The Most Important Part of an Effective Sales Presentation

Despite hours of preparation I often find myself feeling anxious the day before a big presentation.  Did I include the right information? Should I take out slide 7? Is my message on point? I know this isn’t an uncommon feeling for sales professionals.  Personally I’m okay with pre-game jitters but I’m not ok with losing.  Especially losing on a deal that I should have won.  With this in mind, I flew down to the Bay Area to learn what goes into an effective sales presentation from Tim Wackel, a B2B sales trainer that I’ve blogged about and shared content from before.   

One of my big takeaways from that day with Tim was the need to clearly and effectively articulate your objective for your presentation right from the start.  Tim does a lot better job of explaining this than I could in this 90 sec video that he has graciously allowed me to share (below).