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Defining the problem in a sales pitch is crucial as it ensures that the solution being offered is addressing the actual issue and not just a symptom. It helps in making strong hypotheses and creating a compelling narrative for the audience. It also prevents the waste of time over-selling and allows for the introduction of the solution from the beginning.
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Do not waste your audiences' time over-selling and introduce the solution from the get-go. Experts from McKinsey & Company, who certainly know a thing or two about solutions, suggest defining the problem and making sure you are not solving a symptom, making strong hypotheses and creating slides like a consultant.
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Everyday, hundreds of sales presentations are met with insipid feedback and rejection. To avoid this, invest more energy and labor into the discovery...
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