When you use this proven method to create and deliver your next presentation or sales pitch, you'll be sure to get the results you want. To read the full blog post: http://blog.smartdraw.com/5-steps-to-make-your-next-presentation-or-sales-pitch-perfect/

1. 5 Steps to Make Your Next
Presentation or Sales Pitch Perfect

2. Save your audience from the
‘death by PowerPoint’ experience
For more than 15 years, I have become a trusted adviser and educator working with mid-
market to global organizations providing sales training, change management, as well as user
adoption strategy services. In that time, I have successfully conducted countless
presentations and sales pitches to audiences as small as a single decision maker to
conducting in-person classroom training to as many as 450 sales associates in a single day. If
I were to simplify the basis of my work, I would contribute much of it to the ADDIE Model.
How did you start your last presentation or sales pitch? Did you jump straight into creating
a slide deck? How long did it take? This approach is quite common and often results in a
death by PowerPoint experience for your audience.
In this week's post, I'll share with you how I used the ADDIE model in the design of a recent
class I taught as a guest lecturer at the University of California San Diego. This 5 step
approach is the key to perfecting your next presentation or sales pitch
This presentation is inspired by the SmartDraw Blog post entitled,
“5 Steps to Make Your Next Presentation or Sales Pitch Perfect”
To view the full blog posting go to http://blog.smartdraw.com/

3. The ADDIE Model
SmartDraw Tip:
To create this diagram, I leveraged an existing template. In the
Left Panel, navigate to the Marketing Charts Category. Select
the Interrelationship Diagrams Sub-Category. Click the
Interrelationship Diagram-1. Modify the diagram as you see fit.
Initially developed for the U.S. Army by Florida State
University in 1975, the ADDIE Model is a well-
known instructional system design (ISD) model that
is traditionally used by educators and instructional
designers. The five phase method - Analysis,
Design, Development, Implementation and
Evaluation- represent a set of dynamic guidelines
that can be applied in a number of ways. ADDIE can
be used for developing a single presentation,
designing an entire training course, to effectively
tracking the progress of a project such as the
deployment of training program.

4. ANALYZE the Audience
During the analysis or discovery phase, the goal is to
gather information to make your presentation or
pitch relevant to your audience.
 Who is your target audience?
 What are the measurements of success?
 What are the goals and objectives of the
presentation or pitch?
 What are the desired outcomes in terms of
knowledge, skills, attitudes, or behavior?
The amount of information gathered during this
phase may vary. When the professor from UC San
Diego and I were coordinating the lecture, our
schedules posed a challenge. As result, we resorted
to a series of phone calls and emails. In an effort to
gather as much information as possible, I shared
this mind map with the professor.

5. ANALYZE the Audience (continued)
As the Director of Learning & Organizational Development, I oversee
our Professional Services division. In my role, I will conduct what is
referred to as a Discovery Meeting as part of our End User Education
and Adoption program. Essentially, this meeting is intended to
complete the Analysis phase.
I will send this mind map in advance to allow the client time to
prepare as well as level set expectations for the meeting. In addition,
I will also brand the mind map to the client's corporate colors as
demonstrated the branding of the mind map on the previous slide.
SmartDraw Tip:
To modify the color scheme or theme, you have the option to manually apply
different fill colors or apply a theme to the entire diagram. To apply a pre-existing
theme, navigate to the Home Ribbon. Select the appropriate option in the Theme
drop-down menu. The theme will automatically apply to the diagram.

6. DESIGN Your Selling Points
SmartDraw Tip: To create this
diagram, I leveraged an existing
template. In the Left Panel,
navigate to the Marketing Charts
Category. In the Circle Spoke
Diagrams Sub-Category, select
Spoke Diagram (7-piece).
To insert a photo opposed to text,
select one of the circles. In the
Insert Ribbon, select Picture. In the
Add Picture dialogue box, click
Replace Text. Browse to select the
appropriate picture, click Open. To
position the picture, simply double
click on the picture and a menu will
enable you to make changes as
needed.
The design phase encourages you to specify your selling points or learning objectives - depending on the type
of presentation you're designing. The focus of my lecture was to demonstrate how technology can enhance
patient care on an individual level. Patients can have a positive impact on their health through the use of
everyday tools such as my smart phone.
Here is one of the planning
diagrams I used not only
the design my lecture but
as a deliverable for the
students immediately
following the class.

7. DEVELOP
Your Diagrams & Content
Once you've completed the first two phases of Analysis and Design, the
development of your presentation comes naturally. Here is a traditional
formula that can be used to create any presentation or pitch.

8. DEVELOP Your Diagrams
& Content (continued)
Since the university's classroom computer did not have
SmartDraw installed, my plans of conducting my presentation
directly from SmartDraw were modified. Instead, I simply
exported my diagrams into a PowerPoint presentation.
Here is the outline of my lecture that I also printed out and used
as my lecture notes.
SmartDraw Tip: Since I was unable to present my diagrams directly from
SmartDraw, I simply exported them to PowerPoint following the mind map
above. Select the appropriate diagram. In the Presentation Ribbon, you
have the option to customize the diagram's sequencing or animation by
using the Sequence drop-down menu. Prior to exporting the diagram you
have the option to include the animation in the PowerPoint. If you would
rather not, simply de-select the Include Animation check box. Click the To
PowerPoint control and the diagram will appear at the end of the deck.

9. IMPLEMENT Your Plan
During the implementation phase, the plan is put into action. Throughout your presentation or pitch, it's
inevitable that you will gather further insight into the needs of your audience. No matter how much you
prepare, you will not be able to anticipate every one of your audience's needs. Yet, as a best practice its good
idea to provide some type of deliverable or take-away.
When you're conducting a PRESENTATION, provide items such as:
 Reference materials such as a user guide
 Job aides such as tip sheets for quick reference
 Access to the actual presentation deck and other visual aides
 Your contact information
When you're conducting a SALES PITCH, provide items such as:
 Information matrix outlining the various types of products or levels of service
 Synopsis of the selling points outlined in the presentation
 Details for next steps and action items for both parties
 Your contact information

10. EVALUATE and Learn
From the Experience
The evaluation phase consists of two parts: formative and summative. The formative evaluation takes places at
each stage of the ADDIE process. It is noted in the model diagram as "revise." The summative evaluation can
be formalized by issuing an evaluation form. Yet, a more informal and common approach is through the
reaction or verbal feedback provided by the attendees.
When I taught the class at UC San Diego, it was evident that the students were new to SmartDraw and were
anxious to learn more about its features and functionality. As a follow up to my lecture, I provided my deck as
well as a number of resources to the attendees.
The flowchart below was send in the body of the email as instructions.
Recommended Sequence of Viewing the Resources Provided

11. EVALUATE and Learn
From the Experience (continued)
Website Highlights: Online
Resources of Medical
Related Diagram Templates
Note: Navigate to the blog
post to download the pdf
that includes links to the
actual resources for your
convenience.
http://blog.smartdraw.com
/5-steps-to-make-your-next-
presentation-or-sales-pitch-
perfect/

12. EVALUATE and Learn
From the Experience (continued)
SmartDraw Quick Reference Guide
Note: Navigate to the
blog post to download
the pdf that includes links
to the actual resources
for your convenience.
http://blog.smartdraw.co
m/5-steps-to-make-your-
next-presentation-or-
sales-pitch-perfect/

13. EVALUATE and Learn
From the Experience (continued)
Software Highlights:
Medical Related Diagram
Categories and Sub-
Categories
This mind map outlines all
of the templates related to
the medical field.
In addition, I included a
"SmartDraw Element
Hierarchy" to explain the
parent-child relationship
among the categories to
further their understanding
as to how the system is
organized.

14. Do You Have a Story to Share?
How do you use SmartDraw?
I'd love to hear your story. I'm
always intrigued to find out how
other members of the SmartDraw
community are using it.
Send me an email at rjbitner@smartdraw.com

15. With a M.Ed. in Human Resource Development and
Organizational Behavior, RuthJoy has become a trusted
advisor and educator working with mid-market to global
organizations providing change management and user
adoption strategy services for more than 15 years. As the
Director of Learning and Organizational Development of
SmartDraw Software she continues to coach and mentor
professionals from non-profits to Fortune 500 companies.
An unashamed perfectionist and absolute “SmartDraw Addict,” she discovers
innovative ways to use diagrams in her day-to-day activities to increase
productivity and efficiency for herself as well as her clients.
About RuthJoy R. Bitner, M.Ed.

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