Matthew Ryder argues that if your presentation takes up more than 10% of the sales process, you've already lost the deal. Long pitches kill the emotional connection you need to close.
Presentation wants to be no more than about 10% of the total sales cycle. The reason why is because it's very easy to drop out of emotional state, but very hard to get back in. So if you go from like this emotional sales process, of which like all sales processes are more emotional than not because you're digging into wants and needs, then from there to go into a highly logistical pitch that is very numbers and detail focused takes them out of that. And then when you ask for the money, you really want that emotion on your side. But by having a 15 minute PowerPoint presentation presentation, you are doing yourself a massive disservice by all that good work and goodwill that you've put in throughout that sales process. You've now undone all of it. So you need to figure out a way to keep the presentation like not super detailed and logistical, but still provide all the information, which becomes the tricky part.
