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Sales Deck Bootcamp Slides
- 2. ENJOY THIS PRESENTATION ALONG WITH THIS BLOG POST http://bryanjnoel.com/sales-deck-bootcamp/
- 3. THERE IS NO SILVER BULLET. There are a million things to fix when starting, scaling, and managing a business, so let’s make awesome presentations.
- 4. SESSION ONE SALES DECK USAGE
- 5. IN THE CONTEXT OF THE FUNNEL, THERE ARE SEVERAL PATHS THAT CAN LEAD TO THIS ONE QUESTION…
- 6. “Can You Send Me Something To Review?” THAT PERSON
- 7. PITCH DECK STORY DECK PROPOSAL REQUEST FOR… AWESOME CO. 2016
- 8. Crap!!!
- 9. AWESOME STATISTICS • 44% of salespeople give up after one follow-up. [Source: Scripted] • 80% of sales require 5 follow-up phone calls after the meeting. [Source: The Marketing Donut] • Research shows that 35-50% of sales go to the vendor that responds first. [Source: InsideSales.com]
- 10. • Visuals are processed 60,000x faster in the brain than text. [Source: Neo Mammalian Studios] • If you follow up with leads within 5 min, you’re 9 times more likely to convert them. [Source: InsideSales.com] • 78% of sales professionals surveyed by Eyeful Presentations stated that their trusty presentation was THE most important part of their sales collateral. AWESOME STATISTICS
- 11. Sh*t!!!
- 12. A flexible presentation that you can quickly SEND to your prospect that TELLS the contextualized story of your product or service.
- 14. A great sales deck is meant to COMPLIMENT the sales process.
- 15. Now You Can Catch Up On My Instagram…
- 16. SESSION TWO SALES DECK STORY
- 18. FIRST, YOU NEED TO UNDERSTAND WHO YOU ARE TALKING TO.
- 19. • What does success look like for them? • What tangible outcomes do they NEED to be successful? • What are their pains and gains? • What environment will they be reading your sales deck in? • Will they decide on their own or present to a team, or simply forward to their boss? AWESOME QUESTIONS
- 20. YOU NEED TO KNOW SOMEONE BEFORE YOU CAN EXPECT TO KNOW WHAT YOU WANT FROM THEM.
- 21. WHAT ARE YOUR DESIRED OUTCOMES?
- 22. • Outcome One: They understand the value exchange and buy your product or service. • Outcome Two: There are some modifications, but still works for both of you to be successful and you begin a working relationship. • Outcome Three: Now is not the right time, but you leave with an open invitation to come back. CRITICAL AWESOME QUESTIONS
- 23. BRING THE VIBES
- 24. A great deck will help you TELL a good story, and a great story will SAVE a good deck.
- 25. Share mind blowing wisdom and insight into the market.
- 26. Give them beautiful slides that tell a story.
- 27. Help them feel like they can take on the world.
- 28. Be transparent and vulnerable; tell the truth.
- 29. The main question is, what do you want people to FEEL when they VIEW your presentation?
- 31. SUMMARY PERSONAL TOUCH SOLUTION STATEMENT PROBLEM STATEMENT OFFERINGS TERMS / PRICING CALL TO ACTION / NEXT STEPS BRAND STORY CLOSINGCONSIDERING EXAMPLES / QUOTES / CASE STUDIES PROCESS / APPROACH
- 32. BRAND STORY What is the problem in the market place, the pain, the migraine, the opportunity you want to solve? PROBLEM STATEMENT SOLUTION STATEMENT What is your unique solution to that problem? OFFERINGS
- 33. Every idea starts with a problem. Ours was simple: glasses are too expensive. It turns out there was a simple explanation. The eyewear industry is dominated by a single company… We created an alternative. warbyparker.com/history
- 34. GoPro helps people capture and share their lives’ most meaningful experiences with others—to celebrate them together. gopro.com/about-us The world’s most versatile cameras are what we make. Enabling you to share your life through incredible photos and videos is what we do.
- 35. To create an alternative to the fitness routines that felt like work soul-cycle.com/our-story/ Our community is calling your name, so come in for a ride.... Take your journey. Change your body. Find your Soul.
- 36. Make flying good again with brand new planes, attractive fares, top-notch service, and a host of fun, innovative amenities that are reinventing domestic air travel. virginamerica.com/cms/about-our-airline
- 37. BRAND STORY PROBLEM STATEMENT SOLUTION STATEMENT OFFERINGS List what offerings (sub solutions) you provide for your customers. What is the problem in the market place, the pain, the migraine, the opportunity you want to solve? What is your unique solution to that problem?
- 38. List what offerings (sub solutions) you provide for your customers. The problem in the market place, the pains, the migraine, the opportunity. Simply state, what is your unique solution to that problem. List what offerings (sub solutions) you provide for your customers. BRAND ARCHITECTURE SOLUTION STATEMENT TAG LINE OFFERING OFFERING OFFERING
- 39. ” If you can't explain it to a six-year- old, you don't understand it yourself. “ Albert Einstein
- 40. EXAMPLES / QUOTES / CASE STUDIES CONSIDERING PROCESS / APPROACH Prove your credibility and show me examples of your work.
- 41. CASE STUDY PROJECT SUMMARY QUOTE QUOTE QUOTE OUTCOMES VISUALS CONSIDERING EXAMPLES / QUOTES / CASE STUDIES
- 42. EXAMPLES / QUOTES / CASE STUDIES CONSIDERING Bryan J Noel resurrected Goodwill’s The Good Work Show weekly radio program from a 500-person listenership to over 15,000 weekly listeners. Bryan’s brainstorming with my team brought order and a developed approach to a show that’s needed in our community. Jim Caponigro VICE PRESIDENT OF MARKETING GOODWILL OF NORTH GEORGIA PROCESS / APPROACH
- 43. EXAMPLES / QUOTES / CASE STUDIES CONSIDERING How is your process unique? What is your unique point of view on the problem and solution? Prove your credibility and show me examples of your work. PROCESS / APPROACH
- 45. CONSIDERING the framework: WHICH INCLUDES 3 FOCUSED MODULES IS COMPLETED IN A 9-MONTH ROUND OVER 14-DAY SPRINTS THAT ARE EXECUTED PROCESS / APPROACH
- 51. TERMS / PRICING CALL TO ACTION / NEXT STEPS CLOSING How much does it cost?
- 52. • This is not a contract, you are still selling!!! • People will review this section without reviewing prior slides. • You can have general, “how cost works” without placing actual pricing. • I prefer cost conversations over the phone, and then include cost info in the presentation.
- 53. • You do not want to waste time. • Place critical terms that you know may be a hinderance for majority of prospects. • Phrase towards beneficial outcomes, not limitations or restrictions.
- 54. RMS / ICING O ACTION / XT STEPS OSING PRE SESSION POST one-day session $2,500 ONE TIME (OR) $1,000 PER MONTH FOR 3 MONTHS Put the right people in the room and walk out with a plan. ✓ Full Day On-Site Session ✓ Session Is Broken Into Session Blocks Including Specific Strategic Exercises ✓ Outcome Of Session Will Be A Critical Path Plan With Specific Tasks Required To Accomplish Set Goals. ✓ Chaos Assessment Survey ✓ 1 Hr Video Interview Session Preparation ✓ Establish Obstacles And Opportunities ✓ Develop Desired Session Outcomes ✓ Order-To-Chaos Roadmap Presentation ✓ 30-Day Critical Path Task List And Execution Strategies ✓ Post-Session Presentation Review ✓ 30-Day Coaching Session Review
- 55. TERMS / PRICING CALL TO ACTION / NEXT STEPS CLOSING How much does it cost? How do we get started?
- 56. • Simple next steps. • Sign Contract, Schedule Kick-Off Date • Schedule meeting with _____ (decision maker) • You want next steps to feel EASY! CALL TO ACTION / NEXT STEPS
- 57. TERMS / PRICING CALL TO ACTION / NEXT STEPS CLOSING NEXT STEPS Sign contract (POST LINK) Schedule kick off meeting with team Let me know if you have any questions
- 58. PERSONAL TOUCH
- 59. BRYAN J NOEL TITLE / COMPANY CALL ME: 123.455.6677 email@email NEXT STEPS Sign contract (POST LINK) Schedule kick off meeting with team Let me know if you have any questions Thank you for the time on the call last week and sharing about the great work you are doing.
- 60. Thank you for the opportunity to serve _____. After our call, I captured these opportunities for collaboration: • To leverage existing….. • To new ways to ….. • Other awesome stuff… SUMMARY
- 61. SESSION THREE SALES DECK AESTHETICS
- 62. LET’S SET THIS SALES DECK ON FIRE
- 64. FONTS
- 67. COLORS
- 71. FLATS ARE IN
- 72. IMAGES
- 73. AND BIG IMAGES
- 77. THE BEST SOLUTION IS TO HIRE A PHOTOGRAPHER. IT FEELS REAL WHEN YOU ARE IN THE PHOTO
- 81. ICONS
- 84. CHARTS / GRAPHS
- 88. SESSION FOUR PUT IT ALL TOGETHER
- 89. OFFERINGS PROCESS SOLUTION STATEMENT QUOTE 1 PROBLEM STATEMENT CASE STUDY SUMMARY TEMPLATE BRAND / TITLE TEMPLATE QUOTE 1 QUOTE 1 CASE STUDY CASE STUDY NEXT STEPSPROCESS FINAL TEMPLATE PROBLEM / SOLUTION SLIDE OFFERING DETAILOFFERING DETAILOFFERING DETAIL PRICING
- 90. OFFERINGS PRICING NEXT STEPSPROCESS SOLUTION STATEMENT QUOTE PROBLEM STATEMENT CASE STUDY SUMMARY BRAND / TITLE EXAMPLE OUTLINE
- 91. OFFERINGS PRICING NEXT STEPS PROCESSPROBLEM / SOLUTION STATEMENT QUOTE CASE STUDY SUMMARY BRAND / TITLE FINAL SLIDE EXAMPLE OUTLINE