Sales Presentations

Andy Raskin, Product, Skype

Andy uses Zuora's sales deck as an example to show how winning sales decks cover this narrative flow: 1. Name a Big, Relevant Change in the World 2. Show There’ll Be Winners and Losers 3. Tease the Promised Land 4. Introduce Features as “Magic Gifts” for Overcoming Obstacles to the Promised Land 5. Present Evidence that You Can Make the Story Come True

Peter Kazanjy, Co-Founder, Atrium

Peter explains how a sales deck should cover the primary points of a sales narrative: What is the problem you’re solving? Who has it? What are the associated costs of the problem? What are the existing solutions and their shortfalls? What has changed to enable a new solution? How does it work? What is the qualitative/quantitative proof that yours is a superior solution? How much does it cost?

David Apple, Head of Customer Success & Sales, Notion

Notion's sales deck covers these steps: Step #1: Start with a “hook” Step #2: Identify the problem Step #3: Point out how these problems hurt their business Step #4: Offer a view of Utopia Step #5: Now go into more detail Step #6: You've Told, Now Show Step #7: Present Social Proof Step #8: Personalize with an Appendix