Hi Friends,
Here is your end-of-the-week insight into what I see going on in the business world, what I’m thinking about, and what I’m learning about. Forward anything that you feel inspired to share. If this was forwarded to you and you found value, subscribe here for a weekly edition!
One of the things that we talk about often with sales professionals is whether a deck is necessary for sales pitches. This week was no different (I know this is your favorite part, Simon).
A well-designed deck can serve as a great guide for a sales conversation but should not be a crutch or a replacement for a well-prepared and well-executed call.
The problem is not with using the deck but with how sales professionals are taught to use it. Professionals who value autonomy, work on their craft, and approach calls with a high level of professionalism bristle at the idea of presenting and reading slides in the same manner for every call, regardless of the prospect or the situation. Their feelings are understandable.
But that does not mean we throw the baby out with the bath water (unless he is crying a lot—just kidding). No, what it means is that we must reframe how we think about decks and how we use them.
For one, I challenge you to look at your sales decks and question whether the slide is really necessary. That is to say, does it move the story forward (this is very broad), make the prospect feel more comfortable, or allow you to gather relevant information? If it doesn’t do one of these three things, then the slide is likely not necessary.
Once you have the right set of slides, you must figure out what the relevant things are that need to be said when presenting each slide. If you cannot think of any, then the slide should not be there. Each slide should stand on its own. This is important because it allows you to improvise as necessary.
Finally, your team has to practice using the slides and making the presentation authentic. You should be familiar enough with the deck that you can improvise without it seeming like it's improv.
Since the above is usually not done, sales professionals feel that they are being restricted by a deck and that the deck provides no value.
If you want to have a session on your deck, feel free to reach out to the team at Maestro. Mike, Asad, or I would be happy to sit with you.
We may not agree on a lot in this world, but we can all agree that kids are monsters! Enjoy the clips of adults falling victim to those little beasts.
I do not dress well. Sometimes, I wish I had better taste, but the reality is that I do not.
Until recently, I thought it was just something inside me, but this past week, I learned that I have a marketer from Levi’s to blame who was tasked with selling more Dockers in 1992. Check out the link to learn why we all dress like Mellen!
Potpourri (shoutout to Jeopardy!) is a category that covers a variety of topics.
Do you know how to juggle? Not projects, but items (I avoided the “b” word because my son would immediately say pause if I said it). I do not know how to juggle, but I find it fascinating. Do you know what is more fascinating? This video showing the perspective from above.
“When everything seems to be going against you, remember that the airplane takes off against the wind, not with it.” – Henry Ford
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Let me know what you think about this week’s edition of Fuentes Fridays. Which section was your favorite? How can I make this better? Shoot me a message on LinkedIn @willfuentes.
Until next week!
Thanks,