1. Inside Sales Series
Inside Sales Series
Five ways to create more impact and movement with your inside
sales presentations

2. David Malone
Trainer| Speaker | Consultant
www.evolve.ie

3. Often presentations like this one, suggest that there is a
difference between making a face to face ‘PowerPoint’
presentation and giving a virtual inside sales one via web
technology.
..... And I’d agree with this!

4. However, from my experience often what follows is a presentation about face
to face presenting principles disguised as best practice virtual presenting .....
regardless of whether it is or not.
And that’s not so good!

5. For sure there are some fundamental principles
that will remain the same regardless of whether
your sales presentation is with a real audience or
a virtual one.
Don’t get me wrong! So principles transfer fine ...
But most don’t!
But there are some things you must plan and
execute differently!

6. Virtual Sales Presentations are different
because
• You are competing against their i-phone/tablet/laptop
which they are using while attending your remote presentation
• They won’t expose own short comings or ignorance in front of
a virtual audience
• They often exclude themselves from open conversations with
you the presenter by pressing the mute button

7. So based on my experience, I will put forward
five ideas to help you to create virtual sales
presentations that are more engaging and that
will move your opportunity to the next stage.
PS: And I promise not to use any face to
face presenting tips unless they are relevant!

8. Begin with the end of mind!
UTOPIA
If you build your presentation message slowly you risk losing
your audience’s attention fast. Open up by painting a picture
of what it might look like 6 months into using your product
or service – then work the presentation backwards.

9. You should do this by using
• Context: Create contrast with a very detailed ‘now versus 6 months
time’
• Numbers: Include the numbers and KPI indicators that are important
to the various buyer types in the audience
• Visuals: Use graphs to show visual contrasts – graphs and the like

10. Get the audience involved – its not a lecture!

11. Do this by asking more questions at all stages of the
presentation
• Asking Questions that require articulation by the buyer
– How does this compare with what you currently use?
– What advantages might this bring?
– How is this different?
– What concerns have you?
– In what ways might this you benefit you?
– In what ways could this give you an advantage?

12. Present the sales prospect’s holiday
photographs
3

13. Question: Which set of holiday photographs are more
interesting to you ….
(a) Holiday photographs that you are in?
(b) Holiday photographs of a stranger in a strange location?
Answer : Your ‘holiday photographs’ because –
1. You are in them … you are the star of the show!
2. You are familiar with the location
3. They are about your world and your experiences
YOUR PRESENTATION SHOULD LOOK AND
FEEL LIKE THEIR SET OF PHOTOGRAPHS
…… here’s how

14. Their Holiday Photos!
• Use their slide template / colours (if possible)
• Use their preferred type face
• Use images from their world /website (or similar)
• Dual brand
• Use examples / case studies from their target
market / preferred vertical / existing client base
• Reference their products, processes and
protocols throughout (Using their language and
phraseology)

15. Hand over control
Let audience be a part of your presentation
4

16. Do this by
• Uploading our slides in advance to webinar platform
• Allowing audience access to slides as you progress through the
presentation.
• Handing over control to the keyboard: Let the audience make
adjustments to presentation as you proceed.
• Letting them experience as much of the product or service as is
possible via the web presentation technology.
• Allowing them adjust aspects of the presentation (If appropriate)

17. Include next step
5
Don’t just deliver the presentation ... Try and
move it towards the next step in your sales
process

18. Here’s how …
• Include ‘discussion around a next step’ as a visual agenda
item at the start of your presentation
• Have a slide called ‘Next steps’
• When you arrive at this slide link your prompt for a next step
to the feedback they have given you
• Paraphrase their feedback
• Be suggestive ....(For example) “Might I suggest the next
step will be to write a more detailed proposal with pricing?”

19. “Your present circumstances don’t determine where you can go –
don’
they merely determine where you start”
start” – Quibein
www.evolve.ie
davemalonesalescoach