When it comes to pitching and presenting, not nearly enough sales leaders and their teams prepare appropriately. In many cases they will gather stacks of information, primarily all about their own company and pack as much into a presentation as possible, hoping and thinking that the information will be more than enough to influence their customer. This very rarely results in a great outcome. Exceptional sales leaders and their teams invest in preparation, knowing that often a pitch can be won or lost in the preparation phase. They leave nothing to chance, so that when they are delivering the pitch, they know they have prepared appropriately, and have a higher degree of confidence in being able to achieve the desired outcome.