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SalesSchool - designing sales presentations that sell

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The slides I used in my talk at NYU for SalesSchool on 6 April 2011. Some of the charts do not stand very well on their own, SalesCrunch will post audio and video fragments on their web site soon.

The slides I used in my talk at NYU for SalesSchool on 6 April 2011. Some of the charts do not stand very well on their own, SalesCrunch will post audio and video fragments on their web site soon.

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    SalesSchool - designing sales presentations that sell SalesSchool - designing sales presentations that sell Presentation Transcript

    • SALES PRESENTATIONS THAT SELLPresentation designer Jan SchultinkCEO of Idea TransplantNew York, 6 April 2011 IDEATRANSPLANT
    • 2Salesmen are story tellers, but…
    • 3 Startup nation Egypt Gaza P ch P ch P ch Tel AvivP ch P ch P ch My office Google
    • 410,000 hours ofpresentationdesign
    • 5 S upsales rgetBig company strategy at McKinsey
    • 6You can do it!
    • 7 Make sure your PowerPointdoes not look like PowerPoint
    • IMAGES
    • BULLET POINTS
    • •! By the time I have finished•! Reading out these bullets to you•! You read them already plus•! Managed to check all your•! Emails on your blackberry and•! Even sent a few responses
    • Read lettersConstruct wordsConstruct sentencesDeduct meaningStore impression Short cut?
    • 12Emotionalshortcuts
    • 13
    • 14iStockPhoto
    • 15iStockPhoto
    • 16iStockPhoto
    • 17Flickr CC Flickr/alexkess
    • 18Local / relevant
    • Proportions
    • White space
    • 1 62% 0.61862% 1.618 ~two thirds
    • Align and distribute
    • We havemomentum!
    • We havemomentum!
    • 30$1,352,455.62
    • 31~$1.3m
    • 32A poor data chart
    • 33A good data chart
    • 34Left blank on purpose
    • HYGIENE
    • 36
    • 37Which company looks better?Which company looks better?
    • 38Global ban comic sans movement
    • 39Professional colors: Adobe Kuler
    • 40Slick does not always equal good Flickr/airgap
    • 41Give your content space YOUR LOGO HERE
    • 42Slide objects make the look and feel
    • 43 Rip StripReequip
    • 44 Competitor 1 Competitor 2 Us!CriterionCriterionCriterionCriterionCriterionCriterion
    • 45Fast Sweet spot Effective
    • STORIES
    • 47We will summarize item 1 to 4We will present item 1We will present item 2We will present item 3We will present item 4We will summarize item 1 to 4
    • 48“For sale: baby shoes, never worn.”
    • 49Rememberingan apple treeRememberingthe way home
    • 50
    • !"#$
    • 52Think product placementinside a story
    • 53“Frankensteining”
    • 54Going analogue
    • 55Mind mappingGoing analogue iToughtsHD
    • 57“If you cant explain it to a 6 year old, you dont understand it yourself.”
    • CONTENT
    • 59Other decision inputs Meeting
    • 60 “Head” justifies with facts “Gut”buys onemotion
    • You(& the slide deck)
    • 62“Competition? They S***K”
    • 6310 second hand shake15 minute conference call 1.5 hour sales presentation
    • 64The 10 second version
    • 65
    • 66 “We help you cut cost, getcustomers, and reduce churn.”
    • The curse of knowledge
    • Think of a symphonytap tap tapper de tap tap tap tap tapper de tap tap tap
    • tap tap tapper de tap tap tap tap tapper de tap tap tap
    • 70 “We help you cut cost, get customers, and reduce churn.”tap tap tapper de tap tap tap tap tapper de tap tap tap
    • 71A revolutionary device that willdisrupt the media value chain whiledelivering a great and seamlesscustomer experience “10,000 songs in your pocket”
    • 72The 1.5 hour version
    • 73TED20 minutes is enough
    • 74OK, I amlistening
    • 75Blah, Blah, Blah,Blah, Blah, Blah,Blah, Blah, Blah,Blah, Blah, Blah,Blah, Blah, Blah,Blah, Blah, Blah,Blah, Blah, Blah,Blah, Blah, Blah,
    • 76“Let’s start with a bit about us”
    • 77Don’t preach to the converted
    • 78The real issues
    • 79 Becomethe trusted advisor
    • 80Talk about your weaknesses
    • 81 Multipleaudiences
    • 82Take the story to a higher level Value! Features!
    • 83Pitch the problem, not the solution
    • 84Lottery tickets will go mobileVisualize the problem Flickr/Paul & Jill
    • 85People love to follow the crowd
    • 86 Maintainmomentum
    • 87Careful withthe demo
    • 88Why $1.3m?
    • 89 This number This number X This This number X number This$1.3m X number This number
    • 90What would you have to believe?
    • 91 Future upsideA bit harder to get Easy to get
    • 92“Thank you, we will just ask questions”
    • WEBINARS
    • 1 94 Get the technology set up right
    • 1 95 Page reference for fast switching
    • 1 96 Avoid 5 second charts
    • 1 98 Explain why you are silent
    • LEARN
    • BLOG.IDEATRANSPLANT.COM
    • ONE MORE THING
    • 10 4Practice,practice,practice
    • 10 5Planned Cut Key finish off point People getting nervous
    • !"#$
    • 10 7What slide stays on the longest?
    • 10 8
    • BLOG.IDEATRANSPLANT.COM