Winning sales presentations turn prospects into customers. But, constructing a winning presentation seems to be the bugbear of many sales folk. What is the perfect number of slides? Which is the best order? Should it be hyper-branded or simple?
Or should we even be using decks at all in 2023?
The answer is: not if you want to gain access to cool insights, like whether they even looked at your presentation or make the journey collaborative, the static deck just won't cut it.
Designing a beautiful and highly personalised sales presentation is great, but access to behavioural analytics through digital links is super powerful. Knowing whether the buyer clicked on that presentation, and then how long they viewed it, can help shape those next steps in your sales cycle.
In fact, by 2025, 80% of B2B sales interactions will happen in these digital channels, according to Gartner. This means that presenting your pitch digitally unlocks new opportunities to engage and collaborate with your buyer. Ultimately, this can help you close deals much faster.
Salespeople of all types, from SDRs to Customer Success, make pitches at different points in the sales cycle. That's why it's super important to create presentations that are enjoyable for buyers to watch and easy for sellers to navigate... Especially if they’re pitching multiple times a day!
The key ingredients for a winning sales presentation
While there's no "one way" to make a pitch presentation, there are a few core ingredients that can transform a bland presentation into a show-stopping performance.
To keep your buyer engaged and prevent them from nodding off, make the presentation more interactive by fostering a conversation, use eye-catching visuals that leave an impression, and pace your delivery to keep the energy level high.
We all remember stories; they’re more engaging than statistics and figures. Winning presentations are made up of 65% stories and only 25% data. Humans connect with humans, not numbers.
Turn a case study into a case story, and illustrate how your product has helped someone else in their business.
Ditch the generic script and personalise the pitch. Do your homework and make it relatable to each individual prospect.
Make content digestible
Being "concise" is an art, but many companies whose products are a little complex, like software, tend to overcomplicate their delivery of content. Buyers don’t have time to read a white paper or long-winded brochures on your technical specs.
Which ultimately creates another pain point before they’ve even demoed your product.
The year is 2023, and there are so many ways to present content to a buyer without boring or overwhelming them…
- Video is huge! 58% of viewers will watch a business's video to completion if it is less than 60 seconds. People are busy, so give them something they can quickly digest that says the most about your product. Think of Loom, Vidyard, or an animated explainer video.
- Interactive demos are a great alternative to video calls. Let your buyer learn about your product on their terms and in their own time.
- Get to the point. Attention spans are short, so get to the point quickly and succinctly.
Remember, there's no such thing as a perfect product, and your buyer knows that. But they may not know enough to understand what makes a "better" product.
This is where the power of thoughtful and well-positioned content comes into play.
Sell answers not products
The old-school method of selling is long gone. You can't just scream out to everyone that your product is the greatest thing ever and expect them to believe you. That's just a bunch of hot air and is sometimes misleading.
Today, the best approach is to inform your buyer with the RIGHT message through the RIGHT media.
Make sure each feature in your product has a clear benefit for the buyer. Don't just list the features; explain why they make your product better in the simplest way possible.
Uncover the true, often underestimated pain of their current situation, then give them a solution to that problem.
Because when it comes down to it, people want to know what's in it for them and how your product or service can make their life better.
People don't want to feel like they're just another number.
Personalise your presentation with language that speaks directly to your buyer. Call them out by their name and make sure that each piece of content is 100% relevant to their situation.
If you really want to impress your buyer, go ahead and incorporate their own brand identity. Make it all about them, not about you. This way, they'll see that you've gone the extra mile to make the presentation special and unique just for them.
So how can we tie all of this together into one perfect sales presentation?
5 effective sales presentation examples to improve your sales pitch
trumpet is a brilliant tool that lets you build microsites with templates that are tailor-made for each buyer. It automatically pulls in their branding and adds personal touches like voice notes and intros to really grab the buyer's attention.
You'll also have access to much-needed behavioural analytics to help you understand your buyer better and close deals faster.
Let's delve into some pre-made trumpet templates for your next killer sales pitch!
Instead of sending a boring attachment in your LinkedIn message or via email, how about sharing a link to their own personalised Pod?
This is where they first touch base with your brand, so make it count by creating a friendly way to say 'hey' and share a quick overview of your product and how it solves a problem.
If you want to make a splash, record a short Loom video to give your buyer a sneak peek of your product in action... This goes a long way in helping your buyer understand what you do.
Don't forget, your intro sets the tone for the rest of the buyer journey, so pack it with personal touches.
Key widgets for this Pod:
- Personalised intro
- Voice note (for an extra personal touch)
- Loom/Youtube video
- PDF Viewer
Post demo follow up
At this point, your buyer knows what you're all about. Now, the post-demo follow-up is where the real fun begins! The exact ingredients for this recipe may vary depending on your product, but here's the secret sauce that should always be included:
- A quick recap of the demo conversation (write this down as soon as possible while it's still fresh in your mind)
- A rundown of their pain points and what they care about
- How your solution is going to help
- Q&A with any questions they asked on the call
- Next steps and timelines to provide visibility on what’s coming next
Key widgets for this Pod:
- Voice Note
- Progress Bar
- Pricing /Pricing Dynamic
- Mutual Action Plan
This pitch is the culmination of a usually long sales process between you and your clients. The proposal Pod can be either an updated version of your previous Pod existing on the same link, or a whole new standalone presentation.
This pitch will likely be reviewed by some important decision-makers who may not have seen your previous pitches. No worries though, you can get them up to speed by summarising what you and the buyer have accomplished so far with a mutual action plan, pricing/commercials, and answering any frequently asked questions.
You'll want to maintain the same branding consistency throughout your presentation
Key widgets for this Pod:
- Mutual action plan
- Summary of everything thats happened so far (context)
- Pricing / commercials
Onboarding / Customer success
The sales pitch doesn't end when you close the deal. The onboarding and customer success phase is when you get to teach and guide your new customer on how they can really benefit from your product or service.
If you want to nail your onboarding process, make sure your content is super easy to digest and navigate…
So, instead of sending multiple educational docs to your buyer, just send one link with all your video demos, PDFs, how-to guides, and next steps.
This way, your content is all in one spot, and if you ever need to update a user guide, you can just swap in a new one on that same link. Easy peasy!
Key widgets for this Pod:
- PDF viewer
- Progress bar
So, there you have it folks, 4 pre-made trumpet templates you can use to level up your pitches and presentations.