BEST OF: FIX Your Sales Presentations: How Better Training Creates WINNING Solution Conversations
About this episode
Kelly Riggs discusses the common failures in sales presentations and the importance of effective training for salespeople.
Sales presentations don't fail by accident—they fail by design. In this episode of Sales [UN]Training , Kelly Riggs breaks down why most solution presentations sound the same, feel unconvincing, and consistently fall short of winning decisions. Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining Drawing on decades of observing real sales calls and role-play sessions, Kelly explains how traditional sales training creates predictable mistakes. Salespeople are taught to master the product, build a slide deck, and "go sell"—which leads directly to unstructured presentations, feature overload, and conversations with the wrong people in the room. The result? Confused prospects, delayed decisions, stalled deals, and shrinking win rates. Kelly walks through the most common presentation failures, including winging it without a plan, relying on PowerPoint as a crutch, and dumping features instead of guiding decision makers. He also highlights the real objective of a solution presentation: creating a clear, compelling connection between what the prospect needs and what the solution uniquely delivers. This episode is a wake-up call for sales…
People in this episode
Host: Kelly Riggs
Mentioned in this episode
Organizations: Sales [UN]Training
More episodes of Sales [UN]Training
- Are You Focused on the Wrong Things? How focusing on metrics and activities leads to bad conclusions AND takes the fun out of selling.
- Follow-up Failure Kills Future Opportunities
- What Gives Salespeople Away Every Time
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