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Even though the typical IT sales presentation is packed to the brim with facts and figures, detailed product specs, and technical jargon, that doesn’t mean that you have to give up completely on its overall quality and level of persuasiveness. Believe it or not, it is possible to craft a sales presentation that’s complex and comprehensive in scope—and won’t put your prospective clients to sleep.

Every day, the news seems to get worse, not better. Since we woke up to the fact that we are in recession, the voices of doom have been quick hammer additional nails in the coffin. Newspaper reports of cuts in spending across all industries – horizontal and vertical – do not paint a particularly pleasant picture.

While the opportunities that industry events offer can be priceless, the costs of attendance can quickly add up, particularly if your team is presenting or hosting a booth. In these tough economic times, many smaller IT firms are taking a long, hard look at their trade show budgets and wondering if attendance is really worth the hefty price tag.

Although the top sales gurus still recognize that some people are just more naturally inclined towards sales than others are, the prevailing belief today is that sales success is much more the result of skill than of chance. In other words, with enough diligence and effort, you can learn to be a more effective sales professional just as readily as you could teach yourself to speak a foreign language or master a new software program.

If you’re like most in the IT sales space, you’ve probably read enough about sales to write your own how-to book. But while most of the sales literature out there focuses on what you should do to increase your chances of success, there’s perhaps too little emphasis on the kind of classic blunders that are virtually guaranteed to sink even the surest of sure things.

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