This is episode 10 of our 12-episode series on how to win group sales presentations.

So far in the first 9 episodes, we've covered a lot of the foundational concepts of group selling skills. And we've spent a lot of time on how valuable case studies or success stories are in winning a committee over to hiring your team.

In the last episode, I showed you how to pick the best presentation team. Then, we covered how to research the buying committee so that we can create a presentation based on specifically what they want us to cover. If you haven't listened to the last episode, make sure to do that before you listen to this one and what we cover next week.

In these two episodes, we are going to pull together all of the foundation information from the first nine episodes and show you how to design a compelling shortlist presentation. This process will likely be totally different from the way you have designed these presentations in the past.

This week, I'm going to help you design a comprehensive presentation outline. Then, next week, I'll show you how to coach and help your presentation team design each component part of the speech so that everything they create is focused on the overall presentation outline. Basically, we will help you determine what you will say -- first. Then, after you have a fantastic presentation that is compelling and makes the buying committee want to choose you, then -- and only then -- will we create the slideshow.

Most presentation teams have their marketing people jump in right away and start by designing the slideshow -- the visual aids. That is the absolute biggest mistake you can ever make when creating a high-level sales presentation. So, today, I'm going to give you a better alternative.

We'll cover how to create a great outline -- a roadmap for the presentation. Then, next week, we'll cover how to get your SME (your Subject Matter Experts) to wow the committee with their experience and expertise. Most likely, we will also cover session 12 next week. That will be the final part, where we put the entire process together into a Wow-worthy shortlist presentation.