Positioned in the context of transitioning from an “old world” to a “new world,” however, it’s the foundation for an engaging conversation with prospects—technical and otherwise—about why it’s so hard to reach the Promised Land with traditional solutions. Salesforce Customer Secure Login Page. By far, the most effective type of evidence is a success story about how you’ve already helped someone else (who is similar to the prospect) reach the Promised Land. If you pay for anything on a recurring basis (e.g. Griftlands first launched in Early Access for PC via Steam and the Epic Games Store on June 14. Resist that urge. The predecessor to the computer applications for making presentations was a series of photographic slides in a slide tray. I help leaders align around a strategic story — to power sales, marketing, fundraising, product, and recruiting. But the road to the Promised Land is, by definition, littered with obstacles, so prospects are rightly skeptical of your ability to deliver. Every decision is important, be it the jobs you take, the friends you make, or the cards you collect. Zuora has a set of customer success stories that sales reps draw on, and while they’re more elaborate in the actual deck, this testimonial captures the essence: I also like this one, from an exec at NCR (a Zuora customer), which speaks more explicitly to Zuora’s stated Promised Land: What if you don’t yet have a huge number of successful customers? All rights reserved. When he returned, I pulled out my laptop and launched into a Powerpoint presentation. Those include upstarts…. If you pay for anything on a … Otherwise, why does your company exist? Zuora usually follows that with a slide laying out the history of the change: Note the subtle but important difference from what most pitch advice tells you, which is to start with “the problem.” When you assert that your prospects have a problem, you put them on the defensive. If it’s not clear by now, successful sales decks follow the same narrative structure as epic films and fairy tales. “But my pitch falls flat at big enterprises.”. 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.). – four minutes of gameplay, 13 Sentinels: Aegis Rim 1st Anniversary Celebration. Use of this site is governed by all applicable laws. For example, above is the slide where Zuora talks about the structure of its customer record. In other words, you have to show both of the following: Zuora neatly accomplishes this by documenting a “mass extinction” among Fortune 500 companies…, …and then showing how the “winners” have shifted from product ownership to subscription services. Relink Sales Deck This sales deck describes how machine learning and AI are changing various industries. My clients include teams backed by Andreessen Horowitz, First Round Capital, GV, and other top venture firms. enterprise software), there’s a good chance that Zuora facilitates those transactions. This website uses cookies to improve service and provide tailored ads. I’ve also led strategic story training at Uber, Yelp, General Assembly, HourlyNerd, Neustar, and Stanford. As Hollywood screenwriting guru Robert McKee says: All prospects suffer from what economists call “loss aversion.” That is, they tend to avoid a possible loss by sticking to the status quo, rather than risk a possible gain by opting for change. To combat loss aversion, you must demonstrate how the change you cited above will create big winners and big losers. Instead, name the undeniable shift in the world that creates both (a) big stakes and (b) huge urgency for your prospect. They may be unaware of the problem, or uncomfortable admitting they suffer from it. Comments are welcome and encouraged on Gematsu. Next week, we’re headed back to Amber India to celebrate. 你一查字典,发现 deck只有「甲板」的意思,但同事告诉你deck就是 PPT的意思。, 没错, deck就是PPT(或者苹果的keynote),除了直接叫deck,还可以说:, 这是因为你觉得只有船上最上面那一层叫甲板(deck)。这样理解的确是没错的,狭义上确实是指最顶层。, 扑克牌也也是像deck一样叠起来,所以英语里说一副扑克牌是 a deck of cards。, 年龄大的一点的读者可能对老式幻灯机有印象,我小学的时候刚好赶上了这种幻灯机的末班车,依稀记得老师把讲义手写在透明的胶片上,然后通过这种幻灯机投影出来。, 这种胶片叫幻灯片,这就是为什么我们也把PPT叫做幻灯片的原因,英文里叫 a slide。, 当同一主题的胶片一多,也是要叠在一起,像一副扑克牌一样,所以也叫a deck of slides。, 进入了PC时代,传统的胶片幻灯片被电脑设计「演示文稿」取代,但传统的叫法deck依旧沿用下来。, 欢迎关注我的微信公众号 「史蒂芬的专栏」,主攻商务英语和职场内幕,五百强外企高级工程师,学英语可以关注我,有求职困惑也可以关注我,想知道职场内幕也也可以关注我。, 为什么会有「我有好多 deck 要写」、「一直一直写 deck」这种组合表达,应该怎样理解 deck 在这儿的意思?为什么不说 PPT、Word、fi…. Here is an overview of the game, via its store pages: Griftlands is a deck-building roguelike where you fight and negotiate your way through a broken-down sci-fi world. Your Promised Land is also crucial for helping prospects pitch your solution to colleagues after your sales meeting ends. This comment policy is subject to change at any time. However, we ask that you follow a simple set of guidelines: Gematsu reserves the right to edit or delete any comments without notice.

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