‘Under the skin’ knowledge of a sector and a customer’s buying patterns allows companies to align themselves with the needs of the customers and to have more opportunity to sell product. Great sales presentations present the customer with an unbelievable offering that is a ‘no brainer’ making it an easy decision to buy.
The key to all of this is of course to illustrate an understanding of the customer’s business and show how your products or services will save them money, make them money, make their life easier etc.