relink sales deck

Of course, successful sales rarely happen solely as the result of a great deck. Don't kick off a sales presentation by talking about your product, your headquarters locations, your investors, your clients, or anything about yourself. (I have no connection to Zuora, and no relationship with anyone who currently works there. In order for salespeople to be successful, the entire organization must align around the narrative about change, Promised Land, and Magic Gifts. However, I found slides on Zuora’s website and SlideShare channel that exhibit nearly the same narrative flow; all of the images below come from those public sources.). “But my pitch falls flat at big enterprises.”. © Copyright Gematsu, Inc. 2008-2020. To Create a New Category, Name the New Game.

Resist that urge. Your Promised Land is also crucial for helping prospects pitch your solution to colleagues after your sales meeting ends. Product demos are the next most effective evidence, but again, features should always be presented in the context of how they help a prospect reach the Promised Land. A few months ago, my friend Tim took a new sales job at a tech company that had raised over $60 million from A-list investors. So Tim and I met for lunch at the Amber India restaurant off San Francisco’s Market Street to review his deck. The predecessor to the computer applications for making presentations was a series of photographic slides in a slide tray. Salesforce Customer Secure Login Page.

Otherwise, why does your company exist? Most importantly, you grab their attention.

Every decision is important, be it the jobs you take, the friends you make, or the cards you collect. Death comes quickly, but each play offers new situations and strategies to explore. In other words, you have to show both of the following: Zuora neatly accomplishes this by documenting a “mass extinction” among Fortune 500 companies…, …and then showing how the “winners” have shifted from product ownership to subscription services. Watch a trailer for the Switch version below. Instead, first present a “teaser” vision of the happily-ever-after that your product/service will help the prospect achieve—what I call the Promised Land. But when you highlight a shift in the world, you get prospects to open up about how that shift affects them, how it scares them, and where they see opportunities. As Hollywood screenwriting guru Robert McKee says: All prospects suffer from what economists call “loss aversion.” That is, they tend to avoid a possible loss by sticking to the status quo, rather than risk a possible gain by opting for change. The last piece of the pitch, then, is the best evidence you can offer that you can make the story you’re telling come true. When you introduce your product or service, do so by positioning its capabilities like the lightsaber, wizardry and spells—as “magic gifts” for helping your main character (prospect) reach that much-desired Promised Land. Not a customer? Next week, we’re headed back to Amber India to celebrate. Monster Hunter Riders announced for iOS, Android, Thronebreaker: The Witcher Tales now available for Switch, Samurai Shodown DLC characters Sogetsu Kazama and Iroha announced, Code Vein DLC 'Hellfire Knight' launches January 29, Captain Tsubasa: Rise of New Champions first gameplay videos, system details, NHK 'Every Final Fantasy Grand Vote' intermediate results announced - characters, bosses & summons, and music, Phantasy Star Online 2: Episode 6 Deluxe Package for PS4, Switch, and PC launches April 23 in Japan, Top Hat Studios to publish Danganronpa and Zero Escape-inspired Thief's Roulette for PS4, Switch, PS Vita, PC, and more, Steins;Gate Hollywood TV drama series announced, Chaos Code: Next Episode of Xtreme Tempest EVO Japan 2020 trailer, Type-Moon Studio BB title(s) to be announced this summer, planned for PS4, Switch, and PC, Soucalibur VI DLC character Haohmaru trailer, PlayStation Plus free games for February 2020 announced, Phantasy Star Online 2 - North American Xbox One closed beta set for February 7 to 9, Torchlight Frontiers becomes Torchlight III, drops free-to-play model; launches for PC this summer, Persona 5 Scramble: The Phantom Strikers 'Morgana’s Travel Report #5' - Kyoto, Osaka, and Zenkichi Hasegawa; demo launches February 6 in Japan, Yakuza: Like a Dragon shipments and digital sales top 300,000, Pokemon Home launches in February, details, Romance visual novel Kin’iro Loveriche: Golden Time coming to PS4, Switch on February 25, 2021 in Japan, Command select visual novel Jinki Resurrection coming to PS4, Switch on February 25, 2021 in Japan, Demon’s Souls remake launch trailer, screenshots, One Piece: Pirate Warriors 4 DLC character Kiku announced, Fallout 76 ‘Steel Dawn’ update launches December 1, Serious Sam Collection coming to PS4, Xbox One, and Switch on November 17, Scarlet Nexus – 10 minutes of Kasane gameplay, Romance visual novel Kin’iro Loveriche coming to Switch on February 25, 2021 in Japan, Doraemon Learning Collection launches February 4, 2021 in Japan, Crimson Desert gameplay reveal set for December, Guilty Gear: Strive – Developer’s Backyard Volume Four, Falcom to release multiple console games for 40th anniversary in 2021, including next Trails game, Capcom sales update: Monster Hunter World: Iceborne at 6.6 million, Resident Evil 7: biohazard at 8.3 million, more, Granzella Gathering live stream set for November 18, All Elite Wrestling game developed by Yuke’s announced, Sam & Max: This Time It’s Virtual!

Login to your Salesforce Customer Account. If you pay for anything on a … Your prospect is Luke, and you’re Obi Wan, furnishing a lightsaber to help him defeat the Empire. Your prospect is Frodo, and you’re Gandalf, wielding wizardry to help him destroy the ring. This website uses cookies to improve service and provide tailored ads.

Reproduction in whole or in part in any form or medium without acknowledgment of Gematsu is prohibited. Also, he said the new pitch was more effective at engaging CFOs and other senior gatekeepers. Zuora has a set of customer success stories that sales reps draw on, and while they’re more elaborate in the actual deck, this testimonial captures the essence: I also like this one, from an exec at NCR (a Zuora customer), which speaks more explicitly to Zuora’s stated Promised Land: What if you don’t yet have a huge number of successful customers? To learn more or get in touch, visit http://andyraskin.com. Klei Entertainment will release deck-building roguelike game Griftlands for Switch in summer 2021, the developer announced. GRANBLUE FANTASY Relink - 15 Minutes of New Gameplay | PS4 グランブルーファンタジー リリンク For the Latest in Trailers & Gameplay go ahead and click that Subscribe button :) It’s tempting at this point to jump into the details of your product or service. If you ever see a Zuora executive speak—including CEO Tien Tzuo—you’ll almost certainly hear about the subscription economy and the winners and losers it’s creating. enterprise software), there’s a good chance that Zuora facilitates those transactions. Intent on maximizing dining ROI, Tim went back to the buffet for seconds. “This,” I said, “is the greatest sales deck I have ever seen.”. As I’ve written before, one of my favorite things is helping teams craft the high-level strategic story that powers sales, marketing, fundraising—everything.

It's Zuora's and it's brilliant. (Over lunch, I asked my friend Tim to articulate his Promised Land, and he said, “You’ll have the most innovative platform for ____.” Nope: the Promised Land is not having your technology, but what life is like thanks to having your technology.). I had received the deck from an ex-Zuora salesperson who said it helped him close the biggest deals of his career. The sales deck I showed Tim came from Zuora, the IPO-bound Silicon Valley company that sells a SaaS platform for subscription billing.

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