How do you prepare for a technical sales presentation in a virtual or hybrid setting?

1 Know your audience

The first step to prepare for a technical sales presentation is to conduct a thorough audience analysis. You need to understand who your prospects are, what their pain points and goals are, what their level of technical knowledge and interest is, and how they prefer to receive information. You can use various sources of data, such as surveys, interviews, CRM, social media, and industry reports, to gather insights about your audience. Based on your audience analysis, you can tailor your presentation content, style, and tone to match their needs, expectations, and preferences.

2 Choose the right platform

The second step to prepare for a technical sales presentation is to select the most suitable platform for your delivery mode. You need to consider factors such as the number of participants, the level of interaction, the quality of audio and video, the security and privacy of data, and the availability of features and tools. You also need to test the platform beforehand to ensure that it works smoothly and reliably. You should also familiarize yourself with the platform's functionalities, such as screen sharing, chat, polls, annotations, and breakout rooms, and decide how to use them effectively in your presentation.

3 Design for clarity and engagement

The third step to prepare for a technical sales presentation is to design your slides and visuals for clarity and engagement. You need to avoid cluttering your slides with too much text, data, or graphics, and instead use simple and clear language, charts, diagrams, and images to convey your key messages. You also need to use colors, fonts, and layouts that are consistent, readable, and appealing. Moreover, you need to create interest and curiosity in your audience by using storytelling techniques, such as hooks, anecdotes, metaphors, and questions, and by showing how your product, service, or solution can solve their problems and add value to their situation.

4 Practice and rehearse

The fourth step to prepare for a technical sales presentation is to practice and rehearse your delivery. You need to practice your presentation several times, preferably in front of a mirror, a camera, or a colleague, to polish your verbal and nonverbal communication skills. You need to pay attention to your voice, pace, tone, volume, and pronunciation, and use pauses, emphasis, and modulation to enhance your speech. You also need to pay attention to your body language, eye contact, gestures, and facial expressions, and use them to convey confidence, enthusiasm, and rapport. Additionally, you need to practice handling questions, objections, and feedback from your audience, and prepare some backup plans in case of technical glitches or interruptions.

5 Set up your environment

The fifth step to prepare for a technical sales presentation is to set up your environment for optimal performance. You need to choose a quiet, comfortable, and well-lit space where you can deliver your presentation without distractions or disruptions. You also need to check your equipment, such as your computer, microphone, camera, internet connection, and power supply, and make sure that they are functioning properly and have enough battery life. Furthermore, you need to adjust your camera angle, lighting, and background to create a professional and pleasant impression on your audience.

7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?