5 ReasonsPowerPoint

Fails For Sales©2014 Zamurai Corporation

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1 You turn it on – They tune you out

When your presentation comes up, the heads go down. People check their email or devices. Why? It’s called “PowerPoint Fatigue.”

They’ve already tuned you out because they know what’s coming – another PowerPoint with an agenda list, endless bullets and a one-size-fits-all product pitch.

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You Turn It On… They Tune Out.2 It’s a monologue – not a dialogue

VS.

Too often, PowerPoint presentations are a one-way communication - from the sales rep to the prospect. Your prospect doesn’t want a one way monologue.

The typical PowerPoint doesn’t facilitate a conversation to help your customer uncover opportunities and how you can deliver tangible value. That only comes from a collaborative dialogue, not a monologue.

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You Turn It On… They Tune Out.3 It’s about you – not your customer

Your CustomerOr Audience

You

My Company

My Product

My Features

BusinessNeeds

MoreGrowth

ManagingCosts

VS.

The typical PowerPoint is too much about you – your company, your product, and your features.

Engagements should be a conversation about your customer’s challenges and the how you can deliver tangible by solving value their issues or needs.

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You Turn It On… They Tune Out.4 It’s static – not interactive

Static Interactive

Prospect’s don’t follow a script and sales calls rarely follow a linear path. Unfortunately, PowerPoint is just that – static and linear.

It does not support interactive, two-way conversations. You can’t dynamically create content, whiteboard, add ideas, or capture any aspect of the conversation.

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You Turn It On… They Tune Out.5 You can’t capture the discussion

There is no greater proof of PowerPoint’s shortcomings than the fact that people take pictures of whiteboards during or at the end of almost every meeting. Then they email the photos to those listening on the phone or to attendees after the meeting. Photos people can’t read and lose a lot of time trying to recreate in – you guessed it – PowerPoint.

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You Turn It On… They Tune Out.Overcoming PowerPoint Fatigue

Challenge Solution

1. You turn it on – They tune you out

2. It’s a monologue – not a dialogue

3. It’s about you – not your customer

4. It’s static – not interactive

5. You can’t capture the discussion

Don’t use PowerPoint in Sales meetings. Engage your audience in a dynamic guided conversation or whiteboard. It’s a proven method to increase lead conversion and reduce sales cycles.

Use discovery questions to guide the conversation and deliver the right value messaging, insights, resources and justification for each situation.

Address your prospects challenges, clearly identifying where you can address their needs or pain, and clearly demonstrating how you bring value.

Get the customer actively involved. Today’s new sales tools let you personalize the messages, insights, resources and justification to match buyer profile and challenges and guide each selling situation. Use interactive surveys, assessments and calculators to help to engage each customer. Finally, dynamic whiteboarding lets you capture ideas and collaborate.

Stop taking pictures of the whiteboards. Use a guided conversation or interactive whiteboarding solution that lets you capture, share, and save the visual conversation in real time.

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You Turn It On… They Tune Out.Additional Resources

Frugalnomics Survival Guidehttp://FrugalnomicsSurvivalGuide.com

Sales Has Lost Its Mojohttp://blogs.gartner.com/tiffani-bova/2013/09/09/

The ROI of Whiteboardinghttp://zamurai.com/news/2013/10/

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About Zamurai

Zamurai is building the mobile-first real time visual collaboration solution for today's business letting professionals capture and share their ideas and conversations on any device – phone, tablet, or desktop. Founded in 2013, today the Zamurai Mobile Whiteboard is available exclusively on the Apple® App Store℠, where it has been featured as a Best New Productivity App. Zamurai’s mission is to enable businesses to capture ideas and discussions so they can be accessed anywhere, anytime.

For more information, visit zamurai.com.

Thank You!

About Alinean

Alinean empowers B2B vendors to better connect, engage and sell to today’s economic-focused buyer via the development and delivery of interactive value marketing and selling tools. Alinean-powered value storytelling, financial justification and ROI / TCO tools create more compelling value-based conversations and proposals — generating more demand, challenging the “do-nothing” buyer into action, accelerating sales cycles, increasing deal size and improving competitive win rates.

Leading B2B firms leveraging Alinean tools include: HP, IBM, Microsoft, Dell, Intel, OfficeMax, IDC/IDG, AT&T, BMC Software, ADP and SolidWorks.

For more information visit www.alinean.com