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The introduction in a sales presentation is typically too long – and focused almost entirely on the history, size, leadership team, and financial metrics, of the presenter’s company. After the introduction that goes on for too long, a standard sales presentation then looks at features, often in a somewhat haphazard way. Again, this feature-centric way of presenting information is focused on the product, and not the audience’s needs. Those sales presentations that do make the structure visible – by using agendas – usually make the mistake of using headings that mean more to the presenter than the audience, or that are so dry that they do absolutely nothing to help sell.
The penultimate slide in a typical sales presentation is called something like ‘benefits’ or ‘summary’, and attempts to describe what’s in it for the audience.
Then, finally, instead of a closing slide or clear next step, a rather flat ‘Any Questions’ slide, just hanging there to allow sales reps a way out of having to ask for the business. So, that’s an outline of the typical structure of a sales presentation; too long, too hard to follow, and not built around the audience’s concerns.
The introduction ought to build credibility – but the way to do that is by showing that you understand the prospect’s challenges, that actually the standard ways of meeting these challenges don’t work, and that the prospect may need to do things differently. After looking at the challenges your prospect is (most likely) facing, you need to introduce the benefits of working with your company. This helps in two ways – first, the advantages or benefits are stated early enough to be noticed, and second, the agenda is now audience-focused, not product focused. If you need to convince your prospects to do things in a different way (Why change) and to do them with you (Why us) there are two approaches.
The content that describes features in a typical sales presentation needs to be reworked to be effective.
No group of professionals is more reliant on presentations than sales representatives.  Day in and day out, the primary job of the sales rep is to deliver pitch after pitch, “wowing” potential customers to win new business and generate new sources of revenue.
While hype and marketing-speak are a great way to grab your audience’s attention, you’ll need to back it up with hard facts.  Be sure to sprinkle in as much third-party validation as possible, such as endorsements from industry experts or testimonials from satisfied customers.
Product demonstrations can be highly effective selling tools, but they work best after you’ve already provided an overview of the solution you’re pitching, and demonstrated the potential value it can provide.  This background will enable the prospect to view the demo in context, with a greater understanding of how they can apply and benefit from it in real-world scenarios.
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Extensive market research, skilled sales personnel and endless meetings with stakeholders are key to nailing down the method that is just perfect. Fast, reliable PowerPoint Design Services - our experts transform and deliver your presentation in less than 24 hours!
Signup to our mailing lists and get frequent updates on new products, offers, tips and tricks and more. In a perfect world, marketing would launch a campaign or release new content and within a short span sales would have a massive incoming of quality leads. If sales and marketing work as separate entities, messaging will be inconsistent and improper, content will be irrelevant and sales will confuse customers and prospects. 1) Sales are contingent upon the attitude of the salesman – not the attitude of the prospect.
With more than 150,000 attendees and 2000+ sessions, Dreamforce promises to be the mecca of all sales conferences. This conference is held in Boston.  Get your mind blown by Malcolm Gladwell and Guy Kawasaki, in the presence of media mogul Martha Stewart, and rock out to musical guest Janelle Monae. Organised by Hubspot, the undisputed leaders in inbound marketing, Inbound promises to be one amazing learning opportunity to keep you ahead in the changing sales practices. However, there are certain simple, but effective points to keep in mind that will magically improve your B2B sales deck.  Here are some tips for creating an effective B2B sales deck. As a rule of thumb, the smallest font size on the presentation should be half of the oldest person in the room (funny?).
PS: This article has compiled tips and suggestions from the feedback emails and interactions with the users of Vibe. But most importantly, the opportunities attached through learning whether some new skills, mentoring or sharing amidst all the fun and enthusiasm.
To conclude in a nutshell, its a great source of inspiration, allowing an inside look at how companies use salesforce successfully.
Yet sometimes it’s those same long lists of features that end up making the app hard to grasp, or in some cases ultimately useless.


Vibe Community BlogThe Vibe Blog is a collection of knowledge, learning and best practices from the 100,000 strong user community of Vibe, curated and presented.
Unfortunately, sales representatives in nearly every field (car sales, insurance sales, door to door sales) have earned themselves a reputation. When making an investment that is critical to the long-term success of your company, such as manufacturing ERP or MES software, you cana€™t afford to settle for the easy a€?Yes.a€? Recently, more and more ERP vendors are distracting prospects with showy demos and big discount offers without taking the time to properly examine the businesses they are wooing.
I have personally seen this scenario too many times when prospects have come to us describing how their legacy ERP provider said yes, when the answer was really no, and now they are saddled with a system that does not perform as promised. Now this wouldna€™t be a fair blog post if I didna€™t mention that the responsibility of finding good fitting software goes both ways.
Business Process Needs Analysis: Before you begin researching new ERP vendors, make sure you have your everyday business process requirements for each department documented.
References: Be sure to check references of companies in your specific industry that are using the version of the software you will be on.
Development Partner: When custom development is necessary to solve a critical need, how open is the prospective ERP vendor to helping solve your problem? Find the ERP vendor that is honest in their evaluation of what they can offer your business and encourages open, realistic discussions regarding your expectations.
Then, the introduction ought to shape the prospect’s way of seeing things so that when they think about the capabilities they are looking for, their thinking is aligned to your offering.
The benefit slide ought to move from the end, to be used as an agenda that’s shown as we segue between sections. Instead of using every advantage of benefit as an agenda with far too many parts, create a clear hierarchy, and divide your presentation into 3-5 sections. Either use two sets of segue slides – the first looking at why change, and the second looking at why us; or, extend the introduction and look at why change in that section, and then only use a single set of segue slides to answer the question Why Us? The features and advantages need to be closely linked to the needs and requirements of the audience.
Not ‘Any Questions?’ but a slide summarising the value proposition, and then another slide with a very clear recommendation of what should happen next. I have been making sales presentations for over 10 years, and what has consistently worked for me is a variation of your outline. You aren’t necessarily trying to persuade them that the product is great, only that they should stock it. But, today’s buyers want not only superior products, but loyal and reliable vendors who will be there to support them throughout its life cycle.  Therefore, it is also important to project a positive image of both yourself, and your company – one that convinces your audience that you will be a trusted business partner. I just wrote a similar blog post (What makes a successful sales presentation?) and your #3, Engage the Audience was one of my points, too. May i distribute publically distributed legal articles to my clients without violating copyright? Looking for visual tools that help present your sales ideas in a clear and succinct manner?
While this may have been true in earlier decades as today’s marketing is very data-driven.  With marketing automation, marketing teams are able to generate more quality leads the company can measure marketing ROI, and increase conversion rates and ultimately revenue. But while marketing wants nothing more than to be the answer to all of sales’ problems, marketing processes take time to be effective. Marketing needs feedback from sales, that is, what content is more effective and what is not and sales needs marketing to provide them with the most useful information to attract prospects for better sales.
There are ups and downs, moments when you feel down when a getting a series of rejections, those overwhelming moments when you close a huge deal, those feelings when nothing seems to be working fine. There were so many answers that we will compile in different posts, but here are a few motivational sales quotes which our users suggested. Share them with us in comment and we will give you a beautiful wallpaper with the quote on it! They are the hot networking places with lots of relations built, cards exchanged and yes, deals made.
Salesforce conference takes the city of San Francisco by force each year and promises to be no different. Almost everyone in business likes numbers and thinks in numbers when making a buying decision.
If you have 30 minutes of meeting, prepare deck for 15 minutes (atleast all important slides). Its a Tech conference hosted by Salesforce who are leaders in B2B cloud technology with it’s much coveted CRM products as a platform to integrate your business needs. The Dreamforce sessions – The endless sessions for developers, Salesfoce admins, product managers and businesses will be a powerhouse of knowledge and learning.
Access to experts -  There would be the large list of many many experts with whom you can interact with and gain advantage of salesforce MVPs.


Product Launches – Yes, the much awaited latest product launches from Salesforce and partners. Giving Back - Salesforce focus on how to be responsible towards society involving through SalesForce foundation and the fundraiser attached to it. Also to avail hands on training and certification. Last but not the least, not to miss out partying and music concerts. Its actually an experience in itself, to learn, to grow and take a plunge into something new and exciting.
They have become known as a€?Yesa€? men (or women), known for saying a€?Yesa€? to anything you need, regardless if it is possible or not, in order to close the sale and move on. The result of these grand promises is a poor fit and the unsuspecting companies become victims of bait and switch (and you can Google the ERP lawsuits to prove it).
They were forced to change their processes and sink a lot of money into customization before deciding to scrap the system altogether and search for a better solution. A good ERP vendor will sit you down with one of their technical sales specialists and take the time to understand your business and your needs.
If you dona€™t know what features you need, how can you investigate if the software can deliver it?
Unique ERP vendors encourage user-suggested development and work hard to make the software work for you.
This benefit slide ought to be written to answer the key question around which the sales presentation revolves – Why Change? That means using each slide to tell the story set out by the key sales messages in your agenda slide – answering the question Why Change? Arguments might be around meeting an unmet need, the promotional plans you have, etc (not in class, but in real-life). A successful sale is a result of lots of small and different factors that come together to achieve the result. So while it may seem like marketing is “taking too long,” it may help to adjust your time expectations. It is important to invest in customer research, including understanding their needs, demands and expectations, in order to provide exactly what they are looking for. World Series of Sales brings together top producers to share ideas and learn new strategies to make the coming year their best ever. In my experience as a B2B sales person, primarily selling technology products, I have long searched for tips and tricks of building effective sales decks. This video will tell you exactly how BIG Dreamforce is and how HUGE Dreamforce 2015 is going to be.
The idea is to bring together a plethora of pioneers, thinkers, innovators and speakers to share, network, innovate and grow added with the lessons of giving back through philanthropy. A good ERP vendor is looking for a long-term relationship that benefits both sides, not a one-stop sale.
In real life (not a course) one would rarely present a $5 product face-to-face to the consumer.
Picking the one methodology that best fits your business and your prospective customers is a big challenge. These aesthetically made slides are completely editable and can be customised to seamlessly fit into your corporate template.
Treating each customer like a number won’t get you far, but creating and maintaining a positive, personable rapport with customers will. The answer to my searches was this - There is no one stop place where you can find a set of rules that instantly make any B2B sales deck perfect. Understanding their needs and responding accordingly will make each of these relationships richer and result in better sales. Everyone either owns a key-chain or knows many others that do; family, friends, professors, employers, or just people that you interact with on a daily basis.
Can you offer some advice on a basic outline with key points that should be covered for presenting this product? If so, do you have any particular basic PowerPoint models to recommend?Thanks for your advice.



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