6 Steps to build an effective Sales and Marketing Business Presentation

By Brad Tornberg

To me the answer is pretty easy and doesn’t require a lot of crazy creativity. What I find to be the most effective is simple, straight forward and to the point. The presentation in front of a potential prospect should address the following points:

1)      Give me your background. How do I know you can do the job or provide the answer to my business need? Why should I trust you? The history of your world isn’t important to me unless the areas highlighted have specific application to my needs.

2)      What is it you do and why should I use you? Too many times it isn’t clear what you bring to the table and what makes you different. I get you have an excellent product and a service but isn’t that an expectation? What is your core differentiator? What makes you different? Tell it to me in 60 seconds. Then 30. Then 15 and finally 7 seconds. That’s your core message – use it.

3)      How do you do it? Tell me your process and what the experience will be like. It should be something that is unique and separates you from your competitors.

4)      Give me examples of what the solution will look like at the end of our engagement. The deliverable – so many people ignore this. What are you getting for the money? What is the value of doing business together and what does it look like?

5)      What have others who are similar to me experienced and who else is doing this? Testimonials and Case Studies build trust and seeing that others have had the same need and received a positive outcome is important.

6)      How do we move forward from here knowing this solution fits my needs? So many times the presentation is spot on and then it stops and asks questions or comments? Here is the close. Here is the chance to gain the right to move forward by asking the question. You earned it now ask it!

Address these 6 steps in any sales or business marketing presentation and do it in the least amount of slides as possible because people don’t want to see your PowerPoint! They want to see if they like you and want to do business with YOU!

About marketsimplicity

“When addressing company issues, the philosophy has to be business first, technology second. “ Brad Tornberg is an entrepreneur who understands the challenges facing businesses struggling with technology and lead/sales generation. His 25 years of working with more than 150 businesses (typically with C-level executives) to provide consulting, strategy development, project planning/management, business process/workflow evaluation, and computer systems/software implementation has taught him that the problem within most organizations losing profitability isn’t so much about broken technology as it is about broken people, systems, and processes. A successful technical and business expert with an MBA in Economics and Finance from Farleigh Dickinson University, Brad is the founder of E3 Consulting and holds Microsoft Certifications for Customer Relationship Management (CRM) sales, implementation, and training. He’s also earned his E-commerce certification from LaSalle University, Programming certification from the Chubb Institute and AT&T, and Great Plains Dynamics Instructor Certification, and was the first worldwide Exact/Macola Software Certified consultant in Manufacturing & Distribution. Past positions have included Senior Consultant/Project Management at Microsoft; CEO and Principal at Front2back Solutions, IMS, and Sofsearch; and Director of Business Development at Wavebend. He comes from a family of entrepreneurs, and believes his exposure to many different industries throughout the course of his career allows him to bring best practices to the table in his consulting today. Brad has seen his role “morph” in recent years. When he first started with E3 Consulting, he analyzed business needs; recommended, sold, and implemented software solutions; and trained companies on how to use them. As he was asked to fix technological problems, he began to see that the real “pain points” were with people and systems, and started to build up a respected reputation as being more of a consultant than a “techie”. He realized that firms needed a system for lead generation, not just a database for contacts. With his recent certification as a Duct Tape Marketing Consultant and the formation of Market Simplicity as an adjunct of E3 Consulting, Brad is strategically taking on the role of a marketing consultant rather than viewing it as an add-on to his “techie” role. He continues to embrace technology, but insists it must be interpreted in the proper light. Finding someone who knows both business and technology is like finding a needle in a haystack. Brad is that guy. He has always been systems-oriented and found Duct Tape Marketing to be attractive because it’s a simple turnkey system that provides focus and
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