With all the talk of sales productivity and sales tools in the market today, it’s worth looking at how presentations fit into the overall discussion of sales productivity. While sales productivity from an organizational standpoint includes a wide range of activities and tools, presentations can be the critical point in the process where “the rubber meets the road” in B2B business. In a B2B marketplace, presentations are essential to showcasing the value of products and services, helping buyers make informed decisions.

For sales teams where face-to-face presentations are the driver of closing deals, presentations are a key element to productivity. Presentations can affect productivity in three main ways: (more…)