Post on 21-Apr-2017
SALES DECKBOOTCAMP
ENJOY THIS PRESENTATION ALONG WITH THIS BLOG POST http://bryanjnoel.com/sales-deck-bootcamp/
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.
SESSION ONESALES DECK USAGE
IN THE CONTEXT OF THE FUNNEL, THERE ARE SEVERAL PATHS THAT CAN LEAD TO THIS ONE QUESTION…
“Can You Send Me Something To Review?”
THAT PERSON
PITCH DECKSTORY DECK
PROPOSALREQUEST FOR…
AWESOME CO. 2016
Crap!!!
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]
• 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
Sh*t!!!
A flexible presentation that you can quickly SEND to your prospect that TELLS the contextualized story of your product or service.
PREZI
SOCIALMEETING
WEBSITES
REFERRALCALL
EMAIL DRIP
A great sales deck is meant to COMPLIMENT the sales process.
Now You Can Catch Up On My Instagram…
SESSION TWOSALES DECK STORY
YOUR PROSPECT IS HUMAN
FIRST, YOU NEED TO UNDERSTAND WHO YOU ARE TALKING TO.
• 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
YOU NEED TO KNOW SOMEONE BEFORE YOU CAN EXPECT TO KNOW WHAT YOU WANT FROM THEM.
WHAT ARE YOUR DESIRED OUTCOMES?
• 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
BRING THE VIBES
A great deck will help you TELL a good story, and a great story will SAVE a good deck.
Share mind blowing wisdom and insight into the market.
Give them beautiful slides that tell a story.
Help them feel like they can take on the world.
Be transparent and vulnerable; tell the truth.
The main question is, what do you want people to FEEL when they VIEW your presentation?
GATHER YOUR INGREDIENTS
SUMMARY PERSONAL TOUCH
SOLUTION STATEMENT
PROBLEM STATEMENT
OFFERINGS
TERMS / PRICING
CALL TO ACTION / NEXT STEPS
BRAND STORY CLOSINGCONSIDERING
EXAMPLES / QUOTES / CASE
STUDIES
PROCESS / APPROACH
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
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
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.
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.
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
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?
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
”If you can't explain it to a six-year-
old, you don't understand it yourself.“
Albert Einstein
EXAMPLES / QUOTES / CASE
STUDIES
CONSIDERING
PROCESS / APPROACH
Prove your credibility and show me examples of your work.
CASE STUDY
PROJECT SUMMARY
QUOTE
QUOTE
QUOTEOUTCOMES
VISUALS
CONSIDERING
EXAMPLES / QUOTES / CASE
STUDIES
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 l i s teners . 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
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
CONSIDERING
the framework:
WHICH INCLUDES
3 FOCUSED MODULES
IS COMPLETED
IN A 9-MONTH ROUND
OVER14-DAY
SPRINTS
THAT ARE EXECUTED
PROCESS / APPROACH
TERMS / PRICING
CALL TO ACTION / NEXT STEPS
CLOSING
How much does it cost?
• 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.
• 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.
TERMS / PRICING
CALL TO ACTION / NEXT STEPS
CLOSING
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
TERMS / PRICING
CALL TO ACTION / NEXT STEPS
CLOSING
How much does it cost?
How do we get started?
• 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
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
PERSONAL TOUCH
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.
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
SESSION THREESALES DECK AESTHETICS
LET’S SET THIS SALES DECK ON FIRE
CHARTS / GRAPHSCOLORS BACKGROUND
TEXTURES ICONSFONTS IMAGES
FONTS
COLORS
https://coolors.co/
https://coolors.co/
BACKGROUND TEXTURES
FLATS ARE IN
IMAGES
AND BIG IMAGES
https://flickr.com/
THE BEST SOLUTION IS TO HIRE A
PHOTOGRAPHER. IT FEELS REAL WHEN
YOU ARE IN THE PHOTO
ICONS
https://flaticon.com/
https://iconfinder.com/
CHARTS / GRAPHS
https://piktochart.com/
https://creativemarket.com/
https://creativemarket.com/
SESSION FOURPUT IT ALL TOGETHER
OFFERINGS
PROCESS
SOLUTION STATEMENT
QUOTE 1
PROBLEM STATEMENT
CASE STUDY
SUMMARYTEMPLATE
BRAND / TITLE
TEMPLATE
QUOTE 1QUOTE 1
CASE STUDYCASE STUDY
NEXT STEPSPROCESS
FINAL TEMPLATE
PROBLEM / SOLUTION SLIDE
OFFERING DETAILOFFERING
DETAILOFFERING DETAIL
PRICING
OFFERINGS
PRICING NEXT STEPSPROCESS
SOLUTION STATEMENT
QUOTE
PROBLEM STATEMENT
CASE STUDY
SUMMARYBRAND /
TITLE
EXAMPLE OUTLINE
OFFERINGS
PRICING NEXT STEPS
PROCESSPROBLEM / SOLUTION STATEMENT
QUOTE CASE STUDY
SUMMARYBRAND /
TITLE
FINAL SLIDE
EXAMPLE OUTLINE