You can capture really powerful insights to tailor the following conversations. Need-Payoff/Value: “If you could fix, what would that achieve?” / “When you can, that would allow you to. Implication: “What’s the impact of this?” / “And this means you can/can’t…” Problem: “What’s difficult about this?” / “When you’re doing, you struggle to…” Situation: “How are you doing this today?” / “So today, you’re doing…” Train reps on using SPIN questioning and framing in conversations. It is a prop.įor the rep, the meeting should be 50% active listening, 20% talking, and 30% reframing what’s being said.Įvery slide is a discussion point: present some information, pose a question, and have a conversation. A poor experience.Įspecially in meeting 1, your sales deck is a conversation tool. We’ve all sat through a 30 minute sales presentation, before being asked “ Any questions?” at the end. What questions must be answered, and what do you need to learn?- James Doman-Pipe MaLess text, more conversation What's in them depends on your buyer journey. But the messaging will differ based on the context, the stakeholders involved, and the needs to be satisfied at each stage. The story and narrative should have the same consistent building blocks. Later, the deck may require technical architecture and security credentials. Early in the process, it may be about generating interest and showing value. The deck has to meet the needs identified as part of the buyer journey.
Using one deck or one set of slides for all of these is a mistake. Slides used every quarter in customer success calls The deck that’s sent after an initial meeting to share internallyĪ presentation we run through in a second call for context We normally use ‘sales deck’ to refer to multiple documents across the buyer journey: Here are four tips I’ve discovered to help you create a sales deck that is strong, insightful, powerful, and effective. The mid-point is best: enough explanation of tangible features that combine to deliver value the customer desires (find out more in my post on value nuggets). Too much fluffy visionary value messaging makes it less tangible, less actionable, and you’ll fight harder to close the deal
Too much focus on features makes it hard to create differentiation and justify higher price-points Sales decks generally fall somewhere on a scale. Galvanize the prospect into taking next steps Stand out from (and drive away) alternative solutions Persuade the prospect that your product solves their problem Grab their interest and convert it to desire Introduce your prospect to your company and product When built, trained, and used effectively, the sales deck is a powerful tool to: Rethinking your sales deck: where to start?.Write a consistent story with your customer.
Andy raskin best sales deck ever medium update#
Has much really changed? Do we still build big bulky decks? Do sales reps still customize the deck? Do we dutifully update the deck every product launch, even though it doesn’t get used? Probably ?. But sales leadership felt it was important for reps to have the material to hand, even if they didn’t use it. Sales reps would use the decks in good faith… only to go off piste, skip around, and cut most of it out. We used the rule of six (no more than six bullets per slide, no more than six words per bullet). These decks often ran to 30 slides or more.
My task? To churn out decks for sales reps and account managers to present to prospects and customers. In the office – wearing a suit and tie, until a new American CEO took us business casual – I sat down at my desk. My first product marketing role could be politely described as a ‘PowerPoint monkey’. Hi, I’m James. Thanks for checking out Building Momentum: a newsletter to help startup founders and marketers accelerate SaaS growth through product marketing.
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