Back
The War Room
Discussion
Post

Executive Summaries: What key things should and shouldn't be in there?

Been trying to give Executive Summaries to customers to help them communicate the value and business case within their organizations and shorten the sales cycle.


Looking to hear from the Sales Elite on what makes a great Executive Summary!

๐Ÿ“ˆ Closing
๐Ÿ“ƒ Procurement
๐Ÿ” Discovery
5
CuriousFox
WR Officer
+11
Needer of Life Alert
The shorter the better. Be sure to include your mission statement as well as the mission statement of the company, and tie them together.ย 
SA
SADNES5
Politicker
+6
Business Development
Clever, but cheezy IMO.ย 

This is something I would do if I was trying to get hired on tho.ย 
BigMeech
WR Officer
+11
Coors Light Advocate
Shorter the better. I normally do 3 slides. Business pain (the actual named project) and objectives they have, how we solve the exact objectives / the tangible benefits we would enable related to those specific changes, and the monetary ROI that we would provide.ย 
westcoastbestcoast
Fire Starter
+1
Account Executive
That's helpful, the challenge with ROI is we are very intangible, not a lot of concrete numbers...
BigMeech
WR Officer
+11
Coors Light Advocate
Can you make some up? At the end of the day every company cares about increasing security, improving productivity, and saving money/making more revenue. If you can hit all three while meeting the granular technical criteria, you have yourself a layup deal.
GDO
Politicker
+6
BDM
Current situation
pain
ideal situation (solution)
price / business case (why is it a no brainer?)

business case: saving time, saving money or mitigating risk
SA
SADNES5
Politicker
+6
Business Development
I don't think this should be separate. I have all but stopped using ppt. and taken the Amazon approach. If you're at the executive summary stage of your sales process, you already have set the hook, or don't have the deal, right?

I provide a 3-5 page brief 2 days before our meet. Understanding the pain points and solutions working with our company, and how we can solve. What the pricing model is, with a caveat that these are rack rates, and their might be some individualized options. During our meet, I do my pitch. Then even before I ask if there are questions, I ask them to open up to XYZ page of the brief.ย 

"Have I missed anything? Was there an issue we can't solve?"ย 

I know for a fact the brief gets sent around six ways to sunday internally on their end.ย 
It's nothing fancy. Marketing isn't allowed near it.ย 

It covers the who, what, where, when, why and how much.ย 

In closing: Fuck an exec summary for clients. Show the value in what you're slinging to the right people. Either they have the auth to pull the trigger, or you're barking up the wrong tree.ย 
1
What are the key things to keep in mind when you're doing a demo to multiple stakeholders?
Discussion
6
11
What are the top 3 things that you address in your daily call with your AE/SDR team? What would be your 3 priorities to update?
Question
24
Daily calls in sales, effective?
ro
+98
rocksteady , ย  esod , ย  Mehak ย  and 98 people voted
*Voting in this poll no longer yields commission.
7
Hand-Written Notes to Key Prospects - Creative, or Weird?
Question
8
Hand-Written Note to Key Prospects:
+69
friendlyginge , ย  Lambda , ย  ChicagoCloser1717 ย  and 69 people voted
*Voting in this poll no longer yields commission.