Kicking Off The Right Foot - Deepstash
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Ultimate Guide to Reducing Churn

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Kicking Off The Right Foot

In the Greatest Sales Deck post, I advised never kicking off a sales presentation by talking about your product, your headquarters locations, your investors, your clients, or anything about yourself.

In addition to violating that rule, Uberflip’s BEFORE deck labeled the prospect’s approach “flawed.” No surprise that, according to Mike, that put prospects on the defensive.

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“BEFORE” VERSION

The intention was to position Uberflip as the leader in something called “content experience delivery,” but that wasn’t working. Instead we confused people. Prospects were like, ‘ I have no idea what you’re talking about,’” Mike explained. He also explained that the company was trying to create a ca...

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3. Tease the Promised Land

The before deck failed to articulate the happy future that Uberflip is committed to making real for its customers. The after deck lays out the “promised land” in just seven words. A future in which marketers actively engage with varied, relevant content.

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“AFTER” VERSION: The 5 Elements of a Great Sales Narrative

According to Mike, Uberflip’s leadership team began late last year to question how they told their story. In particular,

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1. Name a Big, Relevant Change in the World

The after deck asks questions about how prospects drive audiences to their content. The deck names the undeniable shift in the world that creates big stakes and huge urgency for prospects. When you start with a change (rather than a “problem ”), you build trust with prospects. The deck also expla...

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2. Show There Will Be Winners and Losers

All prospects tend to avoid a possible loss by sticking to the status quo, authors say. They say the change will create winners (who adapt) and losers (who don’t) this deck has already accomplished that to some degree, since Netflix is thriving.

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4. Introduce Features as “Magic Gifts” for Overcoming Obstacles to the Promised Land

Uberflip ’ s after deck positioning capabilities as “magic gifts” for helping prospects overcome obstacles to the promised land. If you’ve clearly stated your promised land and the obstacles to it, prospects have the x`context they need to understand why your capabilities matter.

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#5. Offer Evidence that You Can Make the Story Come True

A well-designed promised land is desirable (obviously) and difficult to achieve without your Product/Service. Your audience will be skeptical that you can deliver. The before deck attempted to establish credibility by showing investors and customer logos right off the bat.

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A Clear Strategic Story Aligns Everyone in Your Company—and Creates Urgency

Andy Raskin helps Ceos and leadership teams align around a strategic story — to power sales, marketing, fundraising, product, and recruiting. Clients include teams backed by Andreessen Horowitz, first round, GV, and other top venture firms. He's also led strategic story training at Uber, yelp, Ge...

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