tips for good sales presentation

10 Best Sales Presentations To Inspire Your Sales Deck [+ 5 Tips]

Published: August 17, 2022

While many salespeople focus on making their sales decks flashy, fun, and exciting, they do little to ensure that their presentations address the prospect's top concerns and offer an irresistible solution.

As a result, many presentations are met with wishy-washy responses that drag along the sales process and waste valuable time.

What does a great sales deck look like? We'll take a look at some of the best, and provide tips for creating your own stellar sales deck and presentation.

What is a sales deck?

A sales deck is a slide presentation (e.g., PowerPoint, Keynote, etc.) used to supplement a sales pitch. The sales pitch, given by a salesperson to a prospect, often includes an overview of the product or service, offers a value proposition and solution for the prospect, and includes examples of success stories from other clients.

The primary purpose of a sales deck and presentation is to introduce a solution (ie, your pitch ) that ultimately leads the prospect to purchase from your company.

If you've done everything right during the discovery process — digging deep into your prospect's challenges and understanding exactly what they need — only to get a noncommittal response, then your presentation needs some major adjusting.

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Sales Deck vs Pitch Deck

A sales deck is a pitch meant to convince a prospect to make a purchase by showcasing your product features, benefits, and value proposition.

A pitch deck , on the other hand, is usually created for investors who want to learn more about your company, vision, products, financials, and target audience. Think of the pitch deck more like a synthesized version of your business plan.

Ready to see some sales deck examples? Here are a few of the best, in no particular order.

Sales Deck Examples

• UpstartWorks
• Attention Media
• Leadgeeks.io

1. Leadnomics Sales Deck by Katya Kovalenko

Leadnomics has done something few companies successfully do in presentations: Showcase their brand identity.

The internet marketing agency hired a designer to create a sales deck that reflected their sleek, techie brand.

So while prospects learn about Leadnomics and what it offers, they can also get a peek into what it represents as a brand.

2. UpstartWorks Sales Deck by BrightCarbon

This slide deck for UpstartWorks starts with an image of the road to success, followed by a value proposition and a list of benefits buyers can enjoy from working with the company. They provide an overview of what they deliver to customers, who their clients are, and the results their customer base has seen.

The sales deck touches on all the key points a sales presentation should cover. And when it includes graphics and logos, they are clearly organized and not cluttered.

3. QS Sales Deck by BrightCarbon

QS , a platform that ranks colleges and universities, effectively uses icons and visuals throughout its sales deck to communicate its messages. At just a few slides, this is one of the shortest sales decks featured on this list.

If you’re going to make your sales deck short, make sure the information you include gets straight to the point, and be sure to front-load the most important information.

In terms of content, QS showcases its features, value proposition, and client impact.

4. Attention Media Sales Deck by Slides

Attention Media , a B2B creative agency, hired a presentation design agency to create a sales deck that features statistics and reasons businesses should work with them.

Key figures and messages are either in a bold, large, or bright font to make them stand out from the rest of the text.

While their slide deck is on the shorter side (the typical presentation is around 10 to 15 slides ), they include intriguing visuals and statistics that grab attention and keep viewers interested.

5. Freshworks Sales Deck by BrightCarbon

Freshworks is a B2B software platform that promises an all-in-one package for businesses. Its sales deck emphasizes simple text and organization. The problem and solution are introduced using graphics, which makes the text easier for readers to prioritize.

They include a dedicated slide to their mobile app, one of the product’s key differentiators and most salient benefits. The following slides provide a step-by-step walkthrough of how customers are onboarded and what they can expect on a regular basis.

Since the slides aren’t text-heavy, the salesperson can easily elaborate and answer any questions the prospect might have.

6. Soraa Sales Deck by BrightCarbon

Soraa , a lighting company, starts its sales deck with a visually appealing table of contents that contains three items: “Quality of light,” “Simply perfect light,” and “Why Soraa?”

The brand then dives into what its prospects care about most: How the light will look in their spaces and how they can apply Soraa’s offerings to their specific use case. It sprinkles in the benefits of using Soraaa as a lighting supplier. And it does this all while maintaining its strong branding.

7. Planetly Sales Deck by OCHI Design

The first thing Planetly does in its sales presentation is present an eye-catching statistic about customers wanting more eco-friendly brands. Then, they present the reasons behind that data.

The deck doesn't overwhelm prospects with too much text, opting for more graphics and visuals instead. It introduces a hard-hitting stat about the problem their prospect is facing, engages them by asking a question, and provides a solution to the issue.

The slide deck continues to outline specific product details and what sets the solution apart from others, ultimately leading to a slide that represents the expected outcome for the prospect.

8. MEOM Sales Deck by Katya Kovalenko

What you’ll first notice when scrolling through MEOM's sales deck is that it’s straightforward and easy to scan.

The brand kept it simple with their deck, making it easier for consumers to take in the information. Too often, companies overload their decks with information, and by the end of the presentation, consumers can’t remember anything.

On every slide, MEOM has one main message with supporting information in smaller font. In addition, the brand incorporates a detailed look at one of its staff members — a powerful tool when trying to attract consumers.

9. Leadgeeks.io Sales Deck by Paweł Mikołajek

Sometimes, the best way to explain a concept is through a series of process maps and timelines. In this sales deck, Leadgeeks.io takes this approach to explain its product process and onboarding process.

This method helps consumers visualize how this software will help them reach their goals and how they can adopt it at their business.

10. Accern Sales Deck by Katya Kovalenko

Similar to Leadnomics, software company Accern puts its branding at the forefront of the sales deck.

In addition to the use of design to make the sales deck stand out, Accern also highlights customer case studies in its deck, another form of social proof that shows the success other customers have found with this tool.

Each of these presentations provides a general overview of the products, problems, and solutions, and they can easily be tailored and customized to each prospective company. A custom presentation not only piques the prospect's interest but also increases the likelihood that they'll buy from you.

Curious as to how you can word your presentation during your meeting with prospects? Below, we go over the best examples we’ve seen so far.

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Example Sales Presentation

While there are plenty of videos online on how to deliver a sales presentation, there aren’t quite as many live sales presentations to watch.

That’s because sales presentations are delivered in the privacy of a meeting between the sales rep and the prospect, and are often not recorded with the intention of sharing online.

As a sales rep, though, you have an excellent resource for inspiration: explainer videos. Companies publish explainer videos to pitch their products to qualified leads. (Sound familiar?) Use the below examples to hone your own pitch to buyers, and pay close attention to the structure of each video.

This explainer video for Leadjet starts with an urgent problem: Finding leads on LinkedIn and moving them to a CRM loses valuable time and minimizes lead opportunities. Leadjet then presents its product as the solution.

The video jumps into the benefits users can enjoy, such as synchronizing conversations over both your CRM and LinkedIn, keeping the lead status updated, and adding custom details. In this video, Leadjet follows the ideal sales presentation structure: problem, solution, and benefits.

2. Node Influencer App

The Node influencer app allows small business owners to connect with influencers on social media. It starts its video with a simple question: “Looking to promote your brand with social influencers?” The presentation effectively identifies and addresses the target market before pitching the product to viewers.

This presentation is more tutorial-based, making it ideal inspiration if you’re creating a sales deck for someone who’s closer to making a decision. People most often want to see actionable demos when they’re ready to choose a provider.

This explainer video from Upsend, a former customer service software, begins with a problem: Most customers want instant responses to their queries, but customer service systems can be expensive for new companies. Enter Upsend.

The presenter addresses the target market — startups and small businesses — while assuaging their concerns about budget. In addition, it covers the most important features of the platform and the end result for the user. If Upsend were still available, this would be a product a new business would immediately want to add to their tech stack.

4. Algoplanner

Within a few seconds of the start of this presentation, Algoplanner drives home the critical urgency of adopting a supply chain software. It uses a scary number to pull your attention, citing a possible “loss of millions of dollars” if you fail to adopt the right tool.

It then introduces its product with a breakdown of what the software can do for users. Plus, it provides powerful stats to back up its claims, including that users can reduce automation development costs by 80%. The call to action at the end is powerful and simple, telling viewers to schedule a demo.

Sales Deck Presentation Tips

Ready for your presentation? Sticking to these five simple sales presentation guidelines, recommended by Marc Wayshak , will help you blow your competition away while dramatically increasing your chances of closing the sale.

1. Lead with solutions.

Have you ever met with a prospect who was excited about your product or service – and used your presentation to keep on selling? This is called over-selling, and it's the leading cause of death for sales presentations.

When you start your presentation, first lead with solutions. Don't talk about the benefits of your product's features or tell the prospect how great your company is.

Simply dive into how you're going to solve the deepest frustration your prospect is facing right now.

2. Incorporate case studies.

Once you've addressed the specific solutions you can provide to the prospect, it's time to add some color to your presentation.

Turn your sales presentation into an engaging story by sharing case studies of similar prospects and the results they've achieved with your help.

This step is important for building trust and credibility with the prospect. At the same time, case studies bring your solutions to life in the real world, making your presentation more engaging.

3. Ask for feedback throughout.

Most presentations are a one-way monologue by the salesperson. This approach is boring – and it's certainly no way to connect with a prospect.

Instead, ask short questions throughout your presentation like "Does that make sense?" or "Can you see how this would work for you?" Asking for feedback periodically ensures your prospect stays on the same page.

4. Welcome interruptions.

If you want to close more sales, you have to care about what your prospect is thinking throughout your presentation.

Any interruption is the perfect opportunity to find out. Whenever a prospect interrupts you – either with a verbal remark or subtle shift in their facial expression or posture – stop immediately.

Acknowledge the interruption, and welcome the opportunity to explore it with the prospect. Never ignore signals just to stay on a roll and conclude your point. Invite prospects to ask their questions or share their concerns.

The opportunity to respond to those concerns is always more valuable than whatever you were about to say.

5. Wrap it up quickly.

Your presentation should be ASAP: as short as possible.

It's natural for salespeople to get excited about what they have to share, but this causes most of them to ramble on for far too long.

Prospects only care about themselves and their challenges. Present the information they'll be interested in and nothing more.

Practice your next sales presentation with a colleague or friend and ask for their honest feedback on its length.

Sales Deck Template

Ready to start creating your own sales deck? Get started with these free templates .

It includes ten Powerpoint templates, each with a different focus.

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How to find a sales deck template.

Haven’t found what you’re looking for? Here are additional resources to find a sales deck.

This presentation platform allows you to pick from hundreds of templates and fully customize the template you choose. The best part? It’s free and offers premium packages for teams who want analytics, multiple users, and live video collaboration.

On this graphic design platform, you can search through countless presentation templates and customize them. Canva also offers extensive collaboration features, such as file sharing and commenting.

Get Inspired With These Sales Presentations

When delivering a sales presentation to a prospect, you can do so with the knowledge that thousands and millions of others have been in the same position as you. Luckily, we can see their work online to guide our sales deck creation process. Use these decks to structure your own, and you’ll be well on the road to closing more deals and exceeding your quota.

Editor’s Note: This post was originally published in April 2019 and has been updated for comprehensiveness.

Don't forget to share this post!

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Effective Sales Presentations: 11 Tips to Win Deals + Templates

What makes a sales presentation truly effective?

Is it that secret-sauce font, the comprehensive case studies, intricate graphs, or your shining personality? Or is it… something else?

It might seem like a simple question, but understanding the answer unlocks a world of opportunities for sales reps.

If your sales presentations are truly effective, they should accomplish these 4 things:

• Give prospects confidence in your brand
• Develop a deep relationship and mutual understanding of needs and priorities
• Convince potential customers of the value of your product
• Give clear direction for the next conversation

How many of your recent sales meetings have fallen short of these results?

A study by Forrester of more than 300 C-level buyers found that many reps are lacking key information for a successful sales meeting:

Put simply, most salespeople go into meetings:

• Unprepared for questions
• Without knowledge of the business or industry they’re selling to
• Without understanding the prospect’s situation and problems
• Without relevant social proof

Want to avoid falling into the trap of generic, ineffective sales presentations?

While preparing for and delivering a really good sales presentation isn’t an exact science, the following best practices will lead you to better results.

Let’s dive into the top methods sales professionals are using to nail their presentations and deliver killer sales pitches .

How to Prepare the Perfect Sales Pitch Presentation

Think you can get away with giving a great sales presentation on the fly? Think again. A PowerPoint presentation that was thrown together over lunch is not going to impress your decision-makers.

Preparation is a key aspect of every effective sales presentation.

Here are five ways you can prepare for success:

1. Set a Clear Agenda

Your sales presentation is built to guide the conversation and gives you a structure to work with throughout the meeting. But the prospect doesn’t know how your presentation is structured.

Does this situation sound familiar?

Prospect: “This is really interesting, but how does your product solve XYZ?”

You : “Actually, we’ll talk about that in a few slides. Anyway, as I was saying…”

These kinds of interruptions are common, and the popular response of “We’ll get to that” doesn’t normally go over very well with prospects.

Here’s how to avoid this: Set a clear agenda for the conversation, and share that with your prospects.

This could mean sharing an outline of the presentation topics you’ve prepared, or it can mean sharing the whole sales presentation with your prospect.

This way, your prospect can review the information before your meeting, see where you’ll cover certain topics, and save their questions for the right moment.

2. Adapt Your Script and Presentation

Above, we saw that 77% of reps enter meetings without a clear understanding of the issues that their prospect is facing, or areas where they can help.

There are two clear ways to fix this problem:

First, do your homework. The more you know about your potential client's business and current situation, the better. Also, try to understand their industry and target audience, read up on current news in the sector, and get a feel for the particular pain points this person is likely feeling the most.

Second, base your presentation and accompanying sales script on your ideal customer profile. If your sales team has multiple ideal customer profiles to sell to, discover which profile this prospect fits into and base your arguments, questions, and main points on the specific needs of this profile.

3. Pick Three Main Points for Each Prospect

No matter how many crazy statistics and fun features you throw at your prospect, they’re still only human. Shocking, we know.

In other words, they’ll probably forget at least half of what you say.

To create effective sales presentations that your prospects will remember, focus on three main bullet points that you want to highlight.

This isn’t a number we pulled from a hat. It’s based on an experiment performed by Kurt A. Carlson and Suzanne B. Shu. Their study found that, when your audience knows you’re trying to persuade them, the ideal number of positive claims to make is three. After four claims, your audience will start to become more and more skeptical of anything you say.

The title of their paper is a catchy phrase to help you remember this principle: Three Charms but Four Alarms .

So, go through your slides and pick three key points that you want your prospect to remember. Maybe these will be product features or maybe not, but once again, base these points on the real, felt needs of your prospect. You’ll see better results.

During the presentation, draw your audience's attention to these points as you introduce new ideas. Phrases like these draw attention at the right moments:

• Here’s the point…
• This is crucial…
• But this is what matters…
• But it gets even better...
• This next point is really important...
• This is what XYZ could mean for you, Jack…

And make sure these key points lead directly where you want them to—to your call to action. If they aren’t leading you to that, what’s the point?

For more, check out this video, where I talked in-depth about captivating and directing your prospect's attention during a sales conversation. Remember: whether you're delivering in-person or via video conferencing, maintaining eye contact and using body language to draw attention to main points works.

4. Use Visuals to Show, Not Tell

A sales deck can have several different functions. For example, if your sales deck is going to be read and discussed among stakeholders at your prospect’s company, it will need to include text that explains the visuals presented.

However, if you’re giving a sales presentation with that deck, it doesn’t need all that text.

To prepare a sales presentation for a product or service, make sure you include infographics and visuals that complement what you’re saying. You can use Canva or even a responsive whiteboard to do this.

Think of your slides as visual aids that give more meaning and context to your words.

These visuals can help to:

• Simplify complex processes
• Provide a clearer understanding of data/metrics
• Add credence to your words
• Keep your audience engaged
• Help your audience remember main points (this one is backed by science )

In short, for an effective sales presentation, keep your script and your slides separate. Use your words to add meaning to the visuals, and use your visuals to maximize the power of your words. With this approach, you will elevate your value proposition —and increase your close rate.

5. Show Them You Know Their Pain

Using a narrative in your presentation shows that you’re sympathetic to the problems your prospects are facing and that you know how to solve them.

So, what’s the narrative for your product?

Generally, the story you tell with your presentation will follow this pattern:

• There is a problem caused by a shift in the market, a change in the company’s circumstances, or the world situation
• That problem is solved, the business is saved, and your product is the hero

A compelling narrative that captures the feelings and frustrations of your prospect shows them that you understand them, you’re on the same page, and you’re here to help.

Maybe this is the story of how your product was born, to solve a problem internally at your own company. Maybe it’s the story of one of your successful customers. Or maybe it’s just a narrative that they can relate to and see themselves in.

In any case, using stories instead of just facts makes your presentation more memorable. According to one study, people only retain about 5-10 percent of the statistical information they hear. But they’ll remember 65-70 percent of the information they hear as stories.

Take advantage of this fact: Turn your data into a narrative.

Once you’ve prepared your sales deck and accompanying script, you’re ready to nail your next sales presentation.

Or are you?

Day-Of Sales Presentation Tips: Nail Your Next Sales Presentation

Ready for the big day? Here are six more tips you can use while actively presenting to your prospect, to give a truly effective sales presentation.

6. Open With Your Biggest Selling Point (Don’t Save it for the End)

Many sales reps like to save their product’s biggest selling point for the very end of their presentation as if they’re coming to some grand crescendo.

But your prospect didn’t come to this meeting hoping to hear the Philharmonic Orchestra play Beethoven’s Symphony No. 5. So, don’t play this pitch deck like another day at the theater.

Instead, open with your big selling points. Dazzle your prospects from the get-go, and you’ll have them hooked to the end.

To be counted among the Sales Success Stories and Stars of your organization… just go for it. Get the show on the road with a big opening. Leave them in (happy) tears.

7. Ask Open-Ended Questions

To understand your prospect and to keep them engaged with your presentation, questions are essential.

But wait, if you’re giving a sales presentation, aren’t you the one that’s supposed to be doing the talking? You answer the questions, right?

True. But, how do you know if your prospect is paying attention? How can you highlight the relevant points in your presentation if you don’t know what interests them?

To engage your prospect and draw them into your presentation, ask questions like:

• Can you walk me through how your team handles [problem]?
• Have you found any clever workarounds for when [issue] happens?
• What would your ideal solution to this problem look like?
• How would you expect a solution to this problem to affect your team?

It’s true, you’ve probably asked a lot of similar questions during the qualifying stage . But with these questions, you can lead the conversation and keep your prospect engaged with what you’re saying.

Open-ended questions will also help you with the next tip:

8. Build Context Around Your Biggest Value Points and Differentiators

The same questions we shared above can help add context to what you’re saying.

Don’t just tell the prospect: “ Our product helps you solve X problem. ”

Add meaning to that value point by asking questions:

• How often do you face X problem?
• How much time/money do you lose when this happens?
• How does X problem affect the morale/productivity of your team?

When you have the numbers clear, reiterate the problem: “ So, you lose $X every week because of this problem. That’s more than $Y per year that’s going down the drain until you solve this issue. ”

Then, bring in your value point: “With our product, you could save $Z every year by eliminating this problem for your team.”

The same method works for highlighting your key differentiators.

Instead of telling prospects that your product is the best because it’s the only one that does X, lead prospects to the features and benefits that set your product apart with open-ended questions.

This creates value and context around a problem that only your product can solve.

9. Make Social Proof Engaging: Mirror the Prospect’s Situation

This data blew our minds, and will probably blow yours, too: According to studies from our friends at Gong , sellers who use social proof in their sales calls have a 22% lower close rate .

Have you noticed a similar pattern with social proof in your sales presentations?

We all know that social proof is a powerful tool in the hands of sales reps and marketers. No need to throw out all your social media customer quotes, or company testimonials. But, it must be used correctly to work effectively.

Otherwise, you could actually hurt your chances of closing.

So, what’s the correct way to use social proof in your presentations?

Favor customers that are part of this prospect’s tribe .

For example, imagine you’re selling to an SMB, and you tell them that Facebook is your customer. They’ll be impressed, sure… but they’ll also start to wonder if your product is really a good fit for their small business.

Instead, when selling to SMBs, talk about your other SMB customers. Use examples of happy customers who are in the same field or industry. Or, find customer stories that mirror this prospect—with similar pain points.

With tribal social proof, you’ll gain the respect of prospects while demonstrating that you truly “get” them.

10. Never Talk Price Before Value

Chances are, you’re talking price somewhere in this sales presentation. At this stage in the sales pipeline , it’s normal that your prospect is ready to hear what your solution will cost.

But don’t open the conversation like this.

Sometimes you get into a room (whether in-person or virtual) with your main point of contact and important stakeholders, and the first thing they want to know is: “How much will this cost us?”

One of the golden rules of sales is this: Never talk price before value .

If you fold to the pressure and start off by talking about the price of your solution, your audience will view your product as a commodity, not as a valuable solution to their problem.

When stakeholders push you for a number, don’t be afraid to push back. If they’re insistent, turn the question back around on them:

“Before we talk about price, let me ask you this: How much will it cost your company if you don’t get these issues solved by next quarter?”

By focusing on the real monetary value that your product provides, you’ll help position your product as a premium solution, not a wholesale band-aid.

11. Keep It Less Than 10 Minutes

Did you know that every presenter at Apple’s product launches speaks for just 10 minutes or less?

This is because science tells us that the brain gets bored easily—our attention spans just can’t expand beyond a certain point. However, you can reengage your audience by introducing a change every 10 minutes.

Apply this principle to your keynote sales presentations: If you’re presenting longer than 10 minutes, the prospect’s interest will steadily decline. Wrap it up.

Our friends at Gong found that there’s a sweet spot for winning sales presentations: 9.1 minutes. It’s like the ideal elevator pitch for sales presentations.

So, stick to this rule of thumb: Keep your presentations under 10 minutes.

Sales Presentation Templates: Use These Sales Pitch Decks to Win More Deals

Want to build a stellar sales pitch presentation? Steal these presentation templates and customize them to your business—including stunning visuals, striking text, and a presentation process that wins deals.

Get the Powerpoint or Keynote version of these templates, and start creating your own effective sales presentations!

Ready to Give the Best Sales Presentation Ever?

You’ve got all the pro tips you need to nail your next presentation.

In the end, you want to demonstrate that you understand your prospect’s needs and concerns. Show you “get” them by adding a compelling narrative and including customer stories that mirror their own situation.

An effective presentation must also be engaging, which is why it’s essential to highlight three main points and add context with open-ended questions.

With this info, you’re ready to deliver a winning sales presentation. ( Psst... don't forget to use our sales presentation templates to get started!)

But what happens next? There are still some unaccounted-for areas of the sales process. If you want to really crush the follow-up and close more deals, you need a CRM to help you do it.

Close CRM does all this—and so much more. Watch our demo or try Close free for 14 days.

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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.”

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Top 21 Sales Presentation Tips & Ideas From Experts

Related articles, lead vs prospect vs opportunity: what's the difference, 52 lead generation statistics to consider in 2024, top 14 email nurture campaign best practices.

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Sales presentations are persuasive meetings designed to explain the value of your product or service and convince prospects to take the next step in your sales process. By properly preparing for the presentation, strengthening your presenting skills, and following some key best practices, you'll find it easier to win over your prospects. We've compiled sales experts' unique and creative sales presentation tips that have brought them the most success in their careers.

• Tips for Preparing Your Sales Presentation: Read more below.
• Tips for Giving Your Sales Presentation: Read more below.
• Tips for Closing Your Sales Presentation: Read more below.

For a professionally-designed sales presentation deck, check out Fiverr, a marketplace of experts offering sales presentation design services starting at just five dollars . There, you'll find gig-based design packages for sales presentations created in PowerPoint, Google Slides, Keynote and more. Check out the top sales presentation design options today:

Tips for Preparing Your Sales Presentation

When getting your sales presentation ready for your prospect, there are some tips and tricks to help set yourself up for success. Learn from the pros how to properly prepare for a sales presentation.

Joseph Schulman

Institutional Sales, J.P. Morgan Chase & Co.

Set an Agenda Like a Leader

"Having an agenda allows you to have a solid sequential flow to your presentation in any line of business, and it is clearly evident that when you have an agenda planned out before a meeting, you are more confident in what you are trying to convey to whomever is sitting across from you at the table — or in recent events, whomever is in the Zoom. I like to over-prepare for meetings because you never know if you will be given another opportunity, so you want to make every chance you get your absolute best version of yourself."

— Joseph Schulman, J.P. Morgan Chase & Co.

Lorie Carson

Founder & Marketing Manager, Real People Finder

Keep Your Sales Deck Light on Text

" Keep your sales deck light on text to avoid people getting bored. Short, captivating bullet points will do just fine. Rehearse your sales presentation often to gain more confidence in your ability to present with few words on the screen. When you can say your sales pitch confidently, you'll be able to make an impact on your attendees."

— Lorie Carson, Real People Finder

Gerrid Smith

Chief Marketing Officer, Joy Organics

Add Images Instead of Text

"What's the quickest method to turn a prospect off? Reading a slideshow. Create slides that support your sales message without drawing attention away from you. Because the human brain processes pictures 60,000 times quicker than words, infographics, charts, and short movies are far more effective in conveying your message."

— Gerrid Smith, Joy Organics

If you're looking for an engaging and well-designed sales presentation, check out the top freelance designers on Fiverr, a marketplace of gig-based experts. There you'll find pre-set sales presentation design packages for PowerPoint, Google Slides, Keynote, and more. Prices start at five dollars :

Chris Gadek

Vice President of Growth, AdQuick

Tell a Story With Your Presentation

"Stories are a powerful presentation tool to create an emotional resonance with your product and your brand. Every story has a hero, a conflict, and a resolution. And having a similar framework in your sales presentation will tell a story that builds tension and holds interest. Use cases are prime storytelling material as they paint a picture of how your customers achieve success through your solution. Sharing a relevant customer use case in your presentation also provides the kind of social proof that encourages leads to take action."

— Chris Gadek, AdQuick

Jason McMahon

Digital Strategist, Bambrick

Personalize the Presentation

"Content that is personalized for your intended audience is found in the most effective sales presentations. There are a few easy rules to follow to reduce the amount of time it takes to personalize a presentation for a specific meeting. The first one is to only customize a few slides at a time, usually the first few in your deck. You should also concentrate on a few popular methods for incorporating buyer-specific information into your sales presentation. You can provide information unique to the buyer's function or industry-specific data. You might add data gathered during your sales cycle's needs assessment or discovery phase. Finally, before the meeting, make sure you have a system in place for personalizing the presentation. Too many salespeople get right into their pitch without giving personalization any attention."

— Jason McMahon, Bambrick

Ryan Cartwright

Head of Sales, Spacelift

Use Transition Slides to Build Anticipation

" You should always add the transition to the text on a slide. Transition helps in hiding the complete picture from the viewer. It takes them to the conclusion step by step — keeping them interested in listening to you in anticipation of the next point. For example, if you have multiple points on the slide, showing them one by one will keep the focus on the conversation on the recently visible point. This way, the viewer will not get distracted by all the text on the slide."

— Ryan Cartwright, Spacelift

SEO Expert, First Page Digital

Practice, Practice, Practice

"Practicing your presentation will help you stay on track and avoid wandering off topic. Make a list of the key points you want your audience to take away from your presentation. Taking notes during the meeting will help you recall what your prospect is searching for — certain items they refer to can help you improve your presentation."

— Shane Liuw, First Page Digital

Susan Carin

Marketing Manager, Drsono

Share Your Sales Deck With Attendees

"You might think that sending out a customer the deck before a call is like disclosing whodunnit on the cover of a murder story. No person's going to pay attention to the rest of the book, right? Wrong.  If your deck is engaging, prospects will want to enter it with you, even if they know the bottom line. If you wish to see how closely your customer took note of your deck, start your call with, 'Based on the information in the deck I sent, where should we begin?' Do not stress if they did not examine it — they'll just inform you to take it from the top. Absolutely nothing's lost other than their opportunity to delve into a deeper conversation faster. That's what you want: a top-tier discussion, immediately. You can enter into one much quicker if your buyer has seen your deck and is ready to speak about it. "

— Susan Carin, Drsono

Business Development Executive & Co-Founder, YardsNearMe

Express Your Desire to Create a Partnership

" Practice expressing the need to build a partnership in your sales presentation. This is the most crucial step in the whole strategic planning process because this step involves thorough research. You need to analyze the company's risks beforehand and build an anticipation model by demonstrating strategic partnering."

— Alex Haley, YardsNearMe

Tips for Giving Your Sales Presentation

When giving your sales presentation, experienced sales professionals suggest taking certain actions to get your point across and sell your product effectively. Read the expert tips below.

Daniel Foley

Marketing & SEO Specialist, Scooter.guide

Showcase Your Industry Knowledge & Expertise

"Begin the discussion by asking questions about day-to-day activities and objectives. Use the replies to develop your narrative by asking specific questions that demonstrate your expertise in their organization and industry. Then, during your presentation, refer back to the issues raised by the prospect and emphasize how you, as a trusted advisor, can assist."

— Daniel Foley, Scooter.guide

David Floyd

Owner, ThePestInformer

Analyze Their Main Problem In Depth

" You may have a habit of launching right into your pitch at the outset of a meeting. Of course, you've done your study and have a meeting scheduled with this prospect, so you're ready. However, learning about your prospect does not end when the presentation begins. So start by asking some questions to find or confirm pain areas and better understand the problems your prospect may be facing. If you've already had a comprehensive talk, confirming what you know and asking if there's anything else you should know demonstrates that you care about the prospect and appreciate their time enough to pay attention to the details."

— David Floyd, ThePestInformer

Padmaja Santhanam

Growth Manager, FirstPrinciples

Make a Strong Introductory Pitch

"Start the presentation with a solid introductory pitch. It helps organize your thoughts and present your ideas in a streamlined and persuasive way. Be passionate about your product or service, but ensure to keep emotions in check. Be prepared to answer any questions your potential buyers may have and consider using facts and figures to support your argument or points of view. Showcase how your product or service can benefit the people in the room and offer ways they can get started using it right away."

— Padmaja Santhanam, FirstPrinciples

Werner Jorgensen

Sales & Marketing Manager, Heatxperts

Be Engaging & Flexible While Presenting

"Do not speak monotonously or make people feel as if you have a memorized speech. Although it is a good idea to practice your presentation beforehand, do not memorize it word for word. It will be a serious turn-off for the audience and will reflect poorly on your creativity. While giving a sales presentation, be calm and prepared. Even if you are giving the same presentation to 30 different people, make it new every time."

— Werner Jorgensen, Heatxperts

Sumeer Kaur

Founder & CEO, Lashkaraa

Be Authentic During the Presentation

"Stay true to who you are during a sales presentation. People can read through anything that isn't 100% genuine, so don't pretend to be who you think they are looking for; instead, be exactly who you are. If you are analytical and data-driven, focus on that strength. If you are innovative, creative, and passionate, lead with that. Know what you are selling and why, then approach it in your unique way, and focus on why you believe in it. People are buying not just the product or service but into you as the seller, so be authentic."

— Sumeer Kaur, Lashkaraa

Digital Marketing Consultant & Founder, johntorres.com

Use Success Stories in the Presentation

"Use storytelling to help your audience relate to your sales pitch. We all yearn to belong. But we prefer to associate it with success stories. The more successful the salesperson's story is, the more the audience feel endeared to them — and the brands/products they're associated with."

— Jon Torres, johntorres.com

Jenna Carson

Financial Partner, Money Lucid

Add a Big Moment in the Middle

"Have a 'WOW' moment in the middle of the presentation, as people's minds start to lose focus. This is a great way to realign people's attention towards you. A 'WOW' moment could be a great statistic, or some service you offer that they weren't expecting and matches their needs. Following this big mid-presentation moment, reduce the amount of text on your presentation as a way to keep up momentum and stop people from getting bored."

— Jenna Carson, Money Lucid

Greg Cammarata

Account Executive, demandDrive

Ask Open-Ended Questions Throughout

"I ask prospects questions throughout our call/presentation to see if what I’m saying aligns with what they are looking for. If you’re consultative and politely direct, I believe objections will also reveal themselves throughout the conversation."

— Greg Cammarata, demandDrive

Founder & Managing Partner, Funnel Clarity

Get Audience Reactions

" Ask your audience for reactions about every 10 minutes of presentation time. Avoid asking ‘Do you have any questions?’ That is a conversation killer. Ask instead, ‘What have you found most intriguing?' "

— Tom Snyder, Funnel Clarity

Jeff Johnson

Acquisition & Sales Manager, Simple Homebuyers

Demonstrate the Solution In Action

"The best sales presentation tip is demonstrating the solution in action. It allows the audience member to assess the functionality of your product/service in a real-world context. This strategy would allow an individual to build an interpersonal connection with the audience members, leading them to make a favorable buying decision. A solution-oriented demonstration helps individuals visualize how the product would make their lives easier."

— Jeff Johnson, Simple Homebuyers

Tips for Closing Your Sales Presentation

After giving your sales presentation, follow these expert tips to help wrap up the conversation and get the prospect to agree to next steps, such as receiving a business proposal .

Connor Buckley

Account Executive, Salesforce

Search for Objections After Presenting

"Open-ended questions are absolutely critical for uncovering a prospect's pain by getting them to open up about current processes and ‘unload’ rather than simply say yes or no. Asking ‘How do you envision yourself using this solution?’ is going to lead to a much stronger discovery than ‘Is this something your team would find useful?’ Pair this with mirroring/labeling and you can really get someone to open up about what their needs or objections are."

— Connor Buckley, Salesforce

Co-Founder, RevenueGeeks

Follow Up After the Presentation

"Follow up on your presentation and ask for feedback. Try to time this no more than three to five days after you presented the presentation in question. Following up on your presentations allows you to steer prospects toward making a purchase. If you ask for honest feedback, it can also help you find areas where you need to change in order to be more successful."

— Adam Wood, RevenueGeeks

Bottom Line: Sales Presentation Tips

The sales presentation can make or break your deal. If you spend the time you have with your prospects touting your features or client list, you could bore them and unintentionally send them to the competition. Instead, spend 80% of your time talking about them, their needs, their problems, and their potential future, and try the expert tips that you believe will help you keep your prospects engaged and interested so you can successfully  nurture your leads  to deal close.

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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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9 sales presentation tips that great salespeople swear by.

• Stick’s 200+ interviews of top sales and marketing pros
• Using the top sales presentation examples, here’s what we learned:

Part One: How to Build a Powerful Sales Presentation

Sales Story = Change + Pain + Gain + Proof.

1. Start with change.

2 . Show them their pain.

3. Share a glimpse of the gain.

4. Provide proof.

• Showing value (“ Similar Company X was like you, but then they achieved these results” )
• Showing volume (“ 10,000+ companies have joined”)

Part Two: How to Deliver Your Sales Presentation

“Take the same product and present it directly to the prospect by talking about it and then take that same product and present it using visual aids.

You will find that, not only do you close a higher percentage of prospects, but they will actually pay more money for the same product.”

1. Replace text with visuals.

“Human PSE is truly Olympian. Tests performed years ago showed that people could remember more than 2500 pictures with at least 90 percent accuracy several days post-exposure, even though subjects saw each picture for about 10 seconds. Accuracy rates a year later still hovered around 63 percent….

Sprinkled throughout these experiments were comparisons with other forms of communication, usually text or oral presentations. The usual result was PSE demolishes them both.”

2. Keep it to 9 minutes.

3. Author your own content.

Part three: following up after your sales presentation, 1. turn discovery into custom content..

2. Build your champion’s buying guide for them.

3. Build it in their brand.

Conclusion: The Ultimate Sales Presentation

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How To Make a Good Sales Pitch: 9 Tips

Crafting a good sales pitch is not easy — but it might be one of the most important things a sales rep can do.

Tiffani Bova

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Let’s be real, the sales pitch has evolved. It’s no longer just a pitch, it’s a fastball. You have about 30 seconds to hook your audience. In those 30 seconds, you have to connect, persuade and provide value to a complete stranger — it’s no easy feat.

Your potential customers today are more informed (and skeptical) than they’ve ever been. Our latest State of Sales Report shows 81% of sales reps say buyers increasingly conduct research before they reach out. Pitching with information your prospective customers already know shows apathy — and a lack of awareness. 

That’s why the work you put in before you deliver your pitch, and the follow-up once you’ve aced it, are so critical to closing the deal. We have some tips to ace the pitch — before, during, and after those critical 30 seconds. 

Sell faster by connecting with buyers wherever they are

Sales Engagement lets you connect with buyers where they shop so you can deliver compelling pitches in the right place at the right time.

Why the sales pitch is still so important

A report from research firm G2 revealed 68% of buyers don’t involve sales until they’re ready to make a purchase. That means your sales pitch is likely to be a prospect’s first interaction with your company — so make it count. It’s an opportunity to expand their understanding of your company and create a valuable exchange in the process. And of course, it’s still an opportunity for sellers to learn more about the customer’s pain points, requirements, and expectations. 

Customers may be showing up more informed, but that doesn’t mean using the pitch to educate them is no longer useful.  An effective sales pitch should be a two-way street that adds value for both parties. By showcasing your expertise and sharing information they can’t find on their own, you can validate their reasons for reaching out. 

The components of a perfect sales pitch

A common mistake new salespeople often make is launching straight into their sales pitch without asking any questions. 

A good sales pitch is more about understanding — and it starts long before your first engagement with a potential customer. Effective sales pitches require a bit of homework to understand your prospect well enough to personalize your presentation instead of sticking to a canned script. 

“Salespeople are under the impression that pitching their product is what makes deals,” said speaker and author Jill Konrath . “Anybody who is a victim of the pitch has their defense mechanisms up in full steam whenever they’re talking to somebody. They don’t trust them because they feel that they’re going to be pounced on.”

Considering this, here are nine tips to put you on the path to the perfect sales pitch.

1. Prioritize your sales pitch with data

How are you prioritizing the deals you’re chasing? A recent study shows that top-performing sales teams are 1.6 times more likely to prioritize leads based on data analysis — and half as likely to prioritize based on intuition. Data can be the guidepost in your pitch prioritization. Where it used to be enough to pursue the deals you “had a good feeling” about, you can use real data insights, like scored leads that indicate likeliness to close, to help make sure your focus is in the right place.

2. Personalize your pitch based on research 

Your product isn’t going to sell itself. According to the latest State of Sales Report , 87% of business buyers expect reps to approach sales conversations as trusted advisors. Craft a pitch that shows you understand their business and delivers information beyond what they can find on their own. Do your homework and research before your first conversation to maximize your chances of closing the deal. Conduct thorough research on their company, their industry, and competitors. During your initial contact, be sure to ask the right questions so you can tailor your message to address their specific needs and ease the deal to the next step.

Personalize your sales pitch to the company and role you’re pitching to, based on your research. Are you pitching the chief marketing officer, service vice president, chief operating officer, or the head of legal? Knowing the role of your buyer (or buyer s, more likely) will help shape how you personalize your pitch. Understanding common pain points of your buyer’s role is a great place to start. If you come in with the story that’s only from your perspective, how will the buyer see what’s in it for them? AI tools built into your CRM can help you create personalized messaging, but it’s not a replacement for the work that needs to go into building the right pitch for your customer. 

Before presenting your pitch to the buyer, conducting research will also eliminate unnecessary noise distracting them from the sale. For example, show them you care enough to understand their business with a relevant message highlighting product features that could benefit them the most.

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3. get access to the actual decision-makers.

All the research and customer information in the world won’t help your pitch if you aren’t in touch with the actual decision-makers who can approve the purchase. This point poses a growing challenge, as research from Gartner shows the six to 10 people are involved in B2B purchase decisions. 

Essentially, you have three roles to consider: those who will assess the logistics, those who will implement the solution and those who will have final approval. Before the actual sales pitch, ensure that you’re talking to the person who not only truly understands the business, but is also a decision-maker. This is easier said than done. Oftentimes, getting access to the actual decision-maker in a deal is a primary hurdle that salespeople face, and requires building trust with a more value-based relationship over time. 

4. Paint the picture for your buyer

Being a storyteller is a skill not often discussed on sales teams, but it can be the secret that sets a good sales pitch apart from the best sales pitch. Tell the story of where they are now and the vision of where they could be. 

To borrow advice from author and storytelling expert Nancy Duarte , “The audience does not need to tune themselves to you — you need to tune your message to them. Skilled presenting requires you to understand their hearts and minds and create a message to resonate with what’s already there.” 

Inspiring change and getting buyers to think differently is a way to stand out among your competition. If you can paint the picture of how the buyer will feel with your product or service, you can show them value in a whole new light. 

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5. share your insights.

You’ve done your homework and listened to what the buyer has to say — now it’s time to share the solution to their problem. You can do this by adding value at each touchpoint. Give them more than they can find on their own online or otherwise — for example, share insights, customer testimonials, or case study results from other customers to help them see the value in your solution.

Again, this is a good case for data. Showcasing data points like customer satisfaction, overall engagement with your product, or positive responses are all ways to reinforce trust with your buyer. After all, proof is in the pudding, right?

6. Stay on message 

It’s no easy feat to get in front of a potential customer, so don’t waste their time or yours with a long-winded, boring sales pitch that isn’t relevant to the unique problems your potential customer faces.

Keep the pitch on-message by being clear, and you’ll keep your buyer’s attention. Review it until it’s as concise as possible without losing the intent. For instance, remove unnecessary buzzwords, like “synergy” and “best practice” — you won’t need these if you know your customer’s needs. And, whenever you get stuck, always go back to your brand’s values. 

7. Fearlessly overcome common sales objections

As you’re perfecting your sales pitch, be sure to include thorough research that solves their problem, and addresses potential objections that may arise.

The most common sales objections fall into four buckets: budget, authority, need, and time (also known as BANT ). You may not need to have a detailed response to all of these, but be prepared to discuss each. The key here is to show you understand their concern, and offer possible ways to overcome those hurdles, together.

For instance, if a competing product is brought up during your pitch, highlight the features that differentiate your product, connecting it back to them. Or, if they don’t have budget secured, turn the conversation towards investing back into their team, and how much money your product can save them in the future.

Over time, you’ll hone your objection-response based on the feedback you receive in sales meetings. In the meantime, leverage customer and product research and use that knowledge in handling objections without fear.

Build better connections with customers — and close more deals

Learn soft skills like active listening and showing empathy to lead you to sales success. Discover how on Trailhead, the free online learning platform from Salesforce.

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8. Listen to understand, not just to reply

According to the latest State of Sales Report , sellers say active listening is one of their top tactics to build good relationships with prospects. Listen to the tone, speed, and volume of their voices to give clues about how they’re feeling. Use “tell me about” statements to prompt them to share their experiences.

If you’re on a script, don’t be overzealous or overconfident — instead, go into the pitch with an open mind and let the buyer do most of the talking. If you can’t narrow down your buyer’s pain points, you won’t be able to figure out the best way to help them.

Periodically check in with the buyer during your pitch, taking the time to hear their views and respond with thoughtful follow-up questions. This is a critical step to really understanding their business needs and ultimately closing the deal. If you’re responding by asking the right questions, you can adjust your pitch to sound more attractive to the buyer. If you have your ears open, it will feel less like a business presentation and more like a healthy conversation about their business needs.

9. Outline options for next steps

While listening to your buyer is critical, don’t just pack up after your pitch. Be ready to share what’s next for the customer. Every sales pitch should end with a call to action. Even if the customer isn’t ready to complete the sale, be sure to keep the prospect on the journey and move forward with a follow-up meeting or next steps.

Pro tip: Never wait for the customer to make the call to action. Failing to be proactive could result in the meeting or relationship ending before you have a chance to continue the conversation and seal the deal.

The perfect sales pitch does exist 

With these tips, you’re ready for the perfect sales pitch. Be confident because you’ve put real thought and effort into your pitch; you know your product, you know your buyer, you’re listening to their needs, you’re solving the real problem, and you’re ready for any objection. Game on!

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Tiffani is the Global Customer Growth and Innovation Evangelist at Salesforce. Over the past two decades, she has led large revenue-producing divisions at businesses ranging from start-ups to the Fortune 500. She spent ten years at Gartner, the world’s leading IT research and advisory firm as a distinguished analyst and research fellow. In her first book, Growth IQ, she outlines the 10 paths to growth that every company needs to understand in order to grow with confidence.

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What It Takes to Give a Great Presentation

• Carmine Gallo

Five tips to set yourself apart.

Never underestimate the power of great communication. It can help you land the job of your dreams, attract investors to back your idea, or elevate your stature within your organization. But while there are plenty of good speakers in the world, you can set yourself apart out by being the person who can deliver something great over and over. Here are a few tips for business professionals who want to move from being good speakers to great ones: be concise (the fewer words, the better); never use bullet points (photos and images paired together are more memorable); don’t underestimate the power of your voice (raise and lower it for emphasis); give your audience something extra (unexpected moments will grab their attention); rehearse (the best speakers are the best because they practice — a lot).

I was sitting across the table from a Silicon Valley CEO who had pioneered a technology that touches many of our lives — the flash memory that stores data on smartphones, digital cameras, and computers. He was a frequent guest on CNBC and had been delivering business presentations for at least 20 years before we met. And yet, the CEO wanted to sharpen his public speaking skills.

• Carmine Gallo is a Harvard University instructor, keynote speaker, and author of 10 books translated into 40 languages. Gallo is the author of The Bezos Blueprint: Communication Secrets of the World’s Greatest Salesman  (St. Martin’s Press).

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Sales presentation: Tips to make an impressive impact

Colleague- Hey! How was your last week’s sales presentation? 

Sales rep- It wasn’t as I expected it to be. The prospect didn’t seem interested. I tried calling him, but he isn’t answering my calls or responding to my emails.

(Takes a sigh of disappointment) 

It is indeed disappointing to see disinterested faces while giving a sales presentation. 

Besides, a prospect ignoring you after a presentation is even more exasperating. 

Why do some sales presentations fail?

Well, due to a few sales presentation mistakes. 

Some presentations are too long; others fail to show how the prospect will benefit from the product. 

Most of the sales reps fail to convey the value of their product using straightforward and visual examples. They try to add a lot of information that turns the presentation into a boring lecture. 

So, how to create a sales presentation that’s interesting and how to present it successfully? 

Read on to find some helpful tips that can help you capture your prospect’s interest during the next sales presentation.

Sales presentation tips – from preparation to presentation 

A well-executed sales presentation can influence a buying decision. When a prospect sees something beneficial during a presentation, they willingly take a step ahead, show interest, and become curious about your product. You won’t have to put in a lot of effort if you have succeeded in winning the trust of a prospect with an impactful presentation. 

So, here is how you can create and give an impactful sales presentation to seal the deal in the next meeting. 

Part 1- Preparing the sales presentation 

The quality of your presentation plays a significant role in impressing the prospect. A compelling sales presentation motivates the prospects to move ahead with you and your product. Therefore, extra attention needs to be given while creating a presentation. 

Here are the vital things you must consider while creating a sales presentation. 

Sales presentation tip 1 –  Start only after a thorough discovery 

During a presentation, the spotlight should be on the prospective buyer. So it is requisite to amass maximum information about them.

Don’t be in a hurry to create a sales presentation. 

Invest some time in understanding the needs, pain points, and goals of your prospects. 

“Get closer than ever to your customers. So close that you tell them what they need well before they realize it themselves.” – Steve Jobs 

An effective discovery call can help garner a lot of information about the prospect’s business and current situation. 

With the help of such information, you can make the presentation more customer-centric. 

Sales presentation tip 2 – Use visuals, stats, and bullet points 

Avoid dumping a lot of data in your presentation. Try to make your presentations visually appealing and interesting. 

“60% of listeners can remember visually enhanced content, compared with only 10% remembering exclusively verbal presentations- Presentation Training Institute 

Keep the presentation precise and include bullet points instead of lengthy paragraphs

Make sure you add graphs , images, bubble charts, and pie charts in your sales presentation to engage the prospects.

Use statistics and figures that support the benefits of your product. 

“ By switching to this solution, you can save 13% or more every month.”

“XYZ company increased its sales by 20% using our product.” 

“ You can automate various tasks and reduce wasted time by 60%.”

Sales presentation tip 3 – Include case studies 

One of the best ways to get your prospect to stay focused is to use case studies. Include real-life examples in your sales presentation to build credibility. 

Show your prospects how you’ve helped companies having similar problems in the past. 

Do not hesitate to use storytelling to give an emotional experience to your prospects. They should be able to relate to your product. 

After a sales presentation, 63% of attendees remember stories – Storyboar d  

Sales presentation tip 4 – Highlight solutions to the prospect’s challenges 

Prospects are interested in dealing with companies that understand their business pain points.

Sadly, only 13% of prospects feel a sales rep can understand their needs – Salesmate  

Assures prospects that you are genuinely interested in helping them. Highlight their pain points in your sales presentation. Include your product as a solution to the prospect’s problem tactfully.  Show how your product can help the prospect in overcoming their issue. Emphasize the benefits they will receive on using your product. 

Part 2- Presenting to the sales prospect 

Once you create the presentation, you need to focus on delivering it successfully. Be confident and try to make the presentation interactive. 

Here are things you must consider doing while giving a sales presentation to a prospective client.

Sales presentation tip 5 – Limit your presentation to 9 minutes max 

Time is money in the business world. Respect the prospect’s time by keeping your presentation short. 

Try to cover all the essential points within 9 minutes. So, you need to practice before giving a presentation. 

Use a timer while practicing to keep up to the nine minutes mark. Try your best to complete before nine minutes to get more time to address the prospect’s concerns and queries. 

Sales presentation tip 6 – Turn your presentation into a conversation

Don’t be the only one speaking during a presentation. Interact with the prospects. 

A two-way dialogue is better than an obsolete traditional presentation where the prospect is just listening to you.

You never know if the prospect is even listening to you or is thinking about his/her work. So, it is essential to have a two-way conversation with the prospect. Ask relevant questions. Make sure the prospect understands what you are trying to convey. Clear all the doubts at the right time. 

Sales presentation tip 7 –  Talk price after establishing a value 

Do not straightaway jump to price. It is important to demonstrate the value of your product first. That’s what top sales performers do to win the sales deal. 

Try to gain the prospect’s confidence and make him/her comfortable.

They should be able to trust you that you are selling something worth their precious dollars. It is safe to delay the pricing discussion until you’ve established value. 

Sales presentation tip 8  – Define the next step 

What to do next?

Be clear about the next step before saying goodbye to your prospects. 

Find out if they want more information or do they want to discuss the product over the phone. Or maybe the prospects might want you to meet the decision-maker. 

Ask for a preferred time and send out a calendar invite for a call or next meeting right away using your smartphone. 

All set for your next sales presentation 

Setting an appointment isn’t an easy task. Once the prospect agrees to meet you for a sales presentation, ensure you make the most of that opportunity. If you disappoint the prospects with a boring presentation, then there are chances they might not meet you again. So respect their time and give a short yet interesting presentation. Speak about the potential ROI, savings, and the benefits they will receive on using your product. 

Make sure you follow-up with the prospect after the sales presentation. Do not just give up after one follow-up. To push the deal forward in the sales pipeline, you need to follow-up consistently as there are chances that the prospect might be busy. 

To ensure you don’t forget to follow-up, you can create a sequence of follow-up emails or texts using smart CRM software like Salesmate. Using this smart tool, you can put your follow-up on auto-pilot and save a lot of time. This advanced CRM software is easy to use and offers a wide array of features, including managing your sales pipeline and tracking your progress with sales pipeline CRM . Besides creating a sequence of emails and texts, you can ever create sales reports, forecast sales, and do many more things with this all-in-one sales solution.

Coreen Menezes

An avid writer who likes to explore new fields and research about interesting subjects. She is a versatile content developer who plays with words to express her thoughts. Calm, carefree and creative are the words that describes her the best.

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The Perfect B2B Sales Presentation: 2024’s Tips for Founders

You want to create a killer B2B sales presentation. You want to captivate your audience, showcase the value of your product or service, and close with impact. But where do you start?

In this article, we will provide you with tips and tricks for crafting the perfect sales deck. From preparation to engaging openings, clear value propositions, and effective communication, we’ve got you covered.

So get ready to elevate your sales game and leave a lasting impression on your prospects.

Table of Contents

Key takeaways, understanding your audience, tip 1: the importance of preparation, tip 2: crafting an engaging opening, tip 3: creating a clear value proposition, tip 4: mastering effective communication, tip 5: closing with impact, key elements of an effective cover slide, importance of solution slides, more expert insights on crafting compelling b2b sales decks and presentations, tips for an effective cover slide, the significance of the context slide, strategies for addressing problem slides, final touches for a killer sales deck, design tips for an effective sales presentation, how can i effectively incorporate storytelling into my sales presentation, what are some creative ways to engage the audience during the presentation, how can i effectively address objections or concerns the client raises during the presentation, are there any specific techniques or strategies for delivering a persuasive and convincing sales pitch, how can i ensure that my sales presentation is memorable and leaves a lasting impression on the audience.

• Conduct thorough market research and competitor analysis to understand the target audience and identify unique selling points.
• Create a clear and concise presentation outline and gather relevant data and statistics to support key points.
• Engage the audience with an attention-grabbing opening, such as a thought-provoking question or surprising statistic.
• Clearly articulate the unique benefits and value of the product/service, highlighting how it solves specific pain points and offers a competitive advantage.

Darren, CEO of Rampd, offers a battle-tested framework that breaks down the intricacies of creating a B2B sales presentation that closes potential clients. Gain the confidence to easily navigate this critical phase and propel your startup to new heights. Book a call with Darren today and embark on your journey toward success.

Before diving into the elements of an impactful B2B sales presentation, it’s pivotal to have a profound understanding of your audience. Knowing your audience not only tailors your presentation to address their specific needs and concerns but also builds a connection that could lead to fruitful business relationships. Here are some key steps and aspects to consider:

Identify the Problem :

• Understand the pain points that your potential customers are facing.
• Utilize the knowledge of their pain points to frame your presentation, ensuring it resonates with them.
• Highlighting a problem backed by statistics can make a compelling entry point to lead into your value proposition.

Research Your Potential Customer :

• Spare some time to research your potential customers before crafting your sales presentation.
• It’s surprising but true that a minimal percentage of salespeople understand their client’s issues fully.
• Companies are more likely to engage when they see that your services or products can alleviate their business challenges.

Ask the Right Questions :

• What is their brand’s identity?
• What are their brand values?
• What are their main pain points?
• Who are their customers?
• What solution or product are they currently using?
• These questions will provide a framework to tailor your presentation effectively.

Industry and Needs Understanding :

• Grasp a solid understanding of the industry your potential customer operates.
• Comprehend their needs to align your solutions effectively with their expectations.

Engage in Pre-Presentation Conversations :

• Prior to your presentation, engage with the prospective customers to understand their expectations and any specific issues they are keen on addressing.
• This engagement can provide invaluable insights to refine your presentation to their needs.

Utilize Customer Testimonials :

• If possible, include testimonials from other clients in a similar industry, showcasing how your solution resolved their challenges.
• Authentic testimonials can build trust and set a positive tone for your presentation.

5 Quick Tips For a Successful Sales Presentation

A successful B2B sales presentation can be the difference between starting the sales process and losing a client. A good sales presentation should have all the components listed here in your PowerPoint presentation, and your sales team should be up to date with it. Make your next sales presentation and pitch deck a great sales presentation with these five tips.

Preparation is crucial in creating a killer sales deck. It allows you to conduct market research and gather relevant data to support your key points.

By thoroughly preparing, you can ensure that your sales presentation resonates with your target audience and effectively communicates the value of your product or service.

Sales professionals should start by analyzing competitors’ strategies and identifying unique selling points that set them apart. Create a clear and concise outline for your presentation, incorporating key points that address the pain points of your potential clients.

Gather data and statistics to support your claims and make your pitch more persuasive. Practice multiple times to ensure fluency and confidence in delivering an effective sales presentation using PowerPoint or other visual aids.

With proper preparation, you can create a compelling sales deck that captures attention, engages your audience, and ultimately drives conversions.

To captivate your audience from the start, begin with a thought-provoking question that sparks curiosity and engages their attention.

Have you ever wondered how to create a killer sales deck to impress your B2B clients and boost sales?

Crafting an engaging opening is crucial for capturing your audience’s interest immediately. Start by sharing a compelling industry-related anecdote, or begin with a surprising statistic or trend.

You can also use a visually appealing slide or infographic to make a strong first impression. Another effective technique is to incorporate a short video or demo that showcases the value proposition of your product or service.

When creating your value proposition, clearly articulate your product or service’s unique benefits and value to address your prospect’s pain points and challenges effectively.

A successful sales presentation depends on a clear and compelling value proposition highlighting how your offering solves specific pain points and your best product features.

By using case studies or testimonials , you can demonstrate successful outcomes and emphasize the ROI for the client.

It is also important to explain any competitive advantages or differentiators that set you apart from competitors.

Incorporating these elements into your sales presentation template will help create a killer sales presentation that resonates with prospects and positions your company as the ideal solution. Sales pitches will be infinitely easier with a clear visual presentation overview of your value proposition.

Engage your audience by using simple and concise language throughout the presentation, maintaining an energetic tone that keeps them interested and attentive. To master effective communication in your sales presentation, follow these tips:

• Use clear and concise language: Avoid jargon or complicated terms that may confuse your audience. Keep your message straightforward and easy to understand.
• Maintain an engaging and energetic tone: Show enthusiasm for your product or service to captivate your audience’s attention. Use vocal variety and gestures to convey excitement.

Incorporate visual elements: Utilize visuals such as graphs, charts, or images to enhance understanding and retention of information.

Create a visually appealing slide deck: Design aesthetically pleasing slides with a balance of text and visuals to keep your audience engaged.

Closing a sales presentation with impact is crucial for leaving a lasting impression and motivating you, the prospect, to take action.

The final slide of your sales deck is your opportunity to summarize all the key points discussed and reinforce why your product or service is the perfect solution for potential customers. It’s important to reiterate the value proposition and how it aligns with your goals.

Doing so can address any remaining objections or concerns and solidify your position as the ideal choice. Expressing gratitude for the opportunity to present and acknowledging the importance of becoming a loyal customer can also leave a positive impression.

Want to learn the secrets of a killer B2B sales presentation from an expert? Discover Rampd’s distinct approach that goes beyond conventional teaching and consulting. Our tailored strategies have driven remarkable revenue surges, with some clients surpassing the $1M milestone. If you’re determined to streamline your sales process, achieve predictable revenue, and establish a lasting Product-Market Fit, schedule a call with Darren, CEO of Rampd, today .

Components of Good Sales Presentations

Incorporate a cover slide that captures your attention and highlights the product or service’s value. This is the first slide your audience will see, so make it compelling and impactful. Use eye-catching visuals and concise text to showcase the unique benefits of your offering.

• Visuals: Utilize high-quality images or graphics that are relevant to your product or service.
• Value Proposition: Clearly communicate the value and advantages of your offering in a concise manner.

Gleaning insights from industry experts can significantly elevate the quality and effectiveness of your B2B sales presentations. These professionals have a wealth of experience and can provide invaluable advice on what makes a presentation resonate with prospective clients. Here are some expert insights on various aspects of crafting compelling sales presentations.

• Understanding the Audience: Experts emphasize the importance of understanding the audience’s needs, pain points, and expectations. Tailoring the presentation to address the specific interests of the audience can create a more engaging and relevant narrative.
• Storytelling: Incorporating storytelling elements can make the presentation more relatable and memorable. Experts suggest weaving a narrative that showcases how your solution alleviates the identified problems, using real-world examples and anecdotes.
• Clarity and Conciseness: Keeping the message clear and concise is crucial for retaining the audience’s attention. Experts recommend avoiding jargon and ensuring that each slide conveys a single, clear message.
• Engagement: Engaging the audience through interactive elements, such as polls or Q&A sessions, can enhance the presentation experience. Experts advise preparing for questions and incorporating interactive segments to foster a two-way conversation.
• Visual Appeal: As reiterated by design professionals, the visual appeal of the presentation is essential. Experts advocate using visuals to break down complex ideas into easily digestible information.
• Practice: Experts stress the importance of practice to deliver a polished presentation. Being well-practiced allows for a smoother flow and a better connection with the audience.
• Handling Objections: Being prepared to handle objections or questions proficiently shows thorough knowledge and preparation. Experts suggest having a well-prepared FAQ section and being ready to address concerns with data-backed responses.
• Call to Action: Having a clear call to action encourages the audience to take the desired next step. Experts advise being clear about what action you want the audience to take post-presentation.
• Feedback and Improvement: Collecting feedback post-presentation and using it for continuous improvement is a practice endorsed by seasoned professionals. It helps in understanding the areas of improvement and enhancing future presentations.
• Utilizing Technology: Embracing technology, like interactive presentation tools, can make your presentation more dynamic and engaging. Experts encourage exploring modern tools that can enhance the presentation experience.

These insights from industry experts can serve as a guiding light in your endeavor to craft B2B sales presentations that not only captivate your audience but also drive them to take the desired action. By adopting these expert-endorsed practices, you’re well on your way to delivering presentations that resonate and convert.

How To Create An Awesome Slide Deck For Your B2B Sales Presentation

Sales decks are like an extended elevator pitch by a sales rep for potential customers. Your slide presentation should show your team’s expertise to your potential client and push them toward their ultimate buying decision. Here’s how to create a killer sales presentation.

Use eye-catching visuals and concise text on your cover slide to grab the audience’s attention and highlight the unique value of your product or service.

A well-designed cover slide is crucial for a killer sales deck. It should be visually appealing, engaging, and concise, conveying the key message of your offering in just a few words.

Use high-quality images or graphics representing your product or service to create an effective cover slide. Incorporate short, impactful text that clearly communicates your value to your target market. Consider using PowerPoint templates to save time and ensure consistency throughout your presentation.

Don’t forget to include your team slide, showcasing the expertise and credibility of your team members. Additionally, incorporate social proof such as case studies or testimonials to build trust with potential clients.

Lastly, don’t forget to include contact details on your cover slide so that interested prospects can easily reach out after the presentation.

Remember these key takeaways when designing your cover slide:

• Be visually appealing
• Highlight unique value proposition concisely
• Showcase team credibility
• Provide social proof through testimonials or case studies
• Include contact details for easy follow-up.

To create a compelling context slide, highlight current trends and pressure points in your prospect’s market. This is crucial because it sets the stage for the rest of your presentation and helps your potential clients understand why they need your product or service.

By showcasing your knowledge of their industry and addressing specific pain points, you demonstrate that you deeply understand their challenges and can offer valuable solutions. Including relevant statistics and data adds credibility to your claims and strengthens your argument.

Remember to use specific examples of their company to make it more relatable. The visual aspect of the context slide is also important as it grabs attention and engages the audience. Make sure to create a visually appealing slide that captures their interest from the start.

When addressing the problem slides, clearly illustrate the pain points and challenges your potential clients are experiencing. Show them that you understand their struggles and empathize with their frustrations.

Use concrete examples and anecdotes to describe their current situation vividly. Highlight how your product or service can alleviate these pain points and provide a solution.

Share success stories from previous clients who have faced similar challenges and achieved positive outcomes through your offering. This will demonstrate your solution’s effectiveness and build trust and credibility with your audience.

The final step before presenting your sales deck is adding impactful visuals to enhance understanding and retention. Visuals play a crucial role in capturing the attention of your potential clients and conveying your main points effectively. Here are some tips to create a killer sales deck with impactful visuals:

• Use relevant images and graphics: Incorporate visuals that resonate with your target audience and support your key messages.
• Infographics or charts: Present data or statistics in a visually appealing way, making it easier for your audience to understand and remember.
• Utilize colors strategically: Choose colors that evoke emotions and align with your brand identity, attracting attention while maintaining professionalism.
• Include customer testimonials or success stories: Showcasing real-life examples will build trust and credibility with your potential clients.

By following these tips, you can create a great sales deck that will leave a lasting impression on your audience, generate more leads, and close more deals.

An aesthetically pleasing presentation can significantly enhance audience engagement and convey your message more effectively. Here are some design tips to ensure your B2B sales presentation is visually appealing while retaining a professional outlook.

• Color Scheme: Select a color scheme that reflects your brand identity. Utilize contrasting colors to emphasize key points and ensure readability. It’s advisable to stick to a palette of 3 to 4 complementary colors throughout the presentation.
• Typography: Choose a clean, easy-to-read font for your text. It’s advisable to stick to one or two fonts throughout the presentation to maintain a cohesive look. Ensure your text size is large enough to be easily read by all audience members, and avoid overly decorative fonts that can distract from your message .
• Imagery and Icons: Use high-quality images and icons to illustrate your points visually. Ensure the images are relevant to the content and are placed strategically to guide the audience through your narrative.
• Consistency: Maintain a consistent design throughout your presentation. This includes consistent font usage, color scheme, and slide layout. Consistency in design helps maintain a coherent brand image and enhances the professional look of your presentation.
• Simplicity: Avoid cluttering your slides with too much text or visuals. Aim for a clean, simple design that conveys your message effectively without overwhelming the audience. Utilize white space effectively to draw attention to key points .
• Visual Hierarchy: Establish a visual hierarchy to guide the audience’s attention to the most important elements on each slide. This can be achieved through the strategic use of size, color, and placement.
• Animation and Transitions: Use animations and transitions sparingly. While they can add a dynamic element to your presentation, overuse can be distracting. Ensure any animations or transitions you use serve a purpose and enhance the flow of your presentation.
• Data Visualization: Present data in a visually appealing and easy-to-understand manner using charts, graphs, and infographics. Ensure your data visualizations are clear, accurate, and effectively convey the intended message.
• Branding: Include your company logo and any other branding elements in a subtle, unobtrusive manner on each slide. This helps in reinforcing brand identity without distracting from the main content.
• Contact Information: Provide your contact information in a clear and easily accessible manner, preferably on the last slide, so interested parties know how to reach out for further discussions.

Implementing these design tips will help you create a visually appealing and effective B2B sales presentation that resonates with your audience and reinforces your brand identity.

Slide-by-Slide Breakdown: Crafting a Coherent Narrative

Crafting a remarkable B2B sales presentation requires a structured narrative that can guide your audience through a compelling story about your solution. Here’s a slide-by-slide breakdown to ensure your presentation flows logically and engages your audience effectively:

Title Slide

• Your Company Name
• Presentation Title
• Presenter’s Name and Title
• A brief overview of the topics to be covered.

Introduction

• Who you are and what your company does.
• A hook to grab the audience’s attention.

Problem Statement

• Clear articulation of the problem your product or service solves.
• Real-world implications of the problem.

Your Solution

• How your product or service solves the identified problem.
• Unique value propositions (UVPs) of your solution.
• Tangible benefits and outcomes your solution provides.
• Use of quantifiable results if available.
• Highlight key features of your product or service.
• A brief explanation of how each feature contributes to solving the problem.

Case Studies/Testimonials

• Showcase success stories from satisfied customers.
• Use of metrics to demonstrate success.
• A comparison with competitors or alternative solutions.
• Emphasize your unique advantages.
• An overview of your pricing structure.
• Mention any special offers or discounts.

Next Steps/Call to Action

• Clearly define the next steps you want the audience to take.
• Provide contact information for further inquiries.
• Invite questions from the audience.
• Provide concise and clear answers to any inquiries.

Thank You Slide

• Express gratitude for the audience’s time and engagement.
• Reiterate your contact information for follow-up.

This structured approach ensures that your presentation covers all the essential bases while providing a clear and compelling narrative about your offering. Each slide has a distinct purpose, contributing to the overall coherence and effectiveness of your presentation, ensuring you leave a lasting impression on your prospective clients.

Frequently Asked Questions

Here are the most frequently asked questions we get about B2B sales presentations. If you have any further questions, do not hesitate to contact us . We’ll be happy to answer any questions you have.

Understand your audience and their pain points to incorporate storytelling into your sales presentation effectively. Craft a compelling narrative that connects with their emotions and demonstrates how your product or service can solve their problems.

To engage your audience during the presentation, captivate them with a thought-provoking question or a surprising statistic. Use visuals, interact with them, and listen actively to their concerns. Keep it engaging and make them feel involved. Also, ensure you are using the appropriate body language. This will ensure you are on the same page as your client and that your energy and enthusiasm are being noticed. Don’t just stand there and recite your presentation overview. Engage with your audience with your hands. Move around the room. Make eye contact and change the timber of your voice as you speak.

To effectively address objections or concerns raised by the client during the presentation, listen actively and promptly address their concerns. Provide clear explanations and solutions that align with their goals. Use visual aids to enhance understanding and build trust.

Engage your audience with compelling storytelling and visuals to deliver a persuasive sales pitch. Clearly articulate the unique value of your product/service, address objections confidently, and emphasize how you can solve their pain points.

To ensure your sales presentation leaves a lasting impression, focus on engaging openings, clear value propositions, effective communication, and impactful closing. Use thought-provoking questions, compelling anecdotes, and visual aids to captivate your audience.

Having traversed through the meticulous pathways of creating an impeccable B2B sales presentation, you now possess a well-rounded understanding of the elements that constitute a killer sales deck. The insights provided in this comprehensive guide sum up the essence of effective storytelling, the significance of a well-structured narrative, the aesthetic appeal through thoughtful design, and the wisdom imparted by industry experts.

• Slide-by-Slide Breakdown : A structured narrative is the backbone of a compelling presentation, guiding your audience through a coherent journey from the problem statement to the proposed solution and benef its.
• Design Tips : A visually appealing presentation not only engages the audience but also reinforces the professionalism and brand identity, making each slide a visual treat that complements the narrative.
• Expert Insights : The pearls of wisdom shared by industry experts provide a roadmap towards crafting presentations that resonate, engage, and drive action, embodying the fine balance between content, design, and delivery.

The pathway toward mastering the art of B2B sales presentations is a blend of preparation, understanding your audience, clear communication, and continuous improvement. The strategies delineated in this guide are your stepping stones toward creating presentations that not only captivate your audience but also significantly enhance your sales endeavors.

As you implement these strategies at your own company and find your own success, you’ll realize you’re not just crafting presentations; you are orchestrating experiences that epitomize the value and solutions your business brings to the table. The fusion of well-articulated content, engaging design, and expert-backed insights prepares you to not only face your competition head-on but to establish a distinguished stance in the realm of B2B sales presentations.

Now, with a treasure trove of knowledge at your disposal, it’s time to embark on the journey of creating sales presentations that leave a lasting imprint on your audience. As you translate these strategies into action, watch your sales narratives evolve, resonate and propel your business toward unparalleled sales success.

Elevate your startup’s B2B sales presentations with the expert guidance of Darren, Rampd’s CEO. Whether you aim to impress potential clients, refine your presentation techniques, or enhance your sales narrative, Darren’s comprehensive consulting can make a difference. Don’t let subpar presentations hinder your success— book a call with Darren today and gain the insights, strategies, and accountability needed to master the intricacies of B2B sales presentations.

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Selling to Executives: 10 Essential Sales Presentation Tips (Sales Deck Ideas Included!)

• February 1, 2021

The Executive Suite is considered one of the most challenging (and important) groups in an organization to sell to.

It can be tough to get their attention, and once you do, giving a sales presentation to this experienced audience can also be tough.

So how do you make sure your sales presentation is what stands out amid their sea of competing priorities? In this article, I’ll share some essential sales presentation tips to help you nail your next presentation.

As a CMO, I usually receive over 80 calls or messages per day from people looking to sell something to my organization — meaning I’ve seen my fair share of ill-prepared sales presentations.

Over the last two decades, I have presented to boards of directors,  pitched to executives , and given keynotes at conferences. Some have been received with great enthusiasm, while others have fallen completely flat, but all have provided lessons learned.

Table of Contents

What should a sales presentation include, 10 sales presentation tips for selling to executives, sales presentation styles, sales deck ideas, your turn: what are your best sales presentation tips.

A well-planned sales presentation should tell a compelling and believable story. It must call to attention your proposition while also aligning with your audience’s needs and wants. As a good salesperson, you should get their point across as accurately and concisely as possible.

A sales presentation example identifies the problem but also provides solutions. It is crucial to make the audience or prospect understand the problem, not just by telling them. The idea is to connect with the audience and fully immerse them in the process such that they connect with the problem on their own.

A good sales presentation should also follow the rules of logic and flow seamlessly. As a salesperson, you should be able to transition from one point to the next. The trick is to start with the outcome first, then work your way forward from there. Start with the big reveal, then gradually work the conversation from there.

Here are my top sales presentation tips for selling to executives and, ultimately, closing more deals.

• Be confident.
• Make sure your presentation fails the Airport Test.
• Look and sound the part.
• Don’t assume they know what you do.
• Don’t assume they care what you do.
• Leverage neuroscience.
• Write out your “clicks.”
• Break expectations.
• Own your presentation.
• Anticipate (and embrace) the unexpected.

1. Be confident

The most effective sales presentation is one that you can deliver confidently. There’s nothing worse than sitting through a bland presentation, especially in sales, where low energy is often associated with low confidence.

For better or for worse, it’s better to be confident than competent when selling to executives, so make sure you’re really comfortable with the material you’re presenting.

A good confidence check is to try telling your story without slides. If you can’t tell the story without slides, then you can’t tell the story. Remember, your slide deck is there as a tool to enhance you, not vice versa.

2. Make sure your presentation fails “the airport test”

Let’s say you accidentally left a copy of your printed presentation at the gate in the airport. If I were to walk over, go through the deck and have no trouble interpreting what you’re trying to say, your presentation isn’t a presentation, it’s a report.

A sales presentation is meant to be seen and experienced through the lens of the presenter, not read like a report by the audience.

Sales presentations need a presenter, reports don’t. So, be mindful of how much content you’re putting on your slides and make your presence a necessary component of the presentation.

Related:  Create a Sales Deck That Doesn’t Read Like a Report

3. Look (and sound) the part

What are you wearing? How do you sound? What perceptions are you creating with your appearance and delivery? When selling to executives, it matters!

If you are selling medical devices in a highly technical field, is your audience expecting someone in a lab coat and using words that most people need to look up in a dictionary? Sales presentation success is all about meeting the expectations of the audience — from appearances to your voice and tone.

Use language that your prospects can understand, something they’re familiar with. It’s an excellent way to build trust with your audience. For more tips on how to use language to your advantage,  read this article .

One way to overcome this is to partner with another presenter. Switching presenters not only allows you to leverage a subject matter expert to ensure you resonate with each person in the room, but it also helps to combat viewer fatigue and reinvigorate the audience.

Even better, create a conversation throughout your presentation, engaging your co-presenters and the room on a consistent basis.

4. Never assume the audience knows what you do

I can’t tell you how many times I’ve witnessed this, and it’s painful every single time. A salesperson will be part-way through a presentation when someone in the audience will interrupt and say, “Hold on a sec. This sounds great, but can you remind me what it is you do again?”

We tend to assume that the person we’re presenting to knows what we do. But here’s the thing: Your audience leaves your meeting and moves on with their lives.

I promise you that they’re not spending much time reflecting on what your company does or what you have said to them in the past. Besides, many of them will hear from other competitors in the space and it’s easy to forget who said what.

So, do yourself (and everyone else in the room) a favor and offer a quick overview of your company at the start.

5. Never assume the audience cares what you do

Building off of my previous point, the audience may not know what you do, and they often don’t care what you do. All they really care about is this: What’s the mutually agreed-upon problem? And how are you going to help them solve it?

When selling to executives (or anyone, for that matter), before you dive into the meat of your presentation, make sure you’ve been really clear about the agenda, goal, and topics you’re going to be covering.

Then stop talking and check-in.

Make sure everyone is on board with hearing what you’ve prepared. Throughout the presentation, pay close attention to audio and visual cues for audience engagement. It is especially important to regularly check in with executives because we will quickly disengage if we feel the meeting is no longer of value.

Not in-person? Leverage video conferencing software and voice intelligence software that can help showcase sentiment. Get our best sales tool recommendations here .

While being able to set the goals and read the room is important, the best reps by far do one thing better than the rest — pre-call prep.

They don’t treat every sales presentation the same. They know who is in the room, what they know, who is on their side, and what the goals are. And they know how to tailor their presentation and sell to the executives in the room. When selling to executives, this is vital.

6. Blind them with neuroscience

Want to become a better presenter? Do some research on neuroscience. Our understanding of the human brain has improved so much in recent years that some of the best presenters out there have developed formulas for how they connect with their audience.

Take Apple for example . No Apple presenter speaks for more than 10 minutes straight. They use minimal slides and pause frequently. All of this is designed to overcome the short attention spans of the audience and to ensure each portion of the presentation has the maximum impact possible.

How can you bring Apple’s presentation tips into your own presentations?

• Keep things changing.
• Don’t let the presentation get into a routine where your audience can zone out.
• And introduce other speakers early and often.

7. Write out your “clicks”

The best sales presentations flow naturally. One of the most common mistakes I’ve seen is when a presenter treats every slide as a brand new adventure.

The Information Gap theory says that our mind always wants to fill the gap between existing knowledge and new information. I use verbal transitions as a way to make my slides flow and help an audience to understand how it’s all linked together.

To prepare for transitions between slides and ideas, I write out *CLICK* in the speaker’s notes of the presentation whenever I plan to advance a slide. It helps make the transitions really smooth.

I may pose a question on one slide, click, and have the answer populated on the next to create curiosity and hold attention. There’s no mystery to what’s coming or how I plan to get there.

8. Don’t be afraid to speak right to left

Everyone has expectations of presentations. Break them. In doing so you can not only help drive engagement but also show that you are in control of the presentation and drive the slides.

For example, data points.

Most people expect them to go top to bottom, or left to right:

Change it. Talk about your middle point first and in doing so, the room’s attention will turn to you rather than reading the slides.

Another way to shake up a presentation is to simply step away from your slides.

One of my favorite things to witness is when a sales rep walks over to a whiteboard and begins to map out their story. They are not only able to control the room, but also show that they have the expertise and confidence to tell their story without slides.

9. Be the owner of your presentation

This seems obvious because you’re the one presenting, but make sure to take the lead and own what you’re delivering.

Here are a few specific sales presentation tips for owning your delivery:

Tell the audience what’s important and what to focus on. Don’t put things on your slides that you’re not prepared to discuss or that you’re not comfortable talking about. If it’s on the slide, it’s fair game for conversation, so be careful.

Stop apologizing. When you say “sorry” a lot, you convey the opposite of confidence. For example, instead of saying, “Sorry, we’re having tech issues,” try, “We’ll get started in a couple of minutes.”

Don’t think, know. Saying “I think” makes you sound like you don’t know what you’re talking about. The person who “thinks” this software is a good fit for you doesn’t make you feel particularly reassured. Either know and be sure or tell the audience that you’ll find out and get back to them.

GTTFP, or get to the freaking point. Some background information can be helpful, but ultimately be very clear about the message you need to deliver — and then deliver it. Once you’ve made your point, move on.

10. Anticipate and embrace the unexpected

My final sales presentation tip is to fully embrace the room.

Sales presentations are meant to build engagement with the audience, and hopefully, get agreement to continue the conversation or make a decision. This means that things rarely go exactly as planned. You will have questions, objections, comments, and delays.

It should be a miracle if you make it through your slides. In fact, with executives, if you make it through your slides, it probably means the room was not fully engaged.

To make sure that I have time to address everything, I always try to anticipate responses and prepare for them ahead of time. If I know there is going to be a challenge, I confront it early on, sometimes even starting the presentation with it.

By the time you get to an executive, they typically have the final say and are looking at these meetings as an evaluation of risk. So confront and settle any risks or objections early. Be confident, don’t hide anything.

These are sales presentation ideas adopted by the speaker during the sales pitch. Different sales personnel use different presentation styles. Below are some examples of sales presentation techniques.

1. The visual style

The visual style uses PowerPoint slides to complement the sales pitch. This sales presentation technique is excellent for a large audience as it keeps them engaged. It’s also perfect for salespeople who have many essential talking points. A famous Visual style presenter is  Steve Jobs , one of the co-founders of Apple.

2. Freeform Style

The Freeform technique doesn’t use slides. It relies on the presenter’s ability to illustrate their points as clearly as possible within a short period. It works best for sales professionals who know their talking points by heart and are pressed for time.

3. Connector style

In this sales presentation example, the presenter relies on the audience through free-form question and answer sessions. Presenters who use this style encourage the audience’s reaction and feedback to their content. This type of speaking allows your listeners to connect with you while also allowing a dialogue-oriented presentation instead of a one-sided one.

A great example of a connector style presenter is  Connie Dieken , the founder of The Dieken Group, which specializes in executive coaching and consulting.

A sales deck is a slide presentation, PowerPoint,  Keynote , etc., that is used to supplement a sales presentation. It consists of a product overview, a sales proposition, and a solution for the prospect. Examples include:

1. LeadCrunch sales deck

The LeadCrunch sales deck features statistics and charts that showcase how a business can optimize its sales and marketing efforts. Here, the presenter uses various features such as bold, italics, and different colors to make critical terms and numbers stand out.

2. Richter sales deck

The Richter Sales Deck  follows a systematic approach: the problem, value proposition, and finally, the solution. The salesperson introduces the problem, followed by what they can deliver to the prospect. The best part of the Ritcher sales deck is, it covers all the core areas a salesperson should include in a precise and methodical approach.

3. Relink sales deck

The  Relink Sales Deck is the perfect tool for describing how machine learning and Artificial Intelligence impact various industries. Its focal point is how HR is affected by these technological advancements. The sales deck’s main features include use of large fonts and icons as well as consistent color schemes.

Giving a sales presentation to an experienced audience can be challenging. Here are a couple of sales presentation ideas to remember. Be confident. A good confidence check is to try to tell your story without slides.

Another crucial sales presentation technique is to look and sound the part. What you wear and how you sound all play a vital role in creating the kind of perception you want from your audience. Create a conversation throughout your presentation and consistently engage the room.

While making a sales presentation, it is important to always keep in mind that the audience neither knows nor cares what you do. Do yourself a favor and give a quick overview of your company at the beginning—also, keenly lookout for audio and visual cues for audience engagement.

Don’t be afraid to speak right to left. This shows you are in control of the presentation and drives the slides. Own your presentation. Guide the audience to the critical bits while getting to the point. Be clear and concise with your message.

After sharing what I’ve learned from giving countless presentations and selling to executives, I hope these tips keep cringe-worthy presentations out of your future and help you close more deals.

But we’d like to hear from you!

What are your best sales presentation tips? What are your best tips for selling to executives? Share your ideas in the comments.

Keith Messick

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How to Create Slides That Suit Your Superiors: 11 Tips

When you’re pitching ideas or budgets to execs in your organization, you need to deliver slides that fit those particular people just right. This checklist identifies the key considerations.

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I recently interviewed 20 of my customers, all in senior roles at Fortune 100 companies, and asked them their biggest pain point in presenting to higher-ups and even colleagues. What I heard consistently was that it can feel like Goldilocks bouncing from one option to the next, testing to figure out what’s “just right.” Does the audience want deep reports? Sparse slides? Something in between? Like … what?

Teams often come to presentation meetings with vast amounts of backup content just in case an exec wants to take a deep dive on any given point. There’s often a struggle to anticipate every direction attendees might want to go. It’s frustrating, and it’s not efficient.

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There are many ways to build slides. I’m not just talking about crafting them well versus poorly. I’m talking about all of the important decisions regarding how to organize them, how much text to use, when to lean into a chart, the best ways to use bullets and color, and whether to include an appendix with additional information. Before you make your next proposal or request of the executive team, use this list of 11 tips for your next set of slides as a guide.

Four Things You Must Have in Every Exec’s Slides

Before we drill down into the harder aspects, the ones where your executives’ tastes may vary widely, let’s quickly cover four aspects that you can consider the building blocks — the basics you should never proceed without.

Start with an executive summary. Begin the slide deck with a tight executive summary that follows a three-act structure. First, start with stating the current realities. Second, clearly state the problem or opportunity your idea addresses and its potential impact. Third, explain how your recommendation solves the problem or exploits the opportunity and the next steps you’re proposing.

Have a logical organization. The arc of the deck — the package from beginning to end — should make sense. If your audience reads only the headline of every slide, the order should be coherent and make most of the case for you. The content below each slide’s headline must support the statement made in the title. Remove everything that doesn’t support your point; as writers will tell you, you sometimes need to “kill your darlings” when you’re editing.

Begin the slide deck with a tight executive summary that follows a three-act structure.

Make it skimmable. Help your audience to quickly grasp the point without getting bogged down in details. Create a clear visual hierarchy. Guide the reader’s eye through the content: Use bold headings, bullet points, and numbered lists to break down information into digestible pieces. Highlight key takeaways or conclusions in a different color or font size to draw attention to these critical points.

Focus on concise insights. Succinct statements with clear insights are everyone’s jam. Every slide should serve a purpose and contribute directly to the decision-making process. Distill complex information. Don’t use 100 words when 20 words will nail it. If you’re having difficulty trimming, consider using company-approved AI tools to help you take out the fluff.

Five Preferences to Confirm With the Person You Want to Reach

Now we’ll delve into what your particular audience does and does not want. If you haven’t yet, start by asking the person you’re presenting to what they generally prefer. They probably know themselves well but have not been asked to articulate how they like to receive information.

Ask how dense is too dense. Some executives prefer detailed slides with comprehensive data. Others favor a more high-level approach. You’re weighing how to balance informative content with readability, ensuring that slides are not overloaded yet are sufficiently detailed to support decision-making.

Confirm the delivery format and timing. Some execs like information presented to them. Others prefer a pre-read of the material followed by a discussion. I always recommend our tool Slidedocs (I’ve written a free e-book on them), which are visual documents using both words and images. The templates help presenters organize their thoughts into a document for a pre-read or a read-along. They are designed to be skimmable and able to travel through your organization without the help of a presenter.

I’m a huge fan of pre-reads and prefer to use my time in meetings to ask questions and build alignment. If your audience didn’t review your material in advance, ask at the top of the meeting whether they would like you to present it or would prefer to read through it and then discuss it.

Find out how much data visualization they prefer. Charts, graphs, photos, and illustrations often communicate complex data more clearly than words alone. When execs can see what you’re saying, they often can better understand the impact of your idea. Does the exec want to understand exact numbers? Bar charts allow them to move their eyes across a series of specifics. Does the exec want to know the shape of a trend over time? Line charts can show the pattern. (See “Classic Charts Communicate Data Quickly.”) Some prefer charts with annotations that draw attention to what you think is the most important point. Others want to make their own conclusions from the data.

One of my clients, the CEO of a massive commercial real estate company, doesn’t want anything visualized. He prefers numbers, only in a table, and only in two colors — black and red. You might think this is archaic. But the fact that he’s clear to his teams about what he wants takes all the mystery out of how to communicate with him.

When the stakes are high, have a conceptual thinker help with diagrams and concepts. If you don’t have one on your team, and when it’s high stakes, find an internal designer to help you or hire one. You can’t afford to have the baby (your idea) thrown out with the bathwater (terrible slides).

Identify which details need spelling out. How well do the people you’re presenting to know the landscape and function of the company and products you’re talking about? For example, if your engineering team threw a slide into a deck about an issue that requires executive approval, do the execs all speak geek? Or do you need to explain the technology so that they will really understand the ask? Either eliminate internal jargon and acronyms or unpack those bits, especially if your proposal deeply involves expertise outside of the executives’ domain.

Ask whether appendices will be useful. When you’re organizing a presentation, you often troll data, read through complicated reports, and even hire external experts to figure out what’s best for the company. Do your execs want access to that supporting data? You can add a document to the end of the presentation as an appendix to show all of the data and source material. This allows the main content of the slides to remain focused and accessible while still providing comprehensive background information for those who want more.

Two Tips to Improve Your Presentation Skills

Getting materials in place is the biggest step. They will be your best tools for selling your ideas. But there are two extra areas to pay attention to as a presenter: how you handle questions and how you use every experience to improve.

Anticipate questions, and practice your answers. Before you have your meeting, gather a small team to challenge every point you make. Invite colleagues you trust to role-play as “a rapidly inquisitive exec” or “the doubting naysayer exec” so you are prepared to present your idea well. They’re gonna grill you, and practicing will help you remain unruffled when it happens.

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Ask for feedback after the presentation. Establish a feedback loop with those you presented to. Ask what worked well and how you can improve. If attendees don’t have the time, find people who have had their ideas funded and talk to them about what they did that worked. Advice and some perspective will help you nail your performance even better next time.

Empathetically understanding your audience members and how they process information, whether it’s executives or peers, sets up your ideas for success. Clarity creates efficiency. When a presentation fits just right, you’ve given your great thinking the best chance of moving through your organization and having maximum impact.

About the Author

Nancy Duarte is CEO of Duarte Inc. , a communication company in the Silicon Valley. She’s the author of six books, including DataStory: Explain Data and Inspire Action Through Story (Ideapress Publishing, 2019).

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• Mattress & Sleep

The Best Mattress Sales And Deals Available This Weekend

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A good mattress is pivotal to a good night’s sleep, but the very best models don’t come cheap. Luckily, many bed brands are currently running spring sales. Some of the best mattress sales we’ve spotted include 36% our favorite mattress in a box (the Nectar Premier Copper ) and 48% off our pick for the best medium-firm mattress (the DreamCloud Premier Rest Hybrid ).

Check out the best mattress sales available from top-rated brands including Saatva, Nectar and ... [+] Helix.

Whether you’re on the hunt for the perfect mattress for side sleepers or the best mattress for chronic back pain , there are plenty of discounts to shop right now—including deals on many of the models our sleep editors and contributors have tested firsthand. Ahead, you’ll find the best mattress sales and deals you can shop this weekend. If you’re already happy with your mattress, we’ve also gathered the best bedding sales to help you refresh the rest of your sleep setup.

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Diaper bag essentials to help you pack as light as possible, best mattresses sales at a glance.

• Nectar : New customers get up to 40% off during its spring sale.
• DreamCloud : First time shoppers can save up to 50% on all mattresses.
• Helix : Use code MADNESS20 to save 20% on a new bed.
• Brooklyn Bedding : Save 25% sitewide with code SPRING25 .
• Bear : Take 35% off sitewide and get free sleep accessories with your mattress purchase.
• Tempur-Pedic : Save 30% on a Tempur-Cloud mattress.
• Saatva : Save up to $600 on your bed as part of its Easter Sleep Deals event.
• Big Fig : Take $300 off your Big Fig mattress with code WORTHIT .
• Avocado : Save up to $800 on one of its organic mattresses.
• Nolah : During its March Madness Sale, save up to 35% on a new bed .
• Awara : Save up to 50% on an organic mattress.
• Casper : Shop its spring sale to save 20% mattresses, bedding and everything else on Casper’s site.
• Amerisleep : Take up to $450 off any mattress and 30% off adjustable bedding bundles.

Best Mattress Deals Right Now

Save 36% on our favorite mattress in a box, the nectar premier copper mattress (queen).

The Nectar Premier Copper is great for combo sleepers, hot sleepers and couples—making it a pretty versatile model. It’s lofty, supportive and comes with a generous lifetime warranty. Plus, you get ample time to test the mattress thanks to a 365-night trial period.

Our Pick For The Best Medium-Firm Mattress Is 48% Off

The dreamcloud premier rest (queen).

If you suffer from joint or back pain, this DreamCloud mattress is an excellent option. It’s firm enough to offer plenty of support but has a plush top for a little extra comfort. Enjoy a one-year sleep trial and forever warranty with this medium-firm pick.

Take 50% Off Our Pick For The Most Supportive Memory Foam Mattress

Siena memory foam mattress (queen).

This memory foam mattress is a stomach sleeper’s dream. It’s firm with ample edge support and solid motion isolation. Plus, it’s already an incredibly affordable model that’s currently on sale for even less.

The Best Affordable Cooling Mattress Is 25% Off

Brooklyn Bedding

Brooklyn Bedding Signature Hybrid Mattress (Queen)

If you’re looking for a cooling mattress on a budget, we like this hybrid model from Brooklyn Bedding. It’s available in three firmness levels and consists of individually wrapped coils, layers of foam and a breathable quilted top. Brooklyn Bedding also offers a 10-year warranty and a 120-night trial.

Our Pick For The Best Affordable Mattress For Back Pain Is 29% Off

Amerisleep as2 mattress (queen).

Save nearly $500 on the Amerisleep AS2—our pick for the best affordable mattress for back pain. This is already a budget-friendly mattress, even when it’s not on sale. And it still includes a 100-night trial and 20-year warranty. Because it falls on the firmer side of medium, we think it’s ideal for back or stomach sleepers who want a little extra support. It’s also composed of a plant-based material that is supposed to be cooler than traditional memory foam.

Score 20% Off The Best Mattress For Heavy People

Helix plus (queen).

While the average mattress supports up to 200 to 250 pounds per side, the Helix Plus can hold up to 500 pounds per side (1,000 pounds total). It has a medium-firm construction, but our executive strategy editor Lindsay Boyers says “it felt plusher than most bed-in-a-box mattresses I’ve tried.” The mattress also comes with a 100-night trail and a 15-year warranty.

Take 35% Off Our Pick For The Best Mattress For Back Sleepers

Nolah Mattress

Nolah Evolution 15-Inch Mattress (Queen)

The Nolah Evolution’s targeted lumbar support zone and supportive coil base make it an excellent choice for back sleepers. Its seven-layer design helps keep the lower back and hips from sinking deeply into the mattress, while the cooling quilted topper prevents overheating during the night.

Take $300 Off Our Pick For The Best Value Mattress For Heavy People

Big fig mattress (queen).

There are cheaper mattresses out there, but we think the Big Fig offers the best overall value for larger sleepers. It has 50% more coils than a typical innerspring mattress and its breathable layers will help you stay cool throughout the night.

Take $450 Off Our Pick For The Best Soft Mattress Overall

Amerisleep as5 (queen).

If you’re looking for a plush mattress to really sink into, we like the Amerisleep AS5. Our sleep editors describe it as a “doughy, cushioned bed” that’s perfect for side sleepers. The mattress itself is also flexible enough to work with adjustable bases.

Save 25% On Our Pick For The Best Firm Mattress Overall

Plank firm mattress (queen).

On the other end of the spectrum, if you’re looking for something supportive and firm, our sleep editors recommend this Plank mattress. It’s flippable with two firmness levels and one of few beds endorsed by the American Chiropractic Association.

Get 35% Off Our Pick For The Best Affordable Mattress

Cocoon By Sealy

Cocoon Chill Mattress (Queen)

Score a highly rated pressure-relieving mattress for $699 with this Cocoon sale. The 10-inch Chill is a solid and supportive bed with—as the name implies—added cooling features for warm sleepers. We recommend the hybrid iteration for sleepers around 230 pounds or more, but keep in mind that it is slightly more expensive than the classic memory foam option.

What Are The Best Months For Mattress Sales?

Holiday weekends often bring about great mattress sales, so January, February, May, July, August and November are typically the best months to find deals. In addition to holiday weekends, you’re likely to see larger markdowns around major sale events like Black Friday and Cyber Monday.

What Is The Most Cost Effective Way To Buy A Mattress?

Mattresses are expensive—some models can cost upwards of $2,000—but there are plenty of ways to get a high-quality bed without stretching your wallet. If you’re not in a rush, waiting for a holiday weekend or a major sale event can help you score a great bed for significantly less. Shopping older models is also a cost effective way to buy a mattress. Some brands will offer as much as 50% off their older—but still perfectly viable—designs.

What Is The Best Mattress Regardless Of Price?

Mattresses are a personal purchase, so there’s no one-size-fits-all solution. To find your perfect fit, you’ll need to take a few factors to take into account. Consider your sleeping style, material preferences and preferred firmness to find your ideal bed.

That said, after testing and researching, we named the Nectar Premier Copper Mattress our choice for the best mattress overall. It’s a medium-firm hybrid mattress that’s great for couples, combination sleepers and hot sleepers. It also comes with a reassuring lifetime warranty.

Our Mattress Buying Guides

If you want more in-depth advice, or you’re looking to browse mattresses based on a specific concern, check out some of our curated mattress buying guides to learn more about which models might work best for you.

• Best Mattresses Of 2024
• Best Cooling Mattresses
• Best Mattresses For Couples
• Best Mattresses For Back Pain
• Best Hybrid Mattresses
• Best Memory Foam Mattresses
• Best Mattresses For Heavy People
• Best Organic Mattresses
• Best Mattresses For Stomach Sleepers
• Best Innerspring Mattresses
• Best Mattresses For Kids
• Best Crib Mattresses

Best Bedding Sales To Shop Right Now

Schoolhouse

Schoolhouse Linen Duvet Cover (Queen)

• Schoolhouse : Shop its Spring Bed & Bath Event to save up to 30% from this charming, vintage-inspired brand.
• Buffy : Shop its spring sale to save 15% at this eucalyptus bedding brand.
• Parachute : Save up to 75% during its Warehouse Sale this weekend.
• Anthropologie : Take an extra 50% off sale items all weekend, including its eclectic bedding collection.
• The Company Store : Use code SPRING24 to save 30% on sheets, quilts and more.
• Nest Bedding : Shop its luxury sheets and duvets and save up to 50% this week.
• Cozy Earth : During Cozy Earth’s Spring Refresh Sale, save 20 to 25% on all of its bamboo bedding (and everything else on its site).
• West Elm : Check out West Elm’s stylish bedding staples for up to 60% off.
• Nordstrom : Shop a handful of discounts from brands like Bed Threads and Coyuchi in Nordstrom’s sale section.

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