Introduction

Time is an executive’s scarcest asset. A pitch that drones on past 30 minutes signals you don’t respect it. Use the framework below to hit the sweet spot: comprehensive enough to show value, concise enough to keep authority figures leaning in.

1. Open with a One-Slide Hook (2 min)

State the prospect’s biggest pain and the quantified upside of solving it. Curiosity buys you the next 18 minutes.

2. Diagnose, Don’t Data-Dump (6 min)

Spend a third of your time confirming the problem with evidence the prospect recognises. This locks relevance.

3. Present the Solution and Story (8 min)

Use visuals and customer success tales to show the transformation, not the tech specifics.

4. Outline Next Steps and ROI (4 min)

Give a simple path: pilot → rollout → results review. Attach timelines, responsibilities and payback period.

Conclusion

A crisp structure forces clarity and signals competence. Executives remember suppliers who respect their clock—and reward them with follow-on meetings. Up next: the listening skills that keep those meetings buyer-centred.

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