition, reducing stress.
• Efficient time management: For individuals in new positions or sales territories, this plan acts as a clear guide for initial actions, aiding in a quick adaptation without confusion or pressure.
• Fosters a trusting workplace: Encouraging conversations with managers and team members, a 30-60-90 day plan helps cultivate a supportive and trust-based environment.
• Promotes continuous development: Serving as a roadmap for early improvement, the plan also supports sustained growth, offering direction for ongoing advancement.
• Clear objectives for leadership: With defined achievements and milestones, leaders can easily assess progress, aligning individual efforts with the company’s objectives.
• Distinguished job applicants: Bringing a 30-60-90 plan to an interview signifies preparedness and initiative, setting candidates apart in a competitive field.

In essence, a 30-60-90 plan clarifies the path forward, making the start of a new job more manageable and uniting teams toward common goals.

30-60-90 sales plan examples 

To provide a clearer picture of how a 30-60-90 day plan for sales managers might look in practice, here are three examples across different industries. Each example demonstrates how the plan can be tailored to specific roles and market contexts.

Example 1: Software sales manager

First 30 days – learning and integration

• Focus on understanding the company’s software products, competitor analysis, and current market trends.
• Engage in training sessions on the company’s CRM tools and sales methodologies.
• Shadow experienced team members on sales calls to gain insights into the sales process and customer interactions.

Next 30 days – strategy development and relationship building

• Start developing strategies for lead generation and conversion based on insights gathered in the first month.
• Initiate contact with potential clients to build relationships and understand their needs.
• Work with the marketing team to create targeted campaigns for different segments of the market.

Last 30 days – implementation and evaluation

• Begin implementing the sales strategies developed, focusing on reaching out to high-potential leads.
• Monitor sales progress and adapt strategies as needed for maximum efficiency.
• Set performance metrics for the team and review individual progress, offering feedback and coaching where necessary.

Example 2: Pharmaceutical sales manager

First 30 days – orientation and market understanding

• Acquire comprehensive knowledge about pharmaceutical products, including their benefits and regulations.
• Study the healthcare landscape, identifying key players and potential clients such as hospitals and clinics.
• Learn about the sales compliance and ethical guidelines specific to the pharmaceutical industry.

Next 30 days – networking and plan formulation

• Attend industry conferences and events to network with healthcare professionals.
• Develop a detailed plan for engaging potential clients, including personalized pitches and educational materials about the products.
• Collaborate with the sales team to refine the approach based on feedback and initial interactions with clients.

Last 30 days – execution and growth

• Execute the engagement plan, focusing on establishing long-term relationships with healthcare providers.
• Analyze sales data to identify trends and areas for improvement.
• Implement a feedback loop with the team to continuously improve the sales process and product offerings based on client needs.

Example 3: Retail sales manager

First 30 days – product and process familiarization

• Immerse in learning about the retail products, store layout, and customer service standards.
• Understand the sales reporting and inventory management systems.
• Observe customer interactions and sales tactics used by successful sales representatives.

Next 30 days – team engagement and sales promotion planning

• Begin engaging the sales team with regular meetings to discuss goals and strategies.
• Plan and develop sales promotions and displays in collaboration with the marketing department.
• Start building relationships with key customers and local community organizations to increase foot traffic.

Last 30 days – sales initiatives and performance tracking

• Launch sales promotions and track their success through daily sales reports.
• Adjust sales strategies based on promotion outcomes and customer feedback.
• Review team performance and identify areas for improvement, setting goals for the next quarter.

These 30 60 90 day plan examples demonstrate just how flexible this style of plan is, making sure it can be tailored to meet the specific needs and opportunities of various industries and positions.

Turning your 30-60-90 ideas into a presentation

Transforming your 30-60-90 day plan into a presentation is the most common strategy for precisely showing your approach and ambitions. Here’s why opting for a presentation method stands out as the best choice:

Bring your strategy to life

Transitioning from abstract concepts to visual displays, a presentation breathes life into your plan, making it comprehensible and tangible. This method is particularly impactful when it comes to simplifying complex strategies for straightforward communication.

Capture and keep audience engagement

Utilizing dynamic elements, presentations effectively grab and hold your audience’s focus. This level of engagement is essential to ensure your message is absorbed and retained.

Showcase your commitment and preparation

A meticulously prepared presentation reflects your professionalism and the thorough preparation you’ve undertaken for your new position. It shows off your serious dedication and readiness to embark on this new journey.

Ensure your message is crystal clear

Through the structured organization of your ideas and strategies, presentations ensure a smooth flow of information, allowing your audience to clearly understand your goals, intentions, and the methods you’ll use to reach them.

Adapt to your audience

Presentations offer the versatility to adjust your message based on your audience, whether it’s an individual meeting, a session with a select group, or a presentation to a larger audience. This adaptability guarantees the effective transmission of your 30-60-90 day plan in any scenario.

Encourages instant interaction

Presentations often pave the way for on-the-spot feedback, giving you the chance to respond to inquiries, address any concerns, and consider suggestions immediately. This level of interaction can provide crucial insights and assist in fine-tuning your strategy.

So, it’s clear that presentations are the way to go when it comes to 30-60-90 day sales plans, and platforms like Prezi are making creating them easier than ever before. 

Using templates for fast results

When it’s time to develop your presentation for your 30 60 90 day sales plan, Prezi can help you out by offering customizable templates that suit any professional field. With options for both a light and a dark visual theme, these templates are designed to cater to the diverse preferences of different industries. Each version is crafted to support you in detailing the specific objectives and strategies of your sales plan, segmenting the plan into clear, 30-day increments.

What makes Prezi’s templates stand out is their engaging use of motion, effectively leading your audience through each phase of your plan as though unfolding a story. This approach is great for retaining the attention of your viewers and also aids in conveying the structured progression of your 30-60-90 day strategy. 

The light-themed template shines in its clean and professional demeanor, ideal for presenting in brightly lit environments or sectors that favor a crisp, concise presentation style. Conversely, the dark-themed template brings a touch of sophistication and modernity, perfect for industries leaning towards innovative or creative presentations.

Storytelling with Prezi

These templates are more than just backgrounds for your 30 60 90 examples; they’re a storytelling tool, facilitating a dynamic journey through your planned objectives, tactics, and benchmarks. With sections designated for each phase, personalizing the template with your plan’s details becomes a straightforward process, allowing you to concentrate on crafting a compelling narrative around your strategies and goals.

Use Prezi’s ready-made templates for your upcoming 30-60-90 day sales plan presentation. This approach turns your strategic outline into a compelling, unforgettable narrative, keeping your audience attentive and well-informed all the way through.

30-60-90 presentation tips and cautions 

Before you start crafting your presentation, here’s a list of essential guidelines and pitfalls to avoid ensuring your process is smooth and effective.

Guideline: Make sure your presentation concisely details your goals and methods for each segment of the 30 60 90 day sales plan, using bullet points, charts, and graphs for clear communication.

Pitfall to avoid: Resist the temptation to fill your slides with excessive detail. Too much information can overwhelm your audience, causing confusion or disengagement. Strike a balance between being comprehensive and succinct.

Customization of content

Guideline: Tailor your presentation to mirror the unique culture and needs of the organization, emphasizing how your plan aligns with the company’s objectives.

Pitfall to avoid: Avoid a generic approach. Presenting a one-size-fits-all 30 60 90 day sales plan can be less effective, failing to resonate with your audience or address specific needs and challenges.

Visual engagement

Guideline: Use appropriate visuals to bolster your key points, making complex data more understandable and keeping your audience’s attention.

Pitfall to avoid: Exercise caution in the use of visuals. Overutilization or irrelevant imagery can detract from your core message.

Preparation and refinement

Guideline: Repeatedly rehearse your presentation to navigate its flow confidently and manage topic transitions smoothly.

Pitfall to avoid: Avoid a delivery that relies heavily on reading from your slides or notes, which can seem uninspired. Aim for a delivery that feels natural and engaging.

Readiness for questions

Guideline: Prepare for potential questions about your 30 60 90 day sales plan, showing your in-depth preparation and grasp of the plan.

Pitfall to avoid: Never ignore audience questions or concerns. Inadequately addressing these can diminish your credibility and the perceived viability of your plan.

Demonstrating adaptability

Guideline: Illustrate your willingness to incorporate feedback and make necessary adjustments to your plan, showing your adaptability to unforeseen challenges.

Pitfall to avoid: Avoid presenting a plan that appears indecisive or vague. Your audience is looking for a robust strategy that displays both confidence and insight.

Adhering to these guidelines while avoiding common pitfalls will help you develop a 30 60 90 day sales plan presentation that not only engages and impresses your audience but also lays a solid groundwork for your success.

A step-by-step guide for making your 30-60-90 presentation

Now we’ve discussed some key tips, it’s time to start the creation process. Assembling an impactful 30-60-90 day sales plan presentation demands a thoughtful strategy and the appropriate tools. Using Prezi features allows you to build a presentation that effectively delivers your plan while keeping your audience engaged throughout.

Step 1: Gathering inspiration

Start by immersing yourself in the variety of 30 60 90 day sales plan examples Prezi has on offer. This initial step is about soaking up ideas and understanding different ways to articulate and structure your plan. Seeing how others have tackled their presentations can spark innovative ideas.

Step 2: Template selection

With inspiration in hand, it’s time to pick the right template on Prezi. Whether you lean towards something with a light and airy feel or prefer the depth of a dark theme, ensure it has a structure that mirrors the 30-60-90 day plan’s segments. The right template will naturally guide your content organization.

Step 3: Laying out your plan

Outline your content next, breaking down the plan into the 30-day phases. Detail what you aim to learn, strategize, and accomplish in each phase. Prezi’s unique presentation paths allow for a customized flow that can adapt to your narrative, enabling detailed dives without losing the overarching thread.

Step 4: Customizing your presentation

Now, tailor your chosen template to fit your brand and message. Use Prezi to add your company’s colors, logo, and any specific imagery or multimedia that supports your points. This customization makes your presentation not only more engaging but also aligned with your corporate identity.

Step 5: Rehearsing your delivery

After your presentation is polished, rehearse your delivery to ensure a smooth execution. Familiarize yourself with navigating your Prezi presentation, making sure you can seamlessly transition from one segment to the next, maintaining a confident and engaging delivery throughout.

Step 6: Sharing your vision

Before your presentation day, share your Prezi with key stakeholders to provide a preview. When it’s time to present, use Prezi presenting features to deliver your message, whether you’re in a face-to-face setting or connecting with a remote audience using Prezi Video .

Following these guidelines and using Prezi’s interactive features, you can present a 30-60-90 day sales plan that communicates your strategies effectively and keeps your audience interested from beginning to end.

What else does Prezi have to offer?  

Prezi extends beyond the usual presentation platforms, introducing advanced tools such as Prezi AI and AI text editing to enhance the quality of your presentations, making them ideal for 30-60-90 day sales plan presentations.

In situations where time is limited, Prezi AI is an invaluable tool for sales professionals. It offers a quick way to create your 30-60-90 day sales plan presentation. Just describe your topic, and Prezi AI steps in to suggest suitable color schemes, design, and layout options and compiles everything into a cohesive presentation. This feature is especially useful for those who need to quickly put together a professional and visually appealing presentation. Prezi AI simplifies the presentation creation process, letting you concentrate on refining your sales strategy.

AI text editing

Transforming text-dense slides into engaging visuals is crucial for maintaining audience interest. Prezi excels in creating captivating presentations, thanks in part to its AI text editing capabilities . With this feature, extensive lists and bullet points can be effortlessly turned into visual components and animated slides. This not only enhances the aesthetic appeal of your presentation but also aids in making it more memorable. Whether it’s through using graphics to spotlight key points or animating text to underscore important details, Prezi’s visual tools ensure your message stands out and stays with your audience well after the presentation concludes.

Conventional slide-by-slide methods vs Prezi canvas

The primary goal of delivering a 30-60-90 day presentation is to captivate the audience and instill belief in your proposed plans. Gone are the days of traditional, slide-by-slide presentations characterized by a monotonous pace. Today, presentations have evolved, introducing a more engaging alternative: Prezi canvas.

The conventional method of presenting, slide by slide, often lacked the dynamism required to maintain audience interest. The linear progression limited the presenter’s ability to seamlessly transition between ideas. Audiences, saturated with such presentations, became accustomed to predictability, and engagement declined as a result.

This is where Prezi comes in to help you break free from the constraints of linear storytelling. Unlike other tools, Prezi offers a more immersive experience, allowing you to navigate through ideas in a non-linear fashion. This freedom enables you to craft dynamic narratives that resonate deeply with your audience.

Prezi lets you design presentations with spatial organization, promoting exploration and discovery. By zooming into and out of different key areas, you lead your audience on an exploratory journey through your concepts, maintaining their interest and anticipation for what comes next. With Prezi, sharing your 30-60-90 day sales plan becomes an interactive and far from monotonous experience.

Craft a winning 30 60 90 sales plan presentation with Prezi 

Making a successful 30-60-90 day sales plan presentation is about more than just sharing your initial strategy—it involves crafting a compelling story that highlights your vision for success in your new position. This is your chance to show how well you understand the role, the challenges that lie ahead, and your approach to tackling them.

But, an effective presentation is not limited to the details of sales targets and strategies. It revolves around crafting a personal narrative on how you plan to blend into the company, adapt to its culture, and contribute to its growth. This storytelling part is crucial for outlining your immediate actions as well as underscoring your long-term contributions and worth to the team.

Prezi stands out as the tool that can transform your 30-60-90-day plan from a basic outline into an immersive, unforgettable experience. It’s the platform that elevates your plan into a dynamic exploration, setting the stage for you to make a significant impact from the very beginning.

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The Ultimate Sales Playbook: How to Create Your Own with Examples for Success

Help your team succeed with the sales plays they need to close every deal.

Michael Windeler

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As a coach, it’s thrilling to see your game plan executed to perfection on the field. But it takes careful planning to get to the end zone. If your strategy is too complex, the team may get confused and fumble at a critical moment. Too simple, and you might not be ready when things go awry. What you need is an easy-to-understand sales playbook to guide your team to victory. We’ll walk through everything you need to know to create the right mix of winning plays that guide your sales team to big wins.

What you’ll learn

What is a sales playbook, what’s included in a playbook , benefits of a playbook, sales plays to include in your playbook, how to write an effective playbook, how to keep your playbook up to date.

• 7 sales playbook types and examples

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A playbook is a comprehensive guide that outlines your team’s approach to selling. It compiles best practices, strategies, and tactics specific to the team and spells out roles, responsibilities, and objectives. The playbook also provides guidance and examples to help sales teams navigate through every stage of the sales process effectively.

What are sales plays?

Sales plays are specific strategies or steps that your sales team can follow during different parts of the selling process. Think of them as practical, easy-to-follow recipes for sales success. Each play is designed to handle a particular situation or challenge in sales, helping your team know exactly what to do and when.

Say you’re trying to engage a potential client who’s shown interest. An example of a sales play might be sending a personalized email, followed by making a phone call and then arranging a meeting. This straightforward, step-by-step approach can guide your reps toward higher chances of success.

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Just as every coach has their own playbook, a playbook is unique to every organization. That said, there are often common elements. Here’s what’s often included:

Sales strategies and tactics

This section is the heart of the playbook. It includes detailed methods for engaging with customers, such as how to approach cold calls , effective emailing techniques , and tips for successful face-to-face meetings.

Customer personas

Here, you’ll find detailed descriptions of your ideal customers or buyer personas and insights into their buying habits. This information helps sales reps understand and empathize with potential customers’ challenges and pain points and form personalized solutions.

Scripts and templates

To maintain consistency in communication, your playbook should include scripts for calls and meetings, email templates for various scenarios, and guidelines for social media interactions.

Product information

A thorough overview of your products or services should also be included, showcasing features, benefits, pricing, and competitor analyses. This section is crucial for ensuring your team understands what they’re selling. It can also help when handling objections from prospects.

Sales process

This is where you detail how your team should engage with potential customers from initial contact to closing a deal. This is crucial as it provides a clear, company-specific roadmap, ensuring all team members follow a consistent, effective sales strategy.

Supporting training materials and best practices

To help new and existing team members, your playbook should have training resources, best practices, and tips from top performers — a mix of learning materials and real-world wisdom teams can emulate.

Tools details and resources

Information on CRM systems, sales enablement tools, and other technologies that support the sales process are important inclusions in your sales playbook. This ensures everyone knows how to use the tools at their disposal effectively.

Key performance indicators (KPIs)

This is a collection of all metrics and goals that sales reps should aim for. This includes targets expected of sales reps like total sales closed, the number of calls per day, conversion rates, or average deal size.

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A playbook provides a structured approach to achieving sales goals. Here’s what a playbook brings to the table:

• Assists with training for new reps: Your playbook becomes a time-saving tool in onboarding new team members. It provides a clear, step-by-step guide on everything from conducting sales calls to closing deals , significantly reducing the time it takes for a rep to ramp up to peak efficiency.

• Makes selling more straightforward: Your sales team won’t have to guess the best way to handle different selling situations. A playbook gives them ready-to-use methods and tips so they can spend more time selling and less time figuring out their approach.

• Supports a consistent approach: Companies often want reps to use specific messaging and competitive responses. If you don’t outline this for sellers, they may just make it up as they go. Sales playbooks help everyone on your sales team talk about your products and deal with customers in a similar way. Customers have a consistent experience, which is good for your brand because it instills confidence.

• Shares success secrets: Sales teams can collect trade secrets from top sellers and share the most effective methods. That way, everyone can learn from them, which helps boost the performance of the whole team.

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When considering which sales plays to include, consider the specific challenges and opportunities your sales team faces. Examples include:

Prospecting plays

Develop a comprehensive strategy for identifying and reaching out to potential new customers. Focus on innovative techniques like using social media and crafting personalized outreach messages. Highlight the importance of understanding your target audience and tailoring the approach accordingly.

Lead qualification plays

Provide a detailed guide for evaluating whether a lead is likely to convert. Include a set of qualifying questions and criteria that sales reps can use to assess a lead’s potential. Emphasize understanding the customer’s needs and readiness to buy.

Ghosting plays

Equip sales reps with strategies for handling unresponsive clients. Offer examples of follow-up messages that show understanding, emphasizing empathy while suggesting actionable next steps.

Product demo plays

Outline strategies for effective product demonstrations. Emphasize tailoring the demo to the customer’s needs and interests and preparing to address common questions or concerns. If any employees are new to presenting, this is a good chance to outline best practices and tips for public speaking.

Follow-up plays

Highlight the best practices for follow-up communications. Include references to previous interactions and continually add insights for each contact while addressing any new changes or developments that might affect the customer’s decision.

Closing plays

Outline steps and techniques to help your team close deals effectively, whether creating a sense of urgency, addressing last-minute objections, or getting the deal through procurement.

When drafting your playbook, think of it as setting up a game plan that ensures every player on your team knows the plays, understands their roles, and sees the path to scoring sales. Here are the steps to follow to ensure your playbook covers everything you want your sales team to know:

1. Assemble a diverse team

Form a group that includes sales leaders, frontline sales reps, marketing experts, and customer service staff. This team should represent different aspects of the customer journey and sales process. For example, sales leaders can offer insights on overall strategy, while frontline reps can share hands-on experience with customer interactions.

2. Define your sales philosophy

Clarify your company’s sales approach and values. Involve top management in this discussion to ensure the playbook aligns with broader business goals. Asking “What values should drive our sales interactions?” and “How do we differentiate our approach from competitors?” can help crystallize your sales philosophy.

3. Create customer personas

Work with the marketing department to develop detailed customer/buyer personas. These should be based on market research and existing customer data. For example, a B2B software company might have personas like Tech-Savvy Startup Owner or Cost-Conscious SME Manager.

4. Document the sales process with reps

Collaborate with sales representatives to outline each stage of the sales cycle . This process might include steps like lead generation, qualification , proposal generation, negotiation, and closing. Document tactics that have been effective at each stage, such as using case studies in proposals or specific negotiation techniques.

5. Develop strategies with team input

Use brainstorming sessions to develop sales strategies and plays for specific products and scenarios. This could include handling objections or unique selling propositions for different products. For instance, you might create a strategy for upselling additional services to existing clients.

6. Craft templates, scripts, and outlines

Develop practical tools like call scripts, email templates, and proposal outlines. These should be based on successful past communications and refined through team feedback. For example, create an email template for follow-ups after initial meetings.

7. Create tools enablement materials

Select the most effective tools and resources, such as CRM systems or sales enablement platforms, to enable your reps to sell and draft enablement materials to help them use these effectively.

8. Integrate training resources

Incorporate educational materials and training resources into the flow of work. This might include online courses, internal training sessions, and materials from top performers. Ideally, fold these into your CRM so they’re easily accessible as your reps go about their work. Also, determine the best ways to facilitate continuous learning and skill development.

9. Set goals with management’s insight

Work with sales leadership to establish clear performance metrics and goals. These should be specific, measurable, and aligned with both individual sales role objectives and the company’s broader objectives. Goals might include sales quotas , conversion rates, or customer satisfaction scores.

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Your playbook shouldn’t be static. It needs regular tune-ups to stay relevant and practical. Like a coach tweaks a team’s playbook for every season — sometimes even mid-way through a game — you should regularly refine your sales strategies to align with changing market and customer needs. Set times for regular playbook reviews, like at the beginning of each quarter, to ensure it stays in step with the market.

Keep a close watch on customer behavior and preferences, adapting your sales approaches and personas to reflect the current landscape. Above all, keep your playbook accessible, user-friendly, and well-organized, making it an effective tool for your team’s success.

7 playbook types and examples

Creating a playbook from scratch can be daunting, but you don’t have to start with a blank page. To help you get the ball rolling, here are examples of some different types of sales playbooks. Think of these are starting points, which you can customize to fit your team’s unique needs and sales goals:

1. Classic playbook

Envision this as the comprehensive guide for your sales team. It includes everything from identifying target customer personas to detailed strategies for each stage of the sales cycle. For example, if your product is an educational app and your target audience is busy parents, the playbook might include specific conversation starters for parent-teacher meetings, tailored email templates for follow-ups, and objection-handling techniques specifically addressing common parental concerns.

2. Start-up playbook

This one’s tailored for emerging businesses, focusing on fundamental sales strategies and innovative marketing. For a new coffee subscription service, the playbook might suggest leveraging social media platforms for brand awareness, using influencer marketing to reach a broader audience, and guerrilla marketing tactics like pop-up events or collaborations with local businesses to create buzz.

3. Product-specific playbook

This playbook zeroes in on effectively selling a particular product, like a high-tech home appliance. It would detail the appliance’s features, benefits, and competitive advantages. Sales strategies might include a comparison guide (a side-by-side look at your product vs. competitors’ products), case studies of satisfied customers, and tailored scripts for in-store demonstrations.

4. Account-based playbook

This is perfect for targeting high-value accounts such as large corporations or specialized sectors, as these accounts typically require more attention. It would outline methods for identifying and engaging key decision-makers, tips for personalizing pitches, and strategies for nurturing these relationships.

5. Solution selling playbook

Designed for complex, consultative selling scenarios driven by an overarching problem. This playbook would guide sales reps in diagnosing the problem, presenting a tailored solution, and navigating lengthy decision-making processes. It could include questionnaires to uncover client needs, presentation templates for solution proposals, and strategies for effective follow-up.

6. Social selling playbook

This is ideal for teams incorporating social media into their sales strategy. A solution selling playbook might include best practices for engaging potential customers on platforms like LinkedIn, tips for creating compelling content on Instagram, and strategies for using Facebook ads to generate leads. It could also cover how to transition online interactions into sales opportunities.

7. Remote sales playbook

Essential for teams that operate primarily in a virtual environment, this playbook covers techniques for effective video sales calls and virtual engagement, including how to set the scene for a professional backdrop during video calls, how to use engaging presentation tools, and how to build rapport over a screen. It might also include recommendations for CRM and sales tracking tools suited for remote teams.

Remember, these are just starting points. The most effective playbooks are tailored to your team’s unique selling environment, market conditions customer profiles, and sales goals.

Sales playbooks fuel future wins

Crafting and refining your playbook is not a one-time play. It’s an ongoing effort that must adapt to shifting markets and the growth of your team. Regularly updating your playbook keeps your sales strategies fresh, relevant, and ahead of the competition. Continuous refinement and adaptation will also keep your team agile, focused, and prepared for whatever the sales field throws at them.

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Sales Strategy Powerpoint Presentation Slides

Introducing Sales Strategy PowerPoint Presentation Slides which is helpful in making effective sales presentations. With the help of this strategic sales plan PPT templates, you can improve your sales performance. There are some factors included in customer conversion strategy PowerPoint presentation slides such as identifying your customer needs, direct marketing, follow up with the consumers, describing your product, ask for their reviews, etc. You can use reports, charts, and sheets given in the sales mission statement PPT deck to present data in a visual manner. The customer acquisition PPT slideshow helps to build a customer relationship management plan in order to acquire new customers. The sales business plan PPT slides are helpful in presenting topics like setting sales targets, sales forecasting, demand management, and execution of a sales plan, etc. Therefore, download this ready-to-use sales tactics PowerPoint presentation deck and accomplish your objectives.

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Content of this Powerpoint Presentation

Whether you make cutting-edge software or the best cupcakes in town, you need a streamlined plan for  selling it. As great as software and cupcakes are, contrary to popular belief, products don’t sell by themselves —that’s up to your sales strategy. If you have a great product you’re passionate about, you still have to put yourself out there and get customers. A sales strategy is your game plan to beat the competition and grow your bottom line. But what is a sales strategy, and how do you create one?

A sales strategy is a business’s sales and new-customer growth plan that includes the objectives and activities that help the team close more deals. A good business strategy connects the team to the company’s mission and the products and services, and more leads and more sales grow as well.

But a sales strategy’s success is only as good as the planning and investment  that goes into it.

Learn how to build an actionable sales plan here.

At its core, a sales strategy is about the what, who, and how of selling. What do you want to sell to who, and how will you close the deal? You are required to know your market, sales trends, and show your customers what you can offer . The process is made easier with a sales strategy, and you will succeed in selling your products.

There are many steps that go into creating a sales plan. Get the steps and hands-on execution stages here.

We’ve got a winning strategy ready for you, download the Sales Strategy PPT Template below. The 100% customizable nature of the template provides you with the desired flexibility to edit your presentations and strategize your sales plan. The content-ready slides give you a structure to get started.

Template 1: Marketing Channels PPT Template

Marketing channels are processes with which businesses distribute and market their goods or services. Multi-channels increase the reach, make consumers more available, and reduce the risks of putting all eggs in one basket. Print advertising, internet media, email, referrals, trade fairs, telemarketing, and so on are all feasible avenues. This slide allows you to create a chart that shows the acquisition % for each of the channels. The design includes symbols that represent channels to help make your presentation more engaging. Classify the channels as high performers and non-scalable choices. You can arrange your marketing budget distribution for the coming term based on the results of the data analysis.

Template 2: Campaign Options PPT Template

Campaigns are a must for companies wanting  to promote products, services, or messages, increasing brand visibility, driving sales, and fostering customer engagement. Amongst options like telemarketing, online advertising, trade fairs, canvassing, and direct emailing you can pick the ones suitable to your organization. You can elaborate on the campaign option in the text placeholder provided under each of them.

Template 3: Campaign for Customer Acquisition PPT Template

Deploy online as well as offline campaigns to increase brand awareness, acquire a larger customer base and drive sales. You can reach your target audience through online channels like social media platforms, SEO, blogs, emails, PPC, and affiliates. For offline engagement, you can organize awareness events, print ads, or radio advertisements. Present  campaigning channels to employees to brainstorm and make marketing plans for the upcoming months.

Template 4: Sales Campaign Budget PPT Template

A budget for a sales campaign is essential for assigning resources, tracking return on investment, and making sure money is allocated strategically for optimum effect. Assign cash to things like in-person events, digital media advertisements, poster and booklet production, etc. with this PowerPoint template. To create budgeting plans, you may compute the ROI and keep a weekly, monthly, or annual record of the budget allocation. Using the PPT Template, you may distribute cash among a maximum of five marketing channels.

Template 5: Marketing Roadmap PPT Template

Create a six-month marketing strategy with this PowerPoint template. It is possible to plan content, e-marketing, social media and organic search. Plan and schedule tasks related to traffic generation, customer acquisition, lead nurturing and productivity with color-coded bars. Track progress, make sure strategy is being followed, and show your marketing plan to your employees with this PowerPoint template.

Template 6: Roadmap for Marketing PPT Template

Make quarterly marketing plans using this PPT Template. Delegate time to activities related to expanding advertising, sponsorship events, reaching international audiences, maximizing strategic partnerships, and updating websites. As per the response of each of these activities, you can make and plan marketing strategies for the new quarter.  Highlight a tentative time frame for each task with the provided blue and green bars.

Template 7: Marketing Growth Strategy PPT Template

In order to ensure new clients and retain existing ones, your organization must stay competitive in the market. This PPTemplate allows your organization to do this. The text placeholder for each step includes activities and tasks. Use sales and marketing campaigns such as loyalty programmes, SEM, SEO, SMM, and referral discounts to attract new clients. Keeping current clients satisfied is also important; you may accomplish this by providing amenities such as community message boards and exclusive client representatives. The organization may also remain competitive in the market by scheduling meetings to discuss new product development and upgrades and ensuring they satisfy consumer requirements.

Template 8: Sales Promotion Calendar PPT Template

The monthly calendar layout that allows you to plug in important dates, holidays, and observances that could influence your sales strategy. Use this slide to identify  upcoming sales opportunities by highlighting national holidays, minor holidays, and fun observances that you can use to create targeted promotions. Plan your marketing campaigns by scheduling them around the holidays and observances that are most relevant to your target audience. Track your sales performance by adding sales figures and recording promotions that you ran throughout the month in the calendar layout.

Template 9: Word of Mouth Promotion PPT Template

Word of Mouth Promotion ensures organic advocacy of your product/service. This kind of  marketing increases credibility, reach, and cost-effectiveness but lack of control and holds potential for misinformation. The PPT Slide allows you to record the percentage of positive, neutral, and negative feedback. Through this information you can get a general idea of your brand's perceptions in the market. The clients with positive feedback will convert into promoters of your brands, and advocate  your product/services. Whereas customers with a negative experience will detract potential customers. The neutral opinions help with raising brand awareness.

Template 10: Sales Performance Dashboard PPT Template

Charts and graphs that analyse sales performance over time, spot patterns, and gauge the effectiveness of marketing initiatives are all included in the template. Using the template, you may monitor product sales over a certain time frame. You are able to observe which things are selling well and poorly. You can observe the effects of your marketing on sales and conversions. You get access to data on the quantity of individuals accessing your product pages, the percentage of visitors who become customers, and the total amount of money you make from each marketing channel. Using the template, you may track patterns in your sales information over time. You may use this to determine where your sales plan needs to be modified or improved.

Shoot up your sales

An effective sales strategy will ensure everyone on the team is familiar with revenue goals, approved strategies and processes, sales messaging, and what success in their role looks like.

Give your sales team a competitive edge by equipping them with our comprehensive Sales Strategy PPT Template plan that enables them to sell successfully.

PS Just having a sales strategy is not enough. Over time, you also have to ensure that the performance of the sales strategy is evaluated. Click here to get this template on sales strategy evaluation balanced scorecard.

Sales Strategy Powerpoint Presentation Slides with all 26 slides:

Use our Sales Strategy Powerpoint Presentation Slides to effectively help you save your valuable time. They are readymade to fit into any presentation structure.

The marketing channels used by the company in the previous year included Emails, Referrals, Trade Fairs, Telemarketing, Online Media, and Print Ads, as shown in slide 3.

The current year campaign options available to the company include Print Ads, Telemarketing, Canvassing, Trade Fairs, Referrals, Online Advertising, and Direct Mail, as presented in slide 4.

The Sales Campaign Budget of the company is presented in a table format in slide 6.

The Marketing Roadmap of the company covers categories such as Social Media, Paid/Organic Search, Content, and Email Marketing, as shown in slide 7 and slide 8.

The Sales Performance Dashboard of the company is presented in slide 13 with graphs and tables to show related information, such as sales trends and performance metrics.

Ratings and Reviews

by Irina Manasherovi

January 16, 2022

by Dewitt Soto

December 27, 2021

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4-Step Action Plan to Achieve Sales Targets

As we round out the first half of the year, it’s a great time to regroup, recalibrate, and prepare our sales teams to hit the year-end sales goals we’ve set for them.

Maybe your sales team has veered slightly off track since the target was set? By assessing your current situation and creating an updated action plan, your team will have a roadmap to follow and a renewed motivation for how to achieve your sales target.

Follow this 4-step action plan for sales target achievement:

Step 1- Analyze the Past

Analyzing trends in your results up to this point in the year allows you to pinpoint challenge areas and determine the next steps for improvement. (It also reveals what is working well.)

Ideally, your team is regularly conducting post-sale analyses and documenting the findings. This sales action plan process is often overlooked as salespeople are eager to move on to the next business opportunity, but the results are extremely effective for creating a sales strategy moving forward. Make it a point to learn from your losses and repeat the things that have been successful in the past.

It’s also important to analyze your sales funnel by stage. That allows you to look back and see where your salespeople are losing opportunities. Is it in the early stages or in the late stages? Knowing the answer to that will show you where to focus on skills training and coaching.

Step 2- Identify Challenge Areas

Based on the information you gathered in Step 1, determine where skill gaps exist. For example, if conversion rates are low in the early stages, your team likely needs support with a pre-call investigation, qualifying prospects, questioning, or establishing trust early on.

And if conversion rates are low in the later stages of the sales funnel, you may need to focus on skills such as building value,  managing objections , gaining commitment, and  negotiating  price.

Metrics aren’t the only way to identify obstacles that stand in the way of maximum output for your team. One of the most effective methods is simply to ask them!

Ask each salesperson what challenges they’re facing out in the field with prospects and customers and get their input on what sort of tools or resources would help them improve their performance. Soliciting feedback  will also make your reps more receptive to any sales action plan training or coaching you move forward with.

SPEAK TO A SALES PERFORMANCE EXPERT ABOUT IMPACT SALES TRAINING TODAY

Step 3 – implement steps to help sales reps achieve sales goals.

Once you’ve identified your challenge areas, you need to decide the best ways to support your team to reach the sales goals you’ve set for them. Focus on the development areas that will lead to the highest return on your investment of time and resources and get you closer to achieving your sales target.

It may be that your team is struggling with a lack of qualified leads. If so, your first step needs to be improving sales and marketing alignment by discussing ways to align your marketing strategy with sales goals. Or, if your team is consistently struggling with price pressure, you may decide they need some sales skills training to help them build value and hold their ground with prospects and customers.

Whatever strategy your unique situation calls for, you should work with each salesperson individually to create a detailed business development plan. Work backward from the goal, and then decide and record the activities and objectives that need to be accomplished on a daily, weekly, and monthly basis in order to achieve sales targets.

Step 4 – Sales Coaching for Ongoing Success

It’s widely accepted by this point that sales coaching is the activity with the greatest impact on sales effectiveness. But according to the Sales Management Association, formal sales coaching strategies tend to be poorly executed or non-existent.

Establish a regular coaching cadence with your sales reps and make the meetings about development, not inspection. You can use this time together to ensure they’re on track with their sales action plans, reinforce new skills they’ve learned, and look for trends in what they’re doing well and where they can improve. You can find more information about how to hold effective one-to-one sales meetings in this blog post.

And if an aggressive sales target is causing them stress, make it seem more manageable by breaking the goal into smaller, easier to digest chunks.

Let’s work together to achieve your sales goals.

When it comes to maximizing sales and meeting your company’s revenue goals, creating a sales action plan should be your top priority.

If you need help defining your course of action or setting it into motion, The Brooks Group has a team of sales effectiveness experts who can help you define and achieve your sales goals. Get in touch today.  

Written By Lisa Rose

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Consultative Sales Approach Strategies

Discover seven consultative selling strategies. 

In today’s B2B market, it’s not enough to be the best salesperson in the room. Most buyers prefer to do their own research, comparing competitor options before they make a final decision. That’s where consultative selling can help you stand out.

B2B buyers have an endless array of options to choose from, with new products and services launching every day. Taking a consultative selling approach positions you as the go-to expert in your industry–someone with an opinion your prospects can rely on. 

In this article, we’ll cover seven different ways you can use a consultative sales approach to position yourself as a strategic advisor rather than “just another salesperson.”

What is a consultative approach? What is consultative selling?

A consultative sales process is one that focuses on advising the buyer. In this view,  the buyer’s needs take precedence over the sale–yet ironically, a consultative sales approach can improve your win rates a substantial amount.

Prospects appreciate it when you put in the time to understand their needs, and they feel more like you’re on the same side, rather than just trying to make a quick buck.

Consultative selling definition

A successful consultative sales approach starts with research to understand the prospect’s pain points, goals, and potential objections. Instead of using that information to craft a sales pitch, however, the next step is to build a relationship with the prospect.

Consultative sales conversations are less about closing the deal and more about building trust. The salesperson focuses on active listening and makes a real effort to come up with the best solution to meet the prospect’s needs. 

The goal is to provide the prospect with the information and guidance they need to make an informed buying decision–whether or not that results in a sale with your company. 

According to a recent article in Forbes , the best B2B salespeople are those who make it easy for their clients to navigate the sales process. Done well, this consultative sales approach can book more meetings, improve conversion rates, and increase deal size. 

Ready to get started? Here are seven strategies to incorporate into your consultative sales process: 

1. Thoroughly Research Prospects Before Engaging With Them

Consultative sales starts by understanding the prospect. While all salespeople perform research to some extent, consultative selling requires a deeper level of knowledge. 

Before reaching out to a prospect, make sure you have a clear understanding of their role, industry, and organization. Search their website and social media profiles to see what they’ve been posting about recently. Industry news can provide a good starting point.

The more information you can gather in this stage, the better. All of this provides valuable context into the prospect’s potential pain points and goals. It will also allow you to ask deeper questions on the call, rather than wasting the prospect’s time with surface-level inquiries. 

It can be tempting to skip this step and jump right into the call, but that would be a mistake. This initial research is the foundation for building a long-term relationship with your prospect.

2. Prepare For Your Call With Pre-Call Planning

Research alone isn’t enough to prepare you for a consultative sales call; you’ll also need to establish a pre-call planning process for yourself and/or your team, to ensure every call is approached strategically.

Use the research you’ve conducted to map out the buyer’s journey and identify where each prospect is on that journey. Make a list of questions to ask, as well as a general call flow your sales team can refer to. A sales playbook is a great way to document these processes.

Try to structure your calls in a way that allows the prospect to draw their own conclusions. Rather than telling them about their problem and your solution, ask questions that guide the conversation where you want it to go.

If you need help researching customers to nail your ICP or creating your own playbook, click here to book a free discovery call and learn how we can help.

3. During the Call, Work To Build Trust And A Connection

Consultative sales rely on the connection between a salesperson and their prospect. Without trust, the relationship and entire sales process can falter.

The best way to build trust is to listen to the prospect. Repeat what they’ve said back to them, then ask them to confirm your understanding. Remind the prospect that your goal is to find the best solution for their needs, regardless of what that looks like. 

Encourage your salespeople to express genuine empathy and understanding. Train your team to focus on the prospect’s success, rather than booking a meeting or closing the deal, and the prospect will feel the difference.

4. Listen Closely To What The Prospect Has To Say

Listening is one of the most critical consultative sales skills–and it’s one salespeople seem to struggle with the most . Oftentimes, when a salesperson is “listening” to a prospect, what they’re really doing is waiting for their next opening to speak. 

Instead of following a script word by word, encourage your salespeople to follow the natural flow of conversation. This will allow for more organic follow-up questions. 

Coach your salespeople to show engagement through gestures, body language, and verbal affirmations. Asking good questions also shows that they’ve been paying attention.

If you’re looking to improve your team’s active listening skills, try adding consultive sales coaching into your training regimen. Try role-playing exercises with your team until they learn to slow down and master this process.

 5. Engage With The Prospect By Asking Questions

As mentioned above, asking questions is a critical part of the consultative sales process. Not do questions demonstrate active listening, but they’re also critical for understanding the prospect’s needs and therefore helping them find a solution.

Train your salespeople to go deep instead of wide with their line of questioning. If they ask a discovery question and the prospect gives a surface-level response, don’t just move on to the next question. Take a second to dig deeper and keep probing. This approach will help your salespeople uncover critical information that might otherwise have been missed.

The best place to dig deeper is surrounding your prospect’s problem. What is the greater impact of this issue on the prospect and their organization? What’s the real reason they haven’t taken action to solve it?

6. Use Active Problem Solving

Once you’ve worked to understand the prospect’s problem, the next step in your consultative sales approach is to help solve the problem. This is where the salesperson positions themself as an advisor, leaning on the trust they built in the previous stages.

It’s also where you can finally introduce your product or service. Be careful, however, not to push for the sale. Instead, take an objective approach of outlining how your solution meets the prospect’s needs. 

Remember that active listening and questioning still have a role in this part of the process. In a consultative sales approach, the prospect and salesperson work together to reach the best solution. The salesperson can offer advice, but ultimately their job is to empower the prospect to make the best decision for their business.

7. Tailor Your  Communication Style To Each Prospect

Lastly, an important part of consultative selling is to adapt your approach to meet each prospect. Everyone likes to be sold to in different ways. Stay attuned to the verbal and non-verbal signals your prospect is giving during a meeting or phone call so you can adjust as needed. 

A prospect’s body language and tone of voice can help you understand where they are in the decision-making process, and also give you cues for how best to approach the conversation. The best consultative salespeople adapt their communication style to suit each prospect.

Taking a consultative sales approach can help your team win more business, close more deals, and generate more lifetime value from each customer. Buyers are more likely to become repeat customers and give referrals when they feel genuinely supported through the sales process, and they’re also more likely to maintain a long-term relationship with your company. 

These seven consultative sales strategies will help you stand out from the competition and impress prospects through every step of the sales process.

In this guide, we’re sharing everything you need to know about not only hiring great SDRs but also how to train them for success and retain your best talent long-term. Steal our exact interview process, use our proven job description template, and learn how to motivate your reps beyond monetary compensation. 

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From Proposal to Presentation: A Guide to Speaking at AU 2024

Looking back at 2023, I have many personal and professional highlights. But perhaps one of the biggest professional milestones was the opportunity to speak at Autodesk University 2023, the Design & Make conference.

With an array of engaging sessions, classes, and keynotes for professionals in the architecture, engineering, construction, and operations (AECO) space, AU has always held a special place in my calendar. Last year, I was deeply honored to talk about a topic close to my heart: diversity, equity, inclusion, and belonging (DEIB) within the AECO industry.

Sharing my story was an empowering experience, and the exciting news is, it’s your turn now! Proposals for speakers at AU 2024 are open until April 30. If you have a unique viewpoint or an engaging idea, don’t hold back. Take the plunge, submit your proposal, and become a part of AU 2024: Submit your proposal .

Submit your proposal

It might seem daunting, but I promise you the journey is incredibly rewarding. Plus, the Autodesk community is here to support you. Ready to take the leap? Below I walk you through my own experience from the earliest idea and proposal stage through the event and beyond.

And if you’re looking for even more inspiration, you can check out my session from last year: BIMigration: Transforming AECO Through Immigration, Diversity, and Technology

From Idea to Action

DEIB has been an ongoing discussion in today’s world, it really came to the forefront during the COVID pandemic. I felt that more conversations needed to happen, especially in the AECO industry and people needed a platform to present their stories and experiences. I was profoundly moved by Shir Rustici , a global project manager at Symetri, and her panel’s discussion at AU 2022: Beyond One Gender: The Power of Diversity and Inclusion. The panelists’ candid stories and shared challenges as women in the AECO industry were truly enlightening. Since AU has a diverse and global audience, it seemed to be the ideal platform to share these narratives, including those of immigrants in our industry.

The Submission Process

Working alongside my colleagues, several of whom are immigrants themselves, was a truly collaborative experience. Greg Lehrer , Vice President of Consulting Services at Symetri, provided valuable guidance as we refined the title of our panel. My colleagues and fellow panelists, Eve Lin and Shir Rustici, were invaluable sources of knowledge as we assembled our panel submission and eagerly awaited the team’s final decision.

I strongly encourage you also seek out insights from your colleagues when you’re crafting your session proposal. Their unique perspectives and constructive feedback can be instrumental during the submission process. Collaboration not only improves your presentation but also broadens your understanding of the topic you’re addressing.

Planning the Session

The real work kicked off once our proposal was accepted. Overall, planning the panel was an intense and exhilarating process. Teamwork was our cornerstone, and my fellow panelists Eve Lin , Shir Rustici, Thesla Collier (HNTB), and Nima Azad gave the right blend of insight and perspective to ensure our planning was successful.

Our tasks included finalizing the panel structure, brainstorming thought-provoking questions to engage our audience, and most importantly, ensuring our panel was inclusive. All these elements required careful consideration and effective collaboration.

The AU Session Experience

All in all, the panel was amazing, and it felt good to share our stories with the audience. We ensured that our collective thoughts and efforts were reflected in our presentation.

For those who are considering presenting for the first time, I would suggest submitting one or two sessions and dedicating your time and energy to making them as close to perfect as possible. The investment is absolutely worth it. In the end, seeing the innovative and inspiring session you’ve created and sharing it with your industry colleagues is a rewarding experience you won’t forget.

The Ripple Effect

The weeks and months after AU 2023 have been surreal. From our session being named Top-Rated, to being honored as The Big Room Member of the Month, and now having this wonderful opportunity to contribute to the Digital Builder Blog—it’s been a thrilling ride!

I owe a special thanks to my mentor, Matt Wunch , who provided invaluable guidance in preparing our successful panel, and to Alex Eckhart for his dedication in the Big Room, a fantastic platform for connecting with fellow construction professionals.

Autodesk has been a guiding force in our industry, and it feels good to see them moving forward with such a great vision for the future!

Your story matters. Don’t forget to submit your proposal by April 30. I hope to see you on stage at AU 2024!

And another way you can have your voice heard? Join The Big Room , an online community designed for you to collaborate, ideate, and grow with other construction professions.

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Retail Sales: January 2024

EY-Parthenon Senior Economist, Strategy and Transactions, Ernst & Young LLP

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Retail sales hit post-holiday lull    

The January retail sales report showed a larger-than-expected pullback in spending at the start of the year as consumers took a breather after the holiday shopping season. Retail sales figures tend to be volatile at the turn of the year. Looking through the noise, the consumer picture still looks fundamentally solid though we expect spending momentum to cool moderately this year as cost fatigue and softer labor market conditions constrain households’ spending power.

Retail sales fell more than expected last month, down 0.8%, while the December gain was revised lower to 0.4% from 0.6% previously. One-off factors including shifting seasonal adjustment dynamics and the unusually harsh winter weather likely help explain the disappointing performance. When adjusting for inflation, the volume of sales fell 1.1% given the 0.3% increase in consumer prices reported for January. 

The weakness was broad-based across retailers. As anticipated, purchases of motor vehicles were a drag on top-line retail sales. They fell by the most in a year, down 1.7%, as the cold winter weather in January likely kept consumers away from auto dealerships. Consumer spent less at gasoline stations (reflecting lower gas prices) and building materials stores, and cut back on personal care products, clothing and sporting goods in January. They also spent less online as nonstore sales fell 0.8% following a strong 1.4% gain in December. However, strong spending at restaurants and bars provided some offset and suggests that services spending likely held up well during the month. 

Control retail sales – a key gauge of broader consumer spending trends that strips out the volatile components – declined 0.4%, the first decline since March 2023 and a notable reversal from the 0.6% increase in the prior month. The latest data, along with the downward revisions to the December figures, point to softer spending momentum at the start of the year though the robust carry-over from Q4 2024 along with continued moderate real income gains should put a robust floor under consumer spending growth in the first quarter.

We continue to expect a solid consumer spending performance in 2024, but momentum will be a little more subdued than the robust 2.2% advance in 2023. Indeed, softer employment conditions will likely translate into more modest income momentum, while cost fatigue weigh on consumer wallets in the early part of the year. We project that consumer spending will grow around 2% in 2024. We expect real GDP growth will drift below trend growth in H1 2024, with real GDP likely to grow 2.2% on average in 2024 following growth of 2.5% in 2023.

The views reflected in this article are the views of the author(s) and do not necessarily reflect the views of Ernst & Young LLP or other members of the global EY organization.

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Validea Kenneth Fisher Strategy Daily Upgrade Report - 4/18/2024

April 18, 2024 — 05:46 am EDT

Written by John Reese for Validea  ->

The following are today's upgrades for Validea's Price/Sales Investor model based on the published strategy of Kenneth Fisher . This value strategy rewards stocks with low P/S ratios, long-term profit growth, strong free cash flow and consistent profit margins.

OSHKOSH CORP ( OSK ) is a mid-cap value stock in the Auto & Truck Manufacturers industry. The rating according to our strategy based on Kenneth Fisher changed from 50% to 80% based on the firm’s underlying fundamentals and the stock’s valuation. A score of 80% or above typically indicates that the strategy has some interest in the stock and a score above 90% typically indicates strong interest.

Company Description: Oshkosh Corporation is an industrial company focused on the designing, development and manufacturing of purpose-built vehicles and equipment. The Company operates through three segments. Access segment designs and manufactures access and material handling equipment for use in a range of construction, industrial, agricultural and maintenance applications to position workers and materials at height under brands, JLG and SkyTrak. The segment's customer base includes equipment rental companies, construction contractors, manufacturing companies and home improvement centers. The segment also includes Jerr-Dan towing and recovery vehicles. Defense segment designs, manufactures and sustains specialty vehicles and mobility systems for the United States Department of Defense and exports tactical wheeled vehicles to approved foreign customers. Vocational segment includes the Pierce, Maxi-Metal, McNeilus, AeroTech, IMT, Frontline Communications and Oshkosh S-Series businesses.

The following table summarizes whether the stock meets each of this strategy's tests. Not all criteria in the below table receive equal weighting or are independent, but the table provides a brief overview of the strong and weak points of the security in the context of the strategy's criteria.

Detailed Analysis of OSHKOSH CORP

OSK Guru Analysis

OSK Fundamental Analysis

ARCBEST CORP ( ARCB ) is a mid-cap growth stock in the Trucking industry. The rating according to our strategy based on Kenneth Fisher changed from 90% to 100% based on the firm’s underlying fundamentals and the stock’s valuation. A score of 80% or above typically indicates that the strategy has some interest in the stock and a score above 90% typically indicates strong interest.

Company Description: ArcBest Corporation is a logistics company. It leverages technology and a full suite of solutions to meet its customers' supply chain needs. Its segments include Asset-Based, which consists of ABF Freight System, Inc. and certain other subsidiaries (ABF Freight), and Asset-Light, which includes MoLo Solutions, LLC (MoLo), Panther, and certain other subsidiaries. The Asset-Based segment provides less-than-truckload (LTL) services through ABF Freight's motor carrier operations. Its Asset-Based segment offers transportation of general commodities through standard, time-critical, and LTL services. The Asset-Light segment includes the ground expedite services of Panther; its truckload and dedicated operations, including the truckload brokerage services of MoLo; household goods moving services under the U-Pack brand and its managed transportation solutions. Its truckload and dedicated services provide third-party transportation brokerage services by sourcing various capacity solutions.

Detailed Analysis of ARCBEST CORP

ARCB Guru Analysis

ARCB Fundamental Analysis

Kenneth Fisher Portfolio

About Kenneth Fisher : The son of Philip Fisher, who is considered the "Father of Growth Investing", Kenneth Fisher is a money manager, bestselling author, and longtime Forbes columnist. The younger Fisher wowed Wall Street in the mid-1980s when his book Super Stocks first popularized the idea of using the price/sales ratio (PSR) as a means of identifying attractive stocks. According to his alma mater, Humboldt State University, Fisher is also one of the world's foremost experts on 19th century logging. Appropriately, Fisher's firm, Fisher Investments, is located in a lush forest preserve in Woodside, California, where the contrarian-minded Fisher says he and his employees can get away from Wall Street groupthink.

About Validea : Validea is an investment research service that follows the published strategies of investment legends. Validea offers both stock analysis and model portfolios based on gurus who have outperformed the market over the long-term, including Warren Buffett, Benjamin Graham, Peter Lynch and Martin Zweig. For more information about Validea, click here

The views and opinions expressed herein are the views and opinions of the author and do not necessarily reflect those of Nasdaq, Inc.

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