Can most reps use PowerPoint properly?
Posted: Mon Dec 23, 2024 9:33 am
Can most marketing departments use it well?
Are most reps given adequate slide decks to sell with?
Do most reps have the content to enable great visual sales conversations?
Are reps still wasting good leads by inflicting ‘Death by PowerPoint’?
The problem: How many opportunities do romania country code you create each month? Think about how valuable those opportunities are – not just in terms of whether you have enough of them, but also your cost per opportunity – all that marketing spend that gets you face-to-face with a prospect. And then how much did you spend on your sales presentation – the sales tool that helps tell your sales story and communicate value to prospects? For a lot of companies, it’s nothing.
People must think that creating sales tools is easy. Just open PowerPoint and type some bullet points to get your message across. Maybe if you’re feeling fancy, ask a graphic designer to take a look.
Never mind that arming your sales teams to read bullet points (even pretty bullet points) won’t work.
Never mind that the same techniques that work for a charismatic speaker talking to 1000 people at a conference don’t work when your average sales rep is delivering their sales presentation to four people from a laptop.
Why change: The figures on how buyers feel about sales people and sales meetings suggest a communication failure: just 22% feel that sales people understand their issues and how they can offer value (Forrester). Looking at the sales presentations that many companies use confirms the same view: this isn’t an area that marketing has mastered.
Improving conversion rates at the bottom of the funnel is equivalent to sourcing many more ‘sales-accepted leads’ or finding 1000s more prospects. For this reason, improving your sales presentations is one of the most impactful things that a marketing team can do.
Are most reps given adequate slide decks to sell with?
Do most reps have the content to enable great visual sales conversations?
Are reps still wasting good leads by inflicting ‘Death by PowerPoint’?
The problem: How many opportunities do romania country code you create each month? Think about how valuable those opportunities are – not just in terms of whether you have enough of them, but also your cost per opportunity – all that marketing spend that gets you face-to-face with a prospect. And then how much did you spend on your sales presentation – the sales tool that helps tell your sales story and communicate value to prospects? For a lot of companies, it’s nothing.
People must think that creating sales tools is easy. Just open PowerPoint and type some bullet points to get your message across. Maybe if you’re feeling fancy, ask a graphic designer to take a look.
Never mind that arming your sales teams to read bullet points (even pretty bullet points) won’t work.
Never mind that the same techniques that work for a charismatic speaker talking to 1000 people at a conference don’t work when your average sales rep is delivering their sales presentation to four people from a laptop.
Why change: The figures on how buyers feel about sales people and sales meetings suggest a communication failure: just 22% feel that sales people understand their issues and how they can offer value (Forrester). Looking at the sales presentations that many companies use confirms the same view: this isn’t an area that marketing has mastered.
Improving conversion rates at the bottom of the funnel is equivalent to sourcing many more ‘sales-accepted leads’ or finding 1000s more prospects. For this reason, improving your sales presentations is one of the most impactful things that a marketing team can do.