(public).sospep.subjects ~ view article ~ The-Greatest-Sales-Deck-Ive-Ever-Seen

<h1 style="text-align: center;">The Greatest Sales Deck I&rsquo;ve Ever Seen</h1>
<h2>[WHAT]</h2>
<ol>
<li>] byAndy Raskin @ medium.com/the-mission - &nbsp;It&rsquo;s Zuora&rsquo;s, and it&rsquo;s brilliant. Here&rsquo;s why.</li>
</ol>
<h2>[WHY]</h2>
<ol>
<li>] The 5 Elements of a Brilliant Sales Narrative -&nbsp;</li>
<li>]&nbsp;Specifically, we noted how brilliantly the (EXAMPLE) deck led prospects through the following five elements, in precisely this order:</li>
<li>]&nbsp;#1. Name a Big, Relevant Change in the World</li>
<li>]&nbsp;#2. Show There&rsquo;ll Be Winners and Losers</li>
<li>]&nbsp;#3. Tease the Promised Land</li>
<li>]&nbsp;#4. Introduce Features as &ldquo;Magic Gifts&rdquo; for Overcoming Obstacles to the Promised Land</li>
<li>]&nbsp;#5. Present Evidence that You Can Make the Story Come True</li>
</ol>
<h2>[WHERE]</h2>
<ol>
<li><strong>] READ THE FULL ARTICLE</strong></li>
<ol>
<li>]&nbsp;<a href="https://medium.com/the-mission/the-greatest-sales-deck-ive-ever-seen-4f4ef3391ba0#.2a0v5apl2" target="_blank">https://medium.com/the-mission/the-greatest-sales-deck-ive-ever-seen-4f4ef3391ba0#.2a0v5apl2</a></li>
</ol></ol>
<h2>[WHEN]</h2>
<ol>
<li>] 2016-09-15 - published</li>
<li>] 2017-03-17 - src link</li>
<li>] 2017-03-17 - CREATE-article# # - summary</li>
</ol>
<h2>[EXAMPLE]</h2>
<p>I love helping teams craft the high-level strategic story that powers sales, marketing, fundraising?&mdash;?everything.&nbsp;</p>
<p>At what point do prospects tune out?&rdquo; &ldquo;Usually a few slides in,&rdquo; he said.</p>
<p>The 5 Elements of a Brilliant Sales Narrative - &nbsp;SEE WHY section above</p>
<p>EX - Zuora -</p>
<p>#1] Don&rsquo;t kick off a sales presentation by talking about your product, your headquarters locations, your investors, your clients, or anything about yourself.</p>
<p>Instead, name the undeniable shift in the world that creates both (a) big stakes and (b) huge urgency for your prospect.</p>
<p>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&nbsp;</p>
<p>grab their attention &hellip;what attracts human attention is change. &hellip;if the temperature around you changes, if the phone rings?&mdash;?that gets your attention. The way in which a story begins is a starting event that creates a moment of change.</p>
<p>#2]&nbsp;All prospects suffer from what economists call &ldquo;loss aversion.&rdquo; 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.</p>
<p>&nbsp;To combat loss aversion, you must demonstrate how the change you cited above will create big winners and big losers. In other words, you have to show both of the following: ] adapting will be +, ] not adapting will likely be -,&nbsp;</p>
<p>#3] &nbsp;first present a &ldquo;teaser&rdquo; vision of the happily-ever-after that your product/service will help the prospect achieve&mdash;what I call the Promised Land.</p>
<p><strong><span style="background-color: #ffff99;">the Promised Land is not having your technology, but what life is like thanks to having your technology.</span></strong></p>
<p>#4]&nbsp;If it&rsquo;s not clear by now, successful sales decks follow the same narrative structure as epic films and fairy tales. <strong>Your prospect is Luke, and you&rsquo;re Obi Wan, furnishing a lightsaber to help him defeat the Empire.</strong></p>
<p>#5]&nbsp;But the road to the Promised Land is, by definition, littered with obstacles, so prospects are rightly skeptical of your ability to deliver. The last piece of the pitch, then, is the best evidence you can offer that you can make the story you&rsquo;re telling come true.</p>
<p>&nbsp;</p>
<h2>[HOW-TO]</h2>
<ol>
<li>]&nbsp;</li>
</ol>
<h2>[REFERENCE]</h2>
<ol>
<li>] # 7156 - <a href="/view/task?id=7156" target="_blank">CREATE-article# 5656</a> (this) - greatest sales deck ever&nbsp;</li>
</ol>
<h2>[RELATED]</h2>
<div><ol>
<li>] # 7166 - <a href="/view/task?id=7166" target="_blank">collection-articles-pitch-decks</a>&nbsp;</li>
</ol>
<h1 style="text-align: center;">COMMENT MINE</h1>
</div>
<p><a href="https://medium.com/@francois_45006/the-slideshow-is-here-b26770fc978f?source=responses---------0----------" target="_blank">@francois_45006</a></p>
<div>The slideshow is here <a href="https://www.zuora.com/guides/subscribed-2015-ceos-keynote/" target="_blank">https://www.zuora.com/guides/subscribed-2015-ceos-keynote/</a></div>
<p><a href="https://medium.com/@johnkeehler/this-deck-from-zuora-was-built-using-the-three-rooms-framework-1f87447c497d?source=responses---------3----------" target="_blank">@johnkeeler</a>&nbsp;</p>
<p>This deck from Zuora was built using the &ldquo;Three Rooms&rdquo; framework. There&rsquo;s a really great episode of the Bowery Capital Podcast with Tien Tzuo explaining the concept in-depth. It was first applied when he worked at Salesforce. Here&rsquo;s a link:&nbsp;<a href="http://www.bowerycap.com/blog/marketing/three-rooms/" rel="nofollow noopener" target="_blank" data-href="http://www.bowerycap.com/blog/marketing/three-rooms/">http://www.bowerycap.com/blog/marketing/three-rooms/</a></p>

~ view article ~ Chapter] ch-999-index FROM [ Book] sospep-business IN [ libraries] prj-024-sospep-business