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How to Create a B2B Sales Presentation Outline

In this article, we’ll discuss how you can create a compelling B2B sales presentation outline using data-backed examples and case studies that will sell your product or service seamlessly while still being authentic and genuine!

Presenting the benefits of your product or service to a potential customer is one of the most effective ways to close the deal. It’s also one of the easiest. 

An appeal to their ego draws customers in, and once you have them hooked on what you have to offer, they won’t be able to help themselves but want to know more. 

Audiences retain 65% of information from presentations that are both visual and verbal (Forbes).

70% of business decisions in B2B settings are influenced by the quality of the presentation (Forbes).

Stories can make presentations up to 22 times more memorable (Harvard Business Review).


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The focus should be on how your offerings can positively impact the client’s business. This goes beyond just listing features; it’s about connecting those features to real, tangible benefits for the client. 

For example, if your product is a cloud-based project management tool, you would highlight how it improves team collaboration and efficiency, potentially reducing project completion times and lowering costs. 

Illustrate this with data or case studies showing the measurable impact on productivity for similar businesses. This approach transforms abstract features into concrete value propositions that resonate with your B2B audience.

Another critical aspect is to tailor these benefits to address the specific challenges or goals of your potential client. 

For instance, if you’re presenting to a company struggling with data security, and your service includes advanced security features, emphasize how it can minimize its risk of data breaches and enhance compliance with industry regulations. 

This direct correlation between the client’s pain points and your solution not only demonstrates your understanding of their business but also positions your product or service as the answer to their specific needs. 

Effective presentation of benefits requires not just a thorough understanding of your product but also a deep insight into your client’s business landscape, enabling you to present a solution that feels both personalized and compelling.


people using digital device

It’s essential to clearly and effectively detail the specific characteristics of your product or service. This is where you delve into the ‘what’ aspect – what your offering includes and how it functions. 

For example, if your product is a software solution for supply chain management, you would list out its features such as real-time inventory tracking, automated supplier coordination, and predictive analytics for demand forecasting. 

Each feature should be explained in a way that is both comprehensive and easy for the audience to understand.

It’s important, however, not to simply list these features. The key is to connect each feature back to a practical application or problem it solves in a business context. 

For instance, if one of the features of your software is an integrated AI algorithm, illustrate how this helps in making more accurate market predictions, leading to better inventory management and reduced costs for the client. 

Presenting the features in a contextually relevant manner helps the audience visualize how they can utilize them in their operations. Remember, the goal is not just to inform the audience about the features but to help them see the value these features will add to their business.

Structuring the Presentation

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When you are structuring your great presentation, keep in mind that the goal is to keep your audience engaged and interested. To do this, you must ensure they understand what you are saying and why they should care about it. 

You can accomplish this by following these steps:

Begin with an introduction of yourself or your company as well as why they should trust what comes next. 

Your audience needs to know who is speaking and why they should listen. This will help build credibility with them immediately; otherwise, there will be no foundation for trust later in your video presentation.

Next comes moving into more detail about what problem(s) exist within their business or industry and how these issues affect their bottom line (or any other metrics relevant to their success). 

This section should also include possible solutions if applicable but only after explaining clearly why those solutions exist!

Check out free SVG tools to enhance your presentation:

The Hook: Crafting an Engaging Introduction

In the beginning, there was the hook. The hook is what captures the audience’s attention and introduces them to your dynamic presentation. It’s a moment that makes them want to know more about what you have to say, so you must start on the right foot by creating an impactful introduction that captures their interest from the start.

The best way to do this? Start with an intriguing question or statement one that piques their curiosity and makes them wonder what else awaits inside your pitch deck or presentation slideshows. 

You can also ask them questions about themselves or use storytelling techniques to keep things interesting throughout each slide of your sales presentation outline template file format templates

Problem Identification and Solution Proposal

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Identify the common challenges and pain points in your industry.

Align your product or service as a solution to these problems, providing a clear link between the audience’s needs and your offering.

Highlight the benefits of this solution by explaining how it will help them achieve their goals and overcome their challenges, whether it’s reducing costs, increasing revenue or improving efficiency.

Utilizing Data and Case Studies

A B2B sales presentation should be well-supported by data and case studies. These can include:

Quantitative data, such as statistics and other numerical information supports your claims. For example, if you’re selling a product to improve customer retention rates, you could cite a study showing how the average business with this product has seen an increase in customer retention by 10%.

Qualitative evidence (such as testimonials), may be more compelling than quantitative data because it represents real-world examples of how your product or service has helped people achieve their goals. You can also use case studies to demonstrate how your product or service has worked for other companies in similar industries or circumstances (e.g. if they were experiencing similar challenges).


Now that you have a solid understanding of the key elements of a B2B sales presentation outline, it’s time to start putting your outline into action. With this information, you’ll be able to create an effective sales pitch that will engage your audience and persuade them to make a purchase. Take a look how CustomShow could help in your sales situations.