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6 Steps to Create an Effective Virtual Sales Presentation

By Nathan Jackson | August 23, 2021

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With 80% of all sales interactions expected to occur digitally by 2025, virtual sales presentations are here to stay. Do your presentations effectively capture your digital buyers’ attention and help move deals forward?

How to Create an Effective Virtual Sales Presentation

The easiest way to determine if your virtual sales presentations are indeed effective is to gauge whether or not they’re achieving your desired outcomes. If you’re not achieving those outcomes, your presentations are likely missing the mark. Here are six steps to fix it. 

1. Define clear objectives. 

First, you’ll need to answer a few questions:

Once you answer these questions, you can determine what you want to achieve. At Presentify, we look at outcomes through three lenses: good, better, and best.

2. Understand your audience and their needs.

Next, identify:

3. Consider the format or structure of your virtual sales presentation.

When determining how to structure your sales presentation, consider the following:

4. Tell a story. 

Armed with your objectives, an understanding of your audience, and the answers to formatting questions, it’s time to craft a compelling story. 

Your sales story should have a beginning, middle, and end. But you don’t necessarily have to tell it in that order. Break these sections down further into “chapters”, so you can play with what to put where. 

Think about films that open with a future state and then flashback to engage the audience. They grab your attention right away, right?

In chapter one, you can do the same by:

In chapter two, dive into the what, how and why:

In chapter three, incorporate some supporting evidence. Bring your value proposition to life with ROI metrics, testimonials, and case studies.

And in the fourth and final chapter, close strong with a call to action. What are the next steps? How will you motivate your buyer to take them?

5. Have an aesthetically pleasing design.

This is a big one, and quite frankly, deserves an article all on its own. We’ll get one published soon. In the meantime, here are a few best practices to set yourself up for success:

6. Don’t forget a call to action.

I mentioned this in #4, but I will say it again here for the people in the back, because this is so important. This is the last thing you’re leaving your audience with, and often, the thing that sticks out in their minds the most. Motivate your buyer. End your presentation on a high note by telling them exactly what they need to do for your team to get started meeting their needs. 

Albert Einstein once said, “The definition of insanity is doing the same thing over and over again and expecting a different result.” If your virtual sales presentations aren’t helping you achieve your desired objectives, it’s time to try something new. 86% of buyers say they prefer interactive content. Why not start there?

For more information on how to create effective interactive presentations, check out our latest on-demand webinar How to Create a Winning B2B Interactive Content Strategy

Nathan Jackson is Executive Vice President of Presentify. Nathan was the founder and Managing Director of UK-based visual communication specialists Presentify Ltd and joined the team through Mediafly’s 2020 acquisition of the business. He’s worked with companies around the world to apply story or narrative context to clearly articulate content in a visually supportive manner.

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