However, I found slides on Zuora’s website and SlideShare channel that exhibit nearly the same narrative flow all of the images below come from those public sources.) #1.
(The ex-Zuora salesperson asked that I not share the Zuora deck publicly, and I will honor that request. Specifically, we noted how brilliantly the deck led prospects through the following five elements, in precisely this order: UPDATE: Some current Zuora employees have connected with me after reading this.)Ībandoning his naan in a puddle of curried goat, Tim grabbed pen and paper and took notes as we ran through what made the Zuora deck so effective. (I have no connection to Zuora, and no relationship with anyone who currently works there. I had received the deck from an ex-Zuora salesperson who said it helped him close the biggest deals of his career. enterprise software), there’s a good chance that Zuora facilitates those transactions. If you pay for anything on a recurring basis (e.g. The sales deck I showed Tim came from Zuora, the IPO-bound Silicon Valley company that sells a SaaS platform for subscription billing. “This,” I said, “is the greatest sales deck I have ever seen.” The 5 Elements of a Brilliant Sales Narrative When he returned, I pulled out my laptop and launched into a Powerpoint presentation. Intent on maximizing dining ROI, Tim went back to the buffet for seconds.
So Tim and I met for lunch at the Amber India restaurant off San Francisco’s Market Street to review his deck.Īfter loading up on the all-you-can-eat buffet, I asked Tim, “At what point do prospects tune out?” “But my pitch falls flat at big enterprises.”Īs I’ve written before, one of my favorite things is helping teams craft the high-level strategic story that powers sales, marketing, fundraising-everything. “I’ve landed a few small accounts,” Tim said. He’s one of the best salespeople I know, but soon after starting, he emailed me to say he was struggling. Here's why.Ī few months ago, my friend Tim took a new sales job at a tech company that had raised over $60 million from A-list investors.
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