By Amanda Wynne
You’ve finally scheduled the major meeting with your champion and key decision makers. It’s going to be onsite, and it’s the key to closing the opportunity you’ve been working on all quarter. So, you want to make sure it seals the deal. You want a presentation that shuts down all their concerns and motivates them to sign (maybe even at the end of the meeting!).
What does that great presentation look like? Let’s take a look at four tips to build the best presentation ever. And with SAVO’s slide assembly tool, it’s automatic to create a knockout presentation.
1. Know Your Audience
There is no worse presentation than the one about yourself. Imagine a cocktail party guest who can’t be bothered to ask about you and your interests, but instead goes on and on about himself. Not fun. The same is true for a sales presentation. Effective ones are built around the pains, aspirations, fears, and goals of your audience.
Look back at your sales resource center to research not only your audience, but also what your peers have done in similar situations. If you know that the technical leader will be in the meeting, use your resource center to understand the challenges of that persona. If you know the audience is likely to discuss a competitor, research ahead of time.
The more you can get into the mindset of your audience, the more likely your session will resonate with them.
2. Start from an (Un)blank Slate
Now that you have a firm grasp on the information needs of your targets, you’re going to want to start building the story you want to tell. The story will guide your presentation deck and how you frame the discussion. And you don’t have to do it on your own. After all, your peers and sales enablement team has seen similar meetings before and built best practices.
Going into your presentation assembly tool in your sales resource center, you can quickly build out a great presentation. How? Simply answer a few key qualifying questions to narrow the focus to the needs of your audience. The assembly tool will pull the right slides in the right order for you. You then have a basis for your presentation deck and a helpful framework for your delivery.
For instance, you may have certain product slides that may be automatically added to your deck when you choose a certain pain point. Or anti-competitor slides may get dropped in based on your response to the questionnaire about competitive situations. Or certain case studies may appear because of the industry of the prospect. The assembly tool automatically builds the deck based on your responses.
3. Choose Your Own Adventure
That’s great that you have a starting point, but you’re going to want to mix and adjust your presentation based on your understanding of the sales situation. The slide assembly tool has the flexibility to let you choose the slides you want and delete irrelevant slides. Want to move a case study to the front? No problem, just drag and drop. You can even bring in slides from other presentations to make the most compelling story.
SAVO’s personalization goes beyond simply shuffling slides. To really stand out, you want your presentation to speak to the unique situation of your prospect. Of course adding their name and logo to your deck is helpful. But now imagine if data related to them — like interest rates in their area, stock prices of their company, and invoice amounts — any related data appeared in the deck. That’s powerful stuff.
Our dynamic content generation makes it easy for sellers to automatically pull data from the CRM or other data sources. It instantly updates and formats data from any connected source into your presentation. That means there’s no error-prone copying and pasting from some other data source. You can instantly generate a hyper-targeted presentation for your prospects.
Your presentation went great! The highly personalized story built on the best practice deck was a hit. Now what? There’s three things in particular that are important to draw out:
- Share that deck! If it went over well then your champion and others are going to be sharing it internally. So, get it into their hands as soon as your meeting is over. That way they can continue the conversation without you in the room — but using information you provided. Plus, your analytics tracking will give you a pulse on whether they’re using your presentation and how much.
- Keep the Momentum Going: Now that you’ve shared your deck, you’re going to want to keep things moving. So, return to your seller resource center and see what’s the best practice content to share next.
- Help Sales Enablement: You want your team to produce more great content like you just used. Marketing can view statistics on which slides were most popular. And that lets them build more decks that serve your needs. That’s a sales and marketing win-win!
A great presentation is built on a story that resonates with your audience. SAVO’s seller resource center and presentation assembly tools make that a snap!
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