You’ve booked the meeting! Congrats! Now for the hard part. You’ve got one shot to show your expertise and prove that you’re the best vendor. But as you put together your presentation, you realize that it may be time for a refresh. You’ve been using the same playbook as all your competitors and it’s possible that your presentation techniques have gotten… stale.
So what are high-performing reps doing right during their sales presentations that other reps just aren’t? We analyzed nearly 2,000,000 calls and 18,000,000 actions within the StorySlab app to figure out what the best field sales reps are doing right that you can do to win business.
Think Beyond the Sales Presentation PPT
Most sales reps are only using PowerPoint decks for their sales presentations. While it’s the standard for a reason, the best reps think beyond slides. If everyone is doing it, how are you going to stand out from the pack?
Documents like PowerPoint decks make up a whopping 75% of the content that sales reps present during customer meetings. Only 25% of reps share richer content like videos and interactive content.
But taking the risk pays off. High-performing sales reps present and share (as digital leave-behinds) roughly 10% more videos and interactive content than their low-performing counterparts. If you want your sales reps to provide memorable sales presentations that grow your revenue and win you bigger deals, rich content that goes beyond a slide deck is the way to do it.
Videos Provide an Opportunity to Stand Out
With everyone using PowerPoint decks to sell, video is a great opportunity to do something different and get customers to see you as a more progressive vendor. Only 24% of what field sales reps present is video content. And only 39% of sales reps using StorySlab have ever shared a video with a prospect. Video gives you a huge edge on your competitors.
So what should you share via video? Share a walk-through of your facility for anyone who couldn’t make it to your meeting face-to-face. Share a video demo of your products. Share customer testimonials. There are unlimited ways to leverage video to engage customers both during the sales call and afterward.
Interactive Content Gets Customers Involved
Today, sales reps are sticking with the standard slide deck, Tomorrow, sales reps will start to make presentations more interactive to better engage their customers. The best sales reps are already using interactive content today, but there are only a few.
But before we get into it, what’s interactive content exactly? It’s any content that gives your customer the chance to participate, not just listen to your sales rep do all the talking. Things like assessments, quizzes, polls, calculators, and interactive ebooks.
And only 1% of sales reps currently share interactive content with prospects. When reps do share interactive content, they usually do it after the call vs. presenting it during the call. There are definitely opportunities to do both to engage your prospects and current customers. If your team is using StorySlab, use custom ROI calculators and forms to create more interactive presentations and digital leave-behinds.
Gain Insights on How Your Best Field Sales Reps Present
While the data shows that videos and interactive content are a way to stand out from the pack, what’s best for your unique field sales reps may be different. StorySlab provides the insights you need to see how your high-performing reps are engaging with customers during conversations and how to close the gap for the rest of your field sales team. To learn more about how StorySlab can provide the insights you need to increase your team’s field sales effectiveness, book some time with our team.
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