Log in
man using smartphone on chair

How insight-driven presentations improve the buyer experience

B2B buyers now spend only 17% of their time in supplier meetings. The pressure for sellers to perform optimally in this shrinking time window is growing.

A good buyer experience is the decisive building block here.

We’ll show you how insight-driven presentations significantly enhance the buyer experience.

Use insights

The buyer experience is most immediate in the sales talk. It is directly determined by the salesperson, the documents and the discussion situation.

To start the conversation, all the information known in advance should be used and the presentation adapted. Right at the beginning, the customer is positively surprised that the salesperson addresses his individual problem without detours.

In the course of the conversation, the increasingly gained knowledge is used accordingly to further adapt the presentation. In the end, the customer only receives information that is relevant to him and serves to solve his problem.

Individual Storytelling

In the B2B sector, too, personal emotionality plays an essential role in the purchase decision, especially when buying complex products and services. Here, the customer must be given confidence and competence in solving his problem.

Customized storytelling is a key moment to make the journey from problem/need to solution together with the customer.

Buyer experience is a decisive factor

Buyer experiences make the difference between lost and won business.

As sales become more digital and potential customers have more knowledge at their fingertips, companies need to create a high-quality buyer experience that sets their product apart from the competition.

B2B sellers need to understand what buyers think and what they want in order to evaluate the end-to-end buying experience from both sides of the table.


Modern content automatically adapts to the addressee. The further the conversation progresses, the more precisely the content is adapted to the customer and his problem.

Personal emotionality also plays an essential role in B2B purchasing decisions, especially when buying complex products and services.

Latest posts

Modern sales tools #9: Summary

From the different areas mentioned above only small parts or single functions are needed. A full size software is often overloaded and as an external software it forces the participants to leave the presentation, e.g. in order not to vote in a poll tool. Here the supposed loosening up of the presentation leads to technical insecurities, which must be avoided at all costs. modern sales tools

Modern sales tools #8: Sales automation tools

Sales automation tools refer to the comprehensive automation of sales processes by means of intelligent hardware and software. Through better management, administrative tasks are to be minimized in this way, thus making everyday work easier. The aim here is that the salesperson can invest the time thus saved in the actual sales conversation.

Modern sales tools #7: Interactive online tools

Interactive online tools activate the participants of an online meeting. The interaction, for example the click to answer a question or the activation of a slider, increases the attention and the emotional connection to the presentation.

Always ready and easy to use!

Present your content with salesTALK!

Create a free account and get 30 day trial.
Immediate access. No credit card required.

Create Account