![]() The AFTER deck takes a very different approach. In addition to violating that rule, Uberflip’s BEFORE deck labeled the prospect’s approach “flawed.” No surprise that, according to Mike, that put prospects on the defensive. In the Greatest Sales Deck post, I advised never kicking off a sales presentation by talking about your product, your headquarters locations, your investors, your clients, or anything about yourself. While the content here is specific to Uberflip, you can use the same structure to build a strategic narrative for anything you pitch to anyone: 1. So he, Jay and others crafted a new deck around the five elements of a great sales narrative that I outlined there. In particular, Jay Hedges, Uberflip’s SVP of revenue, had just joined the company, and he agreed with Mike and others that a new approach was needed to convey what Uberflip does and why it matters.Īround the same time, Mike discovered the “ Greatest Sales Deck” post. ![]() “AFTER” VERSION: The 5 Elements of a Great Sales NarrativeĪccording to Mike, Uberflip’s leadership team began late last year to question how they told their story. Prospects were like, “I have no idea what you’re talking about.” We were saying, “Hey, there’s this new thing you need to worry about and devote resources towards.” Instead we just confused people. Uberflip’s old sales presentation started with these two slides:Īccording to Mike, the intention was to position Uberflip as the leader in something called “content experience delivery,” but that wasn’t working. Aside from correcting a few facts, they requested no changes to my original draft.) “BEFORE” VERSION However, since I’m presenting their confidential material below, I gave Uberflip the right to approve this article before publication. (I have no connection to Uberflip outside of research for this article, and no stake in the company. Uberflip also gave me permission to share the decks-as well as my analysis of how the narrative improved. I asked Mike if I could see “before” and “after” versions of Uberflip’s sales deck, and I’m happy to report that, after consulting with his team, he sent them over. Mike later told me that, in the two quarters since introducing a sales narrative based on that post, Uberflip has met or exceeded revenue targets, which was not happening before. The results, measured in second meetings and new business, have been incredible. The Greatest Sales Deck I’ve Ever Seen.” It has transformed the way we identify pain for prospects and lead them to the Promised Land. Three months ago, Mike Latty, a sales executive at Uberflip, messaged me through Linkedin: How Uberflip boosted revenue by rethinking its strategic story.
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