The Greatest Sales Deck I’ve Ever Seen
Article

The Greatest Sales Deck I’ve Ever Seen

It’s Zuora’s, and it’s brilliant. Here’s why.

Andy Raskin
Medium, 2016
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Recommendation

Picture this: You’ve got a great product or service for sale, but when it comes time to pitch, you find customers tuning out mid-presentation. Why? Marketing consultant Andy Raskin knows the answer. Raskin uses a sales presentation from software firm Zuora to explain the five main elements that make up a winning sales pitch, and shows why Zuora’s commitment to an “epic” narrative structure so perfectly exemplifies this winning approach. getAbstract recommends Raskin’s strategy to business owners, marketers and sales personnel looking for a more effective sales narrative.

Summary

For a sales narrative that truly engages potential customers, try the five-part sales deck that SaaS application software creator Zuora uses:

  1. “Name a big, relevant change in the world” – Begin by explaining a “shift in the world.” Zuora, for example, starts by describing the transition toward a “subscription economy.” Focusing on this shift will get your audience thinking about how the change will affect them and their business.
  2. “Show there’ll be winners and losers” – ...

About the Author

Andy Raskin helps CEOs, marketers and sales teams tell clearer, more effective stories. He has served as chief marketing officer for companies backed by Andreessen Horowitz and other top venture investors.

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