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A sales deck is a visual presentation, typically in slide format, used by sales teams to pitch a product or service to potential clients. It serves as a structured guide to communicate the value proposition, benefits, features, and solutions the product or service offers.

What is a sales deck?

A sales deck is a visual presentation, often in the form of slides, used by sales teams to pitch a product or service to potential customers. It outlines the key features, benefits, and value proposition of the offering, helping prospects understand how it solves their problems or meets their needs.

Sales decks typically include sections like:

  • Introduction: Overview of the company or product.
  • Problem-Solution: Identification of the prospect’s challenges and how the product or service addresses them.
  • Product Features and Benefits: Highlighting key attributes and their advantages.
  • Case Studies or Testimonials: Real-world examples or customer reviews showcasing success.
  • Call to Action: Encouraging the prospect to take the next step, such as scheduling a demo or signing up.

A well-designed sales deck is clear, compelling, and tailored to the prospect’s needs, serving as a crucial tool in the sales process to guide discussions and move prospects toward a purchase decision.

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What are sales deck best practices?

Here are some key sales deck best practices to create a compelling presentation that captures your audience's attention and drives sales:

1. Know your audience and tailor your content

  • Ideal customer profile (ICP): Before crafting your deck, identify your Ideal Customer Profile (ICP). Understand their challenges, goals, and preferred communication style. Tailor the content and message to resonate with their specific needs.
  • Focus on solutions, not features: Shift the focus from simply listing features to highlighting how your product or service solves the prospect's problems and delivers value.

2. Compelling storytelling and visuals

  • Storytelling and emotional connection: Weave storytelling elements into your deck. Use relatable anecdotes, case studies, or customer testimonials to connect with your audience on an emotional level.
  • Visually appealing design: Utilize high-quality visuals, clear layouts, and a consistent brand aesthetic to create a professional and visually engaging presentation.
  • Data visualization: Leverage charts, graphs, and infographics to present complex data in an easy-to-understand format.

3. Clarity, concision, and flow

  • Keep it concise: Avoid information overload. Present key points in a clear and concise manner.
  • Logical flow and transitions: Ensure a logical flow of information throughout the deck. Use transitions to guide the audience and maintain a smooth narrative.
  • Focus on the problem-solution arc: Structure your deck around a problem-solution arc. Start by identifying the challenges your prospect faces, then showcase how your product or service offers the ideal solution.

4. Effective delivery and audience engagement

  • Practice your delivery: Rehearse your presentation beforehand to ensure smooth delivery, confident body language, and effective pacing.
  • Engage your audience: Don't simply read from the slides. Engage your audience by asking questions, incorporating interactive elements, and encouraging dialogue.
  • Leave room for questions: Allocate time for questions at the end of your presentation. Be prepared to address potential inquiries and clarify any points.

5. Additional tips for success:

  • Call to action: Conclude your presentation with a clear call to action (CTA). Tell the audience what you want them to do next, whether it's scheduling a demo, requesting a quote, or visiting your website.
  • Mobile friendliness: Ensure your deck is optimized for viewing on mobile devices, as many prospects might be viewing it on their smartphones or tablets.
  • Version control and sales enablement: Utilize a Sales Enablement platform to store and manage different versions of your sales deck. This allows for easy access, distribution control, and real-time updates for your sales team.

Encuestas sobre el pulso de los empleados:

Se trata de encuestas breves que pueden enviarse con frecuencia para comprobar rápidamente lo que piensan sus empleados sobre un tema. La encuesta consta de menos preguntas (no más de 10) para obtener la información rápidamente. Pueden administrarse a intervalos regulares (mensual/semanal/trimestral).

Reuniones individuales:

Celebrar reuniones periódicas de una hora de duración para mantener una charla informal con cada miembro del equipo es una forma excelente de hacerse una idea real de lo que les pasa. Al tratarse de una conversación segura y privada, te ayuda a obtener mejores detalles sobre un asunto.

eNPS:

eNPS (employee Net Promoter score) es una de las formas más sencillas y eficaces de evaluar la opinión de sus empleados sobre su empresa. Incluye una pregunta intrigante que mide la lealtad. Un ejemplo de preguntas de eNPS son ¿Qué probabilidades hay de que recomiende nuestra empresa a otras personas? Los empleados responden a la encuesta eNPS en una escala del 1 al 10, donde 10 significa que es "muy probable" que recomienden la empresa y 1 significa que es "muy improbable" que la recomienden.

En función de las respuestas, los empleados pueden clasificarse en tres categorías diferentes:

  • Promotores
    Empleados que han respondido positivamente o están de acuerdo.
  • Detractores
    Empleados que han reaccionado negativamente o no están de acuerdo.
  • Pasivos
    Empleados que se han mantenido neutrales con sus respuestas.

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