Best Practice Report

Conducting A Sales Presentation Gap Analysis

January 1st, 2018


The sales presentation is the most important asset in the arsenal of content available to B2B buyers during the purchase decision process, yet many organizations spend little time on it as they steer their attention and resources toward other types of marketing collateral. Without marketing focus on creating effective sales presentations, sales reps are left to fill this gap on their own, leading to inconsistent content, poor quality, and wasted time that reps could have spent on customer-facing activities. In this report, we describe how to audit a sales presentation against the Forrester Buyer-Centric Sales Presentation Framework and create an action plan for improvement.

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