Kevin Sasser

Kevin Sasser

Strategies for Complex SalesSales Presentations

Kevin Sasser

What the Sales Rep Said…

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…What a great demo! We were there three hours and threw everything we had at them…

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…we talked about our history, our vision, what the analyst are saying about us, even

threw in some quotes from the boss….

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…you can tell they were taking it all in. I feel really good about this one and will put it as a

sure thing on the forecast.

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What the Prospect Said

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“I now know what meetings in hell are like….”

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“We booked this meeting for 90 min and the vendor stayed for three hours, pretty much

wrecking the day for the entire team.”

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“The presentation was extremely focused on them and was filled with generic industry facts that anyone can find with a simple

google.”

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“I have no idea how they could help us meet our goals.”

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“BTW, based on his quotes in the presentation, the President of that company

is a real moron.”

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How to Present

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80% of sales originate with 20% of the sales people

-Every Sales Manager who has to give a forecast to management

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Why?

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Most salespeople want to tell the prospect everything about their solution and make the

sale.

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The best sales people learn what the prospect is trying to do and present them with a

solution that will allow them to achieve the desired goal or outcome.

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So let’s discuss some best practices for managing your sales territory.

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Discussion Topics

• Prospecting• Presenting• Forecasting• Closing• Follow Up

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Pre-Game

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Key Point

Make Sure You Only Present to Qualified

Prospects

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Key Point

Otherwise you are:– Wasting your time– Wasting your prospect’s time– Possibly feeding intel to your competitors– Ruining your personal professional brand with

the prospect

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Qualified Prospect?You must know the following• Why: Is the company looking at your solution?

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Qualified Prospect?You must know the following• Why: Is the company looking at your solution?• Who: Is the decision maker, user, technical champion,

executive champion and budget owner?

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Qualified Prospect?You must know the following• Why: Is the company looking at your solution?• Who: Is the decision maker, user, technical champion,

executive champion and budget owner?• What: Relevant goals the prospect wants to

accomplish

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Qualified Prospect?You must know the following• Why: Is the company looking at your solution?• Who: Is the decision maker, user, technical champion,

executive champion and budget owner?• What: Relevant goals the prospect wants to

accomplish• When: Are they looking to select a vendor, make a

purchase, how long to get a P.O. or check?

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Qualified Prospect?You must know the following• Why: Is the company looking at your solution?• Who: Is the decision maker, user, technical champion,

executive champion and budget owner?• What: Relevant goals the prospect wants to

accomplish• When: Are they looking to select a vendor, make a

purchase, how long to get a P.O. or check?• How: Will they implement? Who will own it?

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Building Your Presentation

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“We are going to blow through these first few slides and get to the good stuff in a few minutes”

Things Bad Sales People Say

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What most reps think they are presenting

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A complete and comprehensive picture of everything your company can provide.

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Here’s what most reps are actually doing.

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Because they are not sure what’s important to the prospect they are throwing everything out them and hope something

sticks.

If you don’t get the spaghetti reference, go ask a cook.

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Your prospects get bored just like the rest of us.

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Typical Attention Span

TIME

ATTE

NTI

ON

SPA

N

MIN

MAXYour prospects are most engagedat the start of the meeting.

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Typical Attention Span

TIME

ATTE

NTI

ON

SPA

N

MIN

MAXUnfortunately this is when mostreps are talking about the least relevant material.

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Typical Attention Span

TIME

ATTE

NTI

ON

SPA

N

MIN

MAXWorse, the information with themost value and relevancy is typically presented when the prospect is leastengaged

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Put the information that the prospect would be most interested in at the beginning of the

presentation

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So instead of this….

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Before you present

Have a “discovery” session (not a sales call) with the prospect where you discuss why the prospect is looking

for the type of solution you offer.

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Before you present

Pay close to attention to:• Specific Pain Points, ex “We lost a customer..”• Understand which Dept/Exec felt that pain the most• Understand the plan after they implement a solution,

who will own it, how will it be used

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Knowing the prospect’s pain helps you focus on the most important topics.

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Know who will be in the room during your presentation.

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Attendees

• Know the attendees of your presentation• Google them • Visit their LinkedIn profile• If they blog see what they care about• Confirm their roles with multiple people • Have notes available for you to reference during the

meeting

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Building Your Presentation

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Building Your Presentation

Use the information from your qualification process to help build an extremely relevant

introduction to your presentation

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Building Your Presentations

• Font Size – 32pt (this size)– Smallest Font – 28pt (this size)

• Reduce Words• Use Images to tell Story• A lot of slides with a few words is better than

fewer slides with more words.• DO NOT EVER READ THE SLIDES

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Kill the “Slide de la Logos”

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You Know What I’m Talking About

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Slide de la Logos

A vendor presented this to me. There was only one logo I recognized because I'm a fan.

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Instead, Try This

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Pick One Relevant Story

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Getting Started

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Your Agenda

• Executive Summary• Business Requirements• Technical Requirements• ROI• Next Steps

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That’s Right. Start with an Executive Summary

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Why?

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High level decision makers have a habit for staying for the first ten minutes of a meeting,

and then leaving

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Executive Summary

Cover these topics• The prospect’s pain• How your solution solves that pain• The ROI the prospect can expect

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An Example

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Executive Summary

Deployment speed of content and applications to Web Properties

• 19 Websites• 30 Social Media Accounts• 5 Mobile Apps

“Mr. Prospect you shared with my team that you feel that your

competitors have an advantage in this area, is that correct?”

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Executive Summary

Our solution provides the ability to line-of-business users to create and deploy targeted content to web, social, and mobile platforms

“Today, we are going to discuss how our solution addresses the challenges

we just identified.”

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Executive Summary

Similar customers have experienced:• 50% Reduction in Time to Deployment• 12% Increase in Amount of Content Available• 3% Increase in CTR

“While results vary, our typical customer can expect meaningful ROI

in this areas.”

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Client Overview

Allow me to share with you the story of one of our clients who had similar

challenges.

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Ok Sasser, but I may be fired if I change the presentation and get caught.

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Ok. So Don’t Get Caught.

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And…..

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You may want to point out that someone who submits a generic resume that is not relevant to your company is likely not to get hired….

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Your prospects hold the same standard when it comes to evaluating vendors.

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Good Luck

Kevin SasserSales.Wars@gmail.com