Investing in the discovery and preparation process of a sales pitch is important because it allows you to define the problem accurately, make strong hypotheses, and create effective presentations. It ensures that you are addressing the root cause of the problem rather than just treating a symptom. This process also helps to avoid wasting the audience's time by over-selling and allows you to introduce the solution right from the start.
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Everyday, hundreds of sales presentations are met with insipid feedback and rejection. To avoid this, invest more energy and labor into the discovery...
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Do not waste your audiences' time over-selling and introduce the solution from the get-go. Experts from McKinsey & Company, who certainly know a thing or two about solutions, suggest defining the problem and making sure you are not solving a symptom, making strong hypotheses and creating slides like a consultant.
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