Global

The sales pitch and demo: Structure, storytelling and value propositions

A ready-made course you customise for your organisation, with a live session deck and two surveys. You only add the 11 details that are specific to your organisation.

See the live deckSee the full outline
Try the coursePreview the survey
Length
40 min
Lessons
6 lessons
Frequency
At seller onboarding
Last reviewed
21 Oct 2026
Grey areas: stories, proof and competitors
What would you do?

You want to tell a great customer story, but the result was a best case for one site

Try it: this is one of 17 interactive activities in the course.

What's included

Three pieces that work together

Copy once, get everything. Learners prepare on their own, you answer questions live, and the surveys tell you what stuck.

Self-paced course

Short lessons with real workplace scenarios, not walls of text.

  • 6 lessons, about 40 minutes
  • Scenario, sorting activity, flashcards, process and quizzes

Live session deck

An AhaSlides presentation to run after the course, in person or online.

  • 10 slides
  • Quiz, word cloud, scale, open-ended slides
  • A closing slide for your contacts

Two surveys

Find out what landed, and whether people use it on the job.

  • Post-course feedback, about 2 minutes
  • 30-day check-in
  • Anonymous by default
  • Results feed your next refresher

Learning objectives

At the end of this course, learners can

Each objective and the lesson that covers it.

IDObjectiveSourceWhere it's covered
TO 378.0Achieve ≥ 80% on the final assessment-Whole course
SO 378.1Open a pitch with what the buyer needs to hear first, not the company historyBest practiceWhole course
SO 378.2Turn a feature into an advantage and a benefit in the buyer's wordsBest practiceWhole course
SO 378.3Structure a pitch or demo around the buyer's problem, one clear ask and a time limitBest practiceWhole course
SO 378.4Use a customer story and proof that is true, relevant and approved + your infoOrganisation's approved messagingWhole course
SO 378.5Compare with competitors fairly and end with a specific next stepBest practice; advertising and misrepresentation rules vary by market [secondary]Whole course

Your part: what a template can't do for you

  • Your workplace details: fill in the 11 highlighted fields so the course describes your own policies, contacts and locations.
  • Records: record completion in your own LMS or record system.

Course outline

6 lessons, about 40 minutes

Minutes per lesson are an estimate, shared out by page count.

ContentInteractiveVideoYou customise
1

A pitch that started with 20 slides about us

3 pages

8 min
Before you beginNoteList
An invented storyTextImage
What does the buyer need first?ChecklistKey factQuiz
2

Feature, advantage, benefit

3 pages

8 min
Three layersTabs
Sort the statementsSorting activity
Write the benefitFlashcardsMatching quiz
3

Structuring a pitch or demo

3 pages

8 min
The shapeProcess
Put it in orderSorting activityText
Handling the roomAccordionQuiz
4

Grey areas: stories, proof and competitors

3 pages

8 min
ScenarioScenario
ScenarioScenario
ScenarioScenarioMatching quiz
5

Closing with a clear ask, and where to get help

2 pages

5 min
The ask and your supportProcessYour infoYour infoYour infoYour infoYour info
End wellFlashcardsMulti-select quiz
6

Final assessment

1 page

3 min
PracticeQuizKey factNoteButtonYour info

Live deck and surveys

10 slides to run live, two surveys to close the loop

Pink slides are interactive. Both surveys are anonymous; pink questions are written for this course.

ContentTitle, agenda, "not legal or professional advice
Word cloudOne word for the worst pitch you have sat through
ContentFeature, advantage, benefit in one example
QuizFewer missed appointments than with paper cards" is a… (Advantage ✔)
QuizA buyer asks about a connection you are unsure of. You… (Say you will confirm and follow up in writing ✔)
QuizBest way to end a presentation? (A specific ask with a date and a named person ✔)
ScaleHow confident are you opening with the buyer's problem?
Open-endedWrite the benefit for one feature you sell, in the buyer's words
Q&AAsk the trainer anything
Content · customiseClosing {{PRODUCT_MARKETING_CONTACT}}, {{SURVEY_1_URL}}, {{SURVEY_2_URL}}, {{COURSE_URL}}
Post-course feedback: 11 questions, about 2 min
  1. Overall rating 5 stars
  2. Relevant, realistic, right length, helpful activities agree/disagree grid
  3. What was most useful? multi-select
  4. Confidence before this course, and now 1-5 scale
  5. How many pitches or demos have you delivered since the course? short text
  6. How confident are you writing a benefit in the buyer's words? 1-5 scale
  7. Did the buyer agree a next step at the end of your last presentation? multiple choice
  8. I would correct a claim in a colleague's pitch if I thought it was inaccurate. 1-5 scale
  9. One thing we should change or add open text
  10. Would you recommend this course? NPS
30-day check-in
  1. Have you used what you learned since the course? multiple choice
  2. How confident are you today? Compare with day 1 1-5 scale
  3. Do you know where to find the approved messaging and the product marketing contact? yes / no / not sure
  4. A moment where the training helped, or where you weren't sure open text
  5. Which topics should the next refresher focus on? ranking

Results show whether people use the training on the job, not just whether they finished it.

Make it yours

11 fields to fill in, and you're ready

Everything else is done. These are the details only your organisation knows; each one is highlighted inside the course.

  • Product marketing contact{{PRODUCT_MARKETING_CONTACT}}
  • Approved claims link{{APPROVED_CLAIMS_LINK}}
  • Customer reference policy link{{CUSTOMER_REFERENCE_POLICY_LINK}}
  • Sales enablement contact{{SALES_ENABLEMENT_CONTACT}}
  • Compliance contact{{COMPLIANCE_CONTACT}}
  • Sales conduct policy link{{SALES_CONDUCT_POLICY_LINK}}
Show all 11 fields
  • Escalation route{{ESCALATION_ROUTE}}
  • LMS or record system{{LMS_OR_RECORD_SYSTEM}}
  • Survey 1 URL{{SURVEY_1_URL}}
  • Survey 2 URL{{SURVEY_2_URL}}
  • Course URL{{COURSE_URL}}

FAQ

Common questions

Can I run the sales pitch and demo: Structure, storytelling and value propositions training online?

Yes. The course is self-paced and online, and the live deck lets you add a live session in the room or online.

How often is this training needed?

At seller onboarding, before a product launch or sales kick-off, and as a refresher when win rates on first presentations drop.

Who needs this training?

Sellers, solution consultants and pre-sales staff who present to buyers (run by L&D with sales enablement and product marketing).

What records should I keep?

Record completion in your own LMS or record system, so you can show who finished the course and when.

Can I edit the content?

Yes, everything. Change the wording, swap scenarios for ones from your workplace, add your logo, or remove parts that don't apply.

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Last reviewed: 21 October 2026Templates are a starting point, not legal advice.

Ready to run it?

Open the live deck to see how the session runs alongside the course and both surveys.

See the live deck