Should You Torch Your 'Company Presentation'?
Tim Dingersen
Creator of the Modular Presentation System. I help Medtech brands better visualize their sales story and deliver it with consistency and control.
If you're selling a product or service with a sales cycle longer than "immediate," I have a very direct opinion on the one "company sales deck" approach.
For the purposes of this article, close your eyes and put yourself in the shoes of your sales rep. Imagine you're selling a product that 10 other brands are selling. This product is great and might have a few differentiating qualities, but in an ultra-competitive landscape, they might not shine. Your sales cycle can range between 3-6 months, if you're lucky.
Now open your eyes... what most sales reps find is a company PowerPoint presentation as their main tool for selling your product! How do you think that rep feels at this point? Let me tell you:
Our job as sales and marketing leaders is to support our team, not just from a morale standpoint—that's a whole different topic—but from a sales assets perspective. We have a job to provide our team with the tools they need to compete. Plain and simple. You can't win a Super Bowl without a playbook, and your reps can't succeed to their full potential without a presentation plan.
Now some of you might be thinking, "Well, my reps hit the phones and emails hard, and consistency pays off." Yes, I 100% agree with you. But you know who else is doing that? All of your competitors. What they are not doing, unless they are working with me, is providing their teams a highly visual, well-thought-out presentation system that allows them to keep prospects engaged with valuable information about your products and services, rather than inundating and frustrating them with pointless outreach.
When you have a well-constructed presentation plan, you can transform your sales team into individuals who are:
And you, as a leader, know that they've got the tools to succeed and are selling your product and service the way it's intended, doing something your competition is not!
You might be thinking, “Jeez, Tim, that sounds like a ton of work.” Well, it can be if you don’t have a process. Fortunately, I do. And it works!
Here’s how I help brands build presentation systems in days, not weeks:
Step 1: Assess Sales Cycle We evaluate your sales cycle and outline all necessary presentation touchpoints, such as:
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Step 2: Build Your Presentation Library With a clear understanding of the presentations needed for your sales cycle, we structure your presentation library. Done right, your team can easily mix and match content to create custom presentations in seconds.
Step 3: Presentation Identity This is the fun part. With the structure in place, we give your presentations a facelift and develop a templated design system that can be applied across all content.
Step 4: Lock it Down Once we’ve created the perfect presentation system, we add a layer of control to ensure your reps present with 100% consistency and accuracy. At Nuvue, we have our own special sauce for this part.
I know this might seem like a lot of work, but with the right process, it goes smoothly and brings massive value to your brand. Not only will your reps present better and more efficiently, but they’ll also gain a new sense of confidence.
Below, you’ll find our FREE video guide on how we build presentation systems for B2B brands like yours.