Armageddon profile picture
Armageddon profile picture

Armageddon

Enterprise Account Executive

Opinionated
Executive
Valued Contributor
+7

Do you use a slide deck before a demo?

Every now and then I see a post on LI about why sellers should NEVER use a slide deck before a demo... but I think a brief slide outlining what we've know about the prospects project, goals and strategies can help engage new participants and align everyone heading into the demo. Curious to hear others thoughts here, do you use a deck before a demo or jump right into your product?

👑 Sales Strategy
18

22 comments

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Filth
Politicker
6
Live Filthy or Die Clean
Do something different and make the deck or key slides your virtual call background.
HVACexpert
Politicker
1
sales engineer
Oh I like it!
Sunbunny31
Politicker
1
Sr Sales Executive 🐰
That’s a very interesting idea. Though with my luck, I’d find a way to accidentally trigger other filters and end up with a chicken on my head or something along those lines.
Filth
Politicker
2
Live Filthy or Die Clean
They'll laugh and then you know they are paying attention. Never let a chance for some self depreciation go to waste to bring a group together :D I'm sure I've had some funny situations where I wasn't supposed to have silly stuff on my head in zoom calls.
CuriousFox
WR Officer
3
🦊
🐔
Wellss
Tycoon
5
Channel sales
No slide deck but I also don't jump straight into the product either. I usually take the first part of the call to get to know the client & their use case and then explain how our software can help them. After that, I jump into the demo environment to show them how it would actually work. Since this is now their second time hearing it (in a different way), it tends to stick a bit better
coletrain
Politicker
4
Account Executive
I agree with those sellers. Buyers have seen dozens of decks and yours is just another on the pile. Eyes go from attentive to glazed over in 3.5 once a deck is shown.

Asking about their problems? That's how you get into how your product will actually help them, make their life easier, make their bosses happy, maybe save the firm money so that can be spent on another initiative.

That's the thing: slide decks are generally not what you mention. They are copypasta. Getting those questions you focus on answered is great to have in the background as a cheat sheet.

A quick overview like you mention can be given w/o showing the brief slide. Pre-meeting briefings are how you share this info IMO
oldcloser
Arsonist
1
💀
Deck is a death wish. Instant loss of audience.
Pachacuti
Politicker
1
They call me Daddy, Sales Daddy
Dont give it away for free.
Prior to a demo, it should be all about the prospect's need, not your solution. Once it switches to your solution, sure bring out the deck.
Sunbunny31
Politicker
1
Sr Sales Executive 🐰
I'm going to go against the current majority. Depending on the situation, I do use a deck. Often it's extremely helpful, as long as it correlates to the customer and their requirements. I use a lot of helpful visuals as I discuss our company. I only use a handful of slides, though, and I don't talk for longer than necessary.

On the converse side, I never use a deck in any discovery or intro call, though I might pull a relevant slide up if something comes up during the conversation and I have something that is helpful and illustrative.

For a tech discussion or other part of the cycle, I will use slides to provide a framework for the agenda and keep us on track.

But - it's all about the audience and the message. Some of what I discuss is best done with the visuals a slide can provide, but I don't like using it to push MY message, but how what we do ties into their business case and requirements.
HVACexpert
Politicker
1
sales engineer
Yeah I feel like you can use or not use a deck depending on customer, expectations, who your presenting to. To make a blanket yes or no for this seems silly
Sunbunny31
Politicker
1
Sr Sales Executive 🐰
Rigidity in the process just eliminates any sensitivity to the situation.
Diablo
Politicker
1
Sr. AE
I have never used it till date and never seen my Enterprise reps using it unless given an agenda by the prospect where company introduction is one of the pointers.

Out focus is to get right into the weed if discussing problems and how we can resolve them.
CPTAmerica
Opinionated
1
President/CRO
Depends on the deck and product. If it’s a highly visual sell and you’ve got great slide show a few sooner than later. If you want to show the same boring slides everyone’s seen 1,000 times just save it.
FinanceEngineer
Politicker
1
Sr Director, sales and partnerships
I have a deck, but honestly, it’s just 2-3 slides that go over the value prop and outline a very complex product that people think is simple. Those who understand the complexity appreciate it.
ASalesCoach
1
National Director of Sales
I only use a slide deck, or a couple slides if they add value, clarity, foundational knowledge, or just to set the stage for the demo. slides for slide purposes only is a meeting killer. especially if the slides are read word for word.
Using a deck is another tool of a sales person. you have to determine how and which of your tools can be used to help you better position, and therefore win the deal.
Sunbunny31
Politicker
0
Sr Sales Executive 🐰
Anybody who reads slides *shudder* no words.
SoccerandSales
Big Shot
1
Account Executive
I usually use some slides either to establish us as a company or to realign on goals, but occasionally will go slideless and verbalize
punishedlad
Tycoon
1
Business Development Team Lead
We don't use decks at all. Demos start off by breaking the ice, asking relevant questions, and making it seem like we know what we're talking about. Then we dive into product.
Donutpanda
Executive
1
Enterprise Account Executive
I like to feature dump as fast as I can
Maximas
Tycoon
0
Senior Sales Executive
Haven't tried one before tbh!
Justatitle
Big Shot
0
Account Executive
I'd prefer to have an open conversation with the prospect without feeling robotic and get towards the buyers emotions, however if a slide deck helps you stay on the rails then it's not a horrible option

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