Creating powerful sales tools is so hard that marketing teams – and agencies – often don’t give enough thought to adoption. People fall into the trap of thinking that their goal is to create a sales tool – when really, it’s to help people sell more. It doesn’t make sense to create a sales tool and then to throw it over the fence at sales.
The start of a sales presentation should be interesting. That means encouraging reps to stop playing 20 questions, stop talking about the size of their company, and start challenging prospects to see the world in new ways.
Who provides the ‘official’ sales presentations in your company? Is it sales, marketing, or someone else?
In my experience of working with 1000s of B2B companies, the sales presentations are typically provided by marketing – along with most of the other tools that sales use (or ignore). So, if providing effective sales tools is typically a part of what B2B marketing teams do, why doesn’t it get more attention?
Handing the iPad back and forth during a meeting is a great way to ensure engagement. Engage in a visual conversation for a better way to sell.
iPads are only useful for sales with the right content. To be truly effective, iPad sales tools should have these five characteristics
There are some inherent limitations in the traditional corporate sales presentation, and it’s worth understanding what they are.
The iPad is great for sales. As more companies deploy them, it’s worth listing some of the benefits that using the iPad as a sales tool can bring.
What’s the best way to create sales messaging that persuades prospects? How can you make sure the voice of the customer is heard in your sales message?
PowerPoint on iPad will remove the ability to control B2B sales presentations. Enterprises should be looking for more control, not less.
Before the Internet changed B2B sales forever, if a buyer wanted to find out about the market, they would attend trade shows, read trade magazines, and request information from companies that would be provided by sales reps.