A pharmaceutical client told the speaker that every sales pitch opens with identical company slides, making them pointless. Skip the deck unless you're unknown or need to show credentials like Gartner recognition. Then move straight to asking about their pain.
A lot of times sales organizations will say, do the overview of our company, then go into discovery, then start doing the assess and define. That is ass backwards because first of all, everyone does that and all your competitors, they have the same slide deck. I've literally had a client at one of the largest pharmaceutical companies in the world say, hey, everybody that we meet with has an identical slide deck to yours. They have the same logos you have. There's no value to us to go through your slide decks. Okay. And it's the most common theme I see. I go on meetings and people do that. So the only time where I would suggest, hey, go ahead and start with some slides is if you're using it to facilitate discovery, to facilitate the assessment, the conversation. And additionally, you can use it if you are a nobody brand in the big fish game, you're competing against the top of the top, you know, Crowdstrikes, Googles and all those, and nobody knows your company, then you You can come in and credentialize a little bit and say, hey, by the way, when we set this meeting up, you mentioned you weren't familiar with us. So just real quick, I wanted to show you that we do have this experience, right? And then that one or two slides that highlights whatever that is. It might be that you're the top of the Forrester or Gartner quadrant as the leaders in the space. It might be that you have some really cool example of something that you've developed just like for them, right? So let's go ahead and then you transition into the, the assess and define base.
