The sales meeting still is the most important marketing tool in B2B marketing. Yet most sales meetings are unproductive. How can you help sales to engage your clients and prospects? Add structure to your sales pitch is the single most important element, according to prospects themselves (Forrester). This presentation offers 3 steps so you can improve your sales content and help sales to close more deals. Download whitepaper at: https://getshaman.com/download-whitepaper/?Slideshare

1. IMPROVE YOUR
SALES PRESENTATION
3IN STEPS
SHAMAN getshaman.com/download-whitepaper

2. THE SALES MEETING STILL IS THE MOST
IMPORTANT B2B MARKETING TOOL
Digital is great, but with 10 account managers, you can have up
to 4.000 hours of immersive face time a year
True, I need to
involve marketing

3. UNFORTUNATELY, MOST SALES MEETINGS
ARE NOT EFFECTIVE
According to Forrester Research
“No relevant information”
“No second meeting”
86%
93%

4. SO, HOW CAN WE IMPROVE?
Yes, to improve existing engagement and impact seems
like very low-hanging fruit! to improve results…

5. ANSWER*: STRUCTURE YOUR PRESENTATION!
*) Forrester Research got this answer from same prospects surveyed.
A B C

6. AND WITH DIALOGUE (WE LIKE TO ADD)
With structure and dialogue, you go from disaster presenter
oriented to customer focused

7. YOUR REAL ENEMY: THE LINEAIR
PRESENTATION
The linearity of your presentation is holding you back
It does not support you to ask questions, does not let
your prospect decide which way to go.
It simply very challenging to create an engaging conversation with
a lineair presentation: you cannot skip slides,
deep link, drill down or easily go back
Since every prospect and every meeting is different,
and your lineair presentation is always the same…

8. THE SOLUTION: MEETING CANVAS
A great way to transform your current lineair
presentation to a dynamic conversation
EFFECTIVE INFLUENCING IN 3 STEPS

9. STEP 1 REFRAME YOUR PITCH
REWRITE YOUR PITCH IN 3 SENTENCES
Use these three elements to rewrite your pitch. Yes, you can start with
your own solution, but be sure to define a genuine client problem.
CLIENT
SITUATION
CLIENT
PROBLEM
YOUR
SOLUTION
Ready? Write an elevator pitch: describe your solution as problem solver.
Use active language and imagine you would directly talk to your customer.

10. STEP 2 CREATE MEETING STRUCTURE
GOAL OF THE MEETING
Start with the goal of your meeting. What is the desired
mind set you like to accomplish?
Make sure you understand the current mind set, that is motivations,
experience, preconceptions, perceived risks, trust, other competitors, your image
current
mindset
desired
mindset

11. WHAT STEPS SHOULD YOU TAKE?
What is your starting position and what road bumps do you see?
current
mindset
desired
mindset
STEP 1 STEP 2 STEP 3 STEP 4
This is your meeting road map. We call each step a chapter.
STEP 2 CREATE MEETING STRUCTURE

12. COLLECT CONTENT YOU NEED TO GET
COMMITMENT ON EVERY STEP
You have key messages, benefits, cases, studies. What will fit where to get commitment?
desired
mindset
STEP 1 STEP 2 STEP 3 STEP 4
current
mindset
In depth
content
STEP 3 COLLECT CONTENT PER CHAPTER
deeper: more (technical)
details, cases, examples etc

13. GREAT, YOU’VE JUST CREATED A
MEETING CANVAS!
See, it wasn’t that hard. Now you can check on every step if you have
commitment. If you do, do not waste time on details and continue! If not dive
deeper to discuss.

14. WHITE PAPER: STRUCTURE YOUR MEETING
Download this 4 step Guide to Great, Interactive Presentations

15. SHAMAN PRESENTATION TOOL
We have designed a sales content tool so you can easily work with the Meeting
Canvas. Simply upload your content and organize. Then you can share with your
sales team and present face-to-face or setup a web meeting. With our Meeting
Canvas heat map, you can collect statistics and improve your canvas.
Visit us at getshaman.com for more information
Copyright © 2012-2016, Meeting Canvas by Maurice van Leeuwen and Shaman BV. All rights reserved. No part of this
document or any idea described in it may be reproduced or transmitted in any form or by any means, electronic or
mechanical, for any purpose, without the express written permission of Shaman BV.