One Presentation, Many Missed Opportunities?

Are you selling a product where one meeting and a single presentation seals the deal? If so, congratulations—you can stop reading right now. This isn’t for you. However, if your product’s sales cycle feels more like a trek up Mount Everest, you should keep going...

Here’s the deal: most brands I start working with rely on just ONE sales presentation to support their sales team throughout a lengthy sales cycle. But let’s face it—that’s like showing up to a marathon with a unicycle. Many fall back on repeated phone calls and generic follow-up emails to keep prospects engaged. You know the email: “Following up on our meeting...” I’ll admit, I’ve sent a few of those myself. But this approach won’t work if your prospect isn’t ready to make a purchase.

Instead, you need to nurture that prospect with insightful content about your product and its benefits for their business. And let’s be honest, your sales reps are busy folks—they’re not going to figure this out on their own. It’s the responsibility of your sales and marketing leaders to provide a dynamic presentation system that keeps soon-to-be clients engaged for weeks or even months. Because in most cases, that’s what it takes.

Think of a presentation system as an email nurture sequence on steroids, offering more depth, insight, and flexibility for your sales reps. If done right, your reps should be able to whip up a beautifully branded presentation to send in seconds at any given time during the sales stage. Even better, you should have a series of presentations already queued up and ready for them to use based on a sales flow assessment.

For example, one of our clients has 150 sales reps across the United States, selling 13 different products, many of which can be combined into different packages. They’ve built a simple 5-presentation approach for each product, giving reps the ability to mix and match presentations based on a prospect’s needs faster than you can say “PowerPoint.” As a result, they were able to send and track over 4,000 presentations in 2023. The sales and marketing teams didn’t need to worry once about brand and messaging consistency because it was baked into their system.

If I’ve tickled your curiosity about a Presentation System, I’ve recently launched a program on building an effective one. (Because yes, you need a well-oiled and functioning system to boost your sales numbers. And no, duct tape and good intentions don’t count.)

Here’s a more detailed look at our straightforward four-step process:

Step 01: Assess the Sales Flow??

We begin by taking a comprehensive look at your current sales cycle. This involves identifying the key stages that prospects go through from initial contact to closing the deal. We analyze what’s working, what’s not, and where there’s room for improvement. Our goal is to understand your unique sales journey and tailor our approach to fit it perfectly. By pinpointing the critical stages and understanding the nuances of your sales flow, we can determine the exact presentations needed at each step to move prospects closer to a decision.

Step 02: Build a Presentation Library??

Once we have a clear understanding of your sales flow, the next step is to create a robust presentation library. This isn’t just a random collection of slides—it’s a strategic map that aligns with every touchpoint in your sales cycle. We help you develop a series of presentations, each designed for specific stages and purposes, ensuring your sales reps have the right tools at their fingertips. These presentations will be tailored to address common objections, highlight key benefits, and provide the information your prospects need to make informed decisions. This library ensures that your team can quickly generate personalized presentations that resonate with your audience.

Step 03: Design a Brand Kit??

A consistent and visually appealing brand identity is crucial for making a lasting impression. In this step, we help you create a cohesive visual identity that can be applied across all your sales content. This includes choosing the right fonts, colors, and design elements that reflect your brand’s personality. We also provide templates and guidelines to ensure that all your presentations look professional and consistent. This not only enhances your brand’s credibility but also makes it easier for your sales reps to create polished presentations without having to start from scratch each time.

Step 04: Distribute to Teams??

The final step is all about implementation. We show you the best ways to share the completed presentation system with your sales reps and prospects. This involves setting up a central repository where all your presentations can be easily accessed and updated. By maintaining consistency and control over your sales content, you can ensure that every presentation delivered is up-to-date and aligned with your brand’s messaging.

If you’re interested in learning more about how to transform your sales presentations, and close more deals , click here to get my FREE guide to building a presentation system in days.