Posted on: 31st March 2016
For many businesses and organisations, one of the key challenges is aligning sales and marketing teams, while for some, these departments remain completely separate.
But for companies growing fastest these two disciplines are moving closer together, creating a huge opportunity for business development and growth. When marketing and sales teams unite around a single revenue cycle, there presents a huge opportunity to improve marketing ROI, sales productivity, and ultimately, top-line growth.
Despite both working towards the same end goal, there are a number of key reasons why sales and marketing teams often aren’t aligned:
Here is our top advice for aligning your sales and marketing departments for success.
While marketers are used to organising and managing their own channels, sales people are often lone rangers focused on meeting their targets for each month. With this approach, prospects and clients often receive an abundance of information, and occasionally inconsistent messaging, leading to confusion and mixed feelings towards the organisation.
One major step towards uniting the sales and marketing teams is to develop a master company overview that contains everything a prospect or customer may need to know about your services, and circulate this to both teams. By then containing this within both sales and marketing processes, both will be aligned with their communication.
While this may seem like a daunting task to gather all of this information, a well-designed and straightforward presentation is easy to create and can prove invaluable in ensuring that all teams are on the same page when it comes to business communication.
Defining and unifying content will allow both sales and marketing teams to draw from the same pool of information, and using this to tell the company’s story. With this information made easily accessible, both sales and marketing can tell relevant stories to customers and prospects.
Making storytelling a focus of your business narrative builds a natural union between sales and marketing teams, as each will need to draw from the other to build a complete picture.
Educate your teams
In large sales and marketing teams there is often a lot of existing information and assets that could be utilised, although it may not always be easily discoverable.
Teams not knowing what information is available to them is a common problem in organisations where sales and marketing aren’t aligned. Promoting and sharing this information and content is vital in uniting both departments.
With Presentia, content and presentations can be easily shared and updates pushed out to whole teams or individual users. This means that marketing can ensure that all content is on-brand, and up-to-date, whilst sales can be confident that they’re always working with the most recent, relevant content.
Considering that sales and marketing have such a reciprocal relationship and share the same goals by nature, it makes perfect sense that both teams should be aligned.
Using a presentation tool such as Presentia makes this union much simpler, allowing you to work seamlessly to create and share content that supports all needs and goals.
Approaching your communication in this way creates a stronger, more aligned team that are working together to achieve the overall business goals.
Posted on: 5th February 2016
Creating templates is the ideal way to save time and maintain brand control when creating your presentations. Presentia is perfectly designed to allow you to lock positioning, colours, fonts, and other elements on your templates to ensure sales users are able to create slides quickly and easily, whilst staying on brand.
Check out our video on how to create templates within Presentia.
Need some help with creating templates? Our friendly, pixel perfect design team are on hand to get you set up. Please contact us for more details…
Posted on: 20th January 2016
We’re often asked to demonstrate how presentations can be improved after our design team have created them in Presentia.
To give you an idea of what our design team can do, here is an example of some un-animated Powerpoint slides provided by Europcar, followed by a video of the slides, repurposed for Presentia.
Please get in touch, if you would like our design team to work some magic on your presentations.
Posted on: 15th January 2016
We asked our clients which features they feel make Presentia presentation software superior to Powerpoint and here are the top 5 responses:
The presenter is not limited to linear navigation. Jumping between presentations and individual slides is made easy with the 3D wall, which comes with a customizable background image too! You can even search for keywords and tags across your whole Presentia library to pull up relevant content e.g. Case Studies to respond to specific areas of interest a prospective client has in a meeting, as and when they arise.
Different levels of access rights allow more senior team members/designers to lock key brand elements (logo positioning, colours, fonts etc.) so that individual users cannot present off brand. Ensure all your sales team are presenting consistently without any out of date templates etc.
There is a login area so you can see which presentations have been played (offline in meetings or online presentation links your team have sent out), how frequently they are viewed, in what order, and by whom. This helps you measure your return on investment (ROI) and keeps a check on what your sales team are using most often in sales meetings.
Presentia allows you to create a centralised presentation library across the business, meaning no duplication, no more questions like ‘who has the latest XYZ Powerpoint slides?’, and no out of date content being used. Sending updates to users is very simple, and their own libraries on their laptops/ipads with then be automatically updated with new content… and you can retire out of date slides too!
These are crafty zones that give you a window into an area of content, such as images, videos and text. This gives you the power to create some unique transition effects and there is an additional option to create custom shaped masks which can be great for logos.
Posted on: 12th January 2016
In our latest release of Presentia (v6.20) you can now see when your clients/prospects view your presentations online. On the web dashboard you can see how many times the presentation has been viewed, when they come back to look at it and how long they spend on each slide!
Imagine this scenario:
You go to meet a prospective new client and show them your Presentia sales presentation face to face. They ask to have a copy of the slides after the meeting so you ‘export to web’ and send them a unique web url to view the presentation online.
Your prospect clicks on the link (inputs the password if you have included this as a requirement) and then clicks through the slides in their web browser. A few days later they revisit the presentation and look at the slides that interest them the most.
You can log-in to the web dashboard in our Admin panel and see which date and time they viewed your presentation link, when they came back again and which slides were on their screen for the longest.
Then when you follow-up them up on the phone or face to face in a meeting you have valuable insight on which products/services to focus on. This latest v6.20 release goes live this month (January 2016).
Posted on: 19th November 2015
Here is a video tutorial on how to use rulers, guides and grids, which are new tools for version 6.19 to help with positioning, aligning and resizing elements on the slide.
Posted on: 21st September 2015
For many people presentations are a central part of their working day, so it’s surprising to learn that public speaking remains a daunting task for many.
Studies suggest that 3 out of 4 individuals, or 75% of all people suffer from a fear of public speaking, making it the number one fear among society’s population.
However these skills are often called upon, whether it’s in a large-scale conference situation, pitching to potential clients or presenting to colleagues, meaning you owe it to yourself to develop a strategy to manage your nerves and concentrate on delivering an engaging presentation.
If like most people public speaking or presenting is one of your major fears, there is no need to allow this to control your life.
We’ve outlined our top tips for overcoming any anxieties over public speaking, designed to help you focus on your audience’s needs rather than your own fears.
By understanding your audience and their needs ahead of your presentation you can be more confident that you’ll be presenting them with useful material that will add value to them.
You can do this by defining who your target audience is, ask people representative of that audience what they would like to hear, and if possible consider contacting participants ahead of your talk and asking them a few questions about what they’re expecting.
Preparation is key when producing your presentation material. Standing up in front of an audience to present a topic you are not well prepared for will do little to calm your nerves.
By understanding your material inside out and ensuring it is on target to meet your audience’s needs you’ll have more confidence in what you’re saying, which in turn will help to calm any anxieties.
Another important point to remember when working on your material is that you can’t cover everything you know in one presentation. Be selective in what you chose to talk about, highlighting just the most important information. You can always answer any in-depth questions at the end, or take down contact details of your audience to provide further information.
Encouraging audience participation and asking questions can also help you to deliver your information in a more conversational way.
When preparing a presentation many people make the mistake of memorising exactly what they intend to say, meaning the delivery can come across robotic and over-rehearsed.
By structuring your presentation more effectively and using cues to prompt your next point, your talk will come across as much more natural and personable.
Having a set of key phrases on cue cards or within your slides will help to trigger your memory as to what is coming up next. This approach means you can control any anxieties over forgetting your words and make the presentation run much more smoothly.
One of the most effective and simple ways to structure your presentation is to tell you audience what you’re going to say, say it, and then recap on what you’ve told them.
Whilst you should avoid memorising your presentation word for word, you’ll want to ensure that you’re comfortable and confident in your delivery.
Familiarity with your topic and the basic structure of your slides will give you confidence, and practice will help you to deliver your talk naturally. By learning the order of your presentation instead of exactly what you’re going to say, you’ll avoid sounding like a robot and won’t risk being thrown off if you forget any of the word you rehearsed.
Being nervous causes physical reactions due to the increase of adrenaline in your system. Using a few simple techniques can help counteract these anxieties and reduce nerves ahead of your presentation.
Practice deep breathing that will deliver oxygen to your brain and trick your body into thinking you’re calmer than you are. Adrenaline can also cause a dry mouth, which in turn leads to becoming tongue-tied. Keep a bottle of water with you to ensure you remain hydrate throughout your presentation.
Finally, speak more slowly than you would in a normal conversation, and leave longer pauses between sentences. This slower pace will help to calm you down and make it easier for your audience to follow what you’re saying.
Posted on: 27th August 2015
One of the most valuable skills in business is the ability to talk to your audience about your proposition in an effective and compelling way.
Mastering public speaking and delivering presentations can also be central driver for the growth of your business and winning new business if done well.
We’ve outlined our main dos and don’ts for delivering a killer presentation every time.
Start with the problem
In a sales presentation situation your main focus should always be to clearly demonstrate how your product or service will address your audience’s pain points.
By empathising with their concerns and providing a beneficial solution you will both endear your audience and gain their trust.
Minimise word count
Your slides should enhance your presentation and act as visual cues for what you’re saying. Avoid using long streams of text and instead stick to bullet points and visually engaging imagery or video to tell your story.
Minimising the length of the text on your slide will also ensure that your audience are engaged with what you’re saying and not trying to read directly from your slides.
Relate to the audience
Use personal anecdotes and relatable stories when talking to your audience. Let them know that you understand and share any concerns they may have. Asking for their opinions and feedback is also a great way to relate to your audience and involve them in your presentation.
Not only will practice ensure that your presentation runs smoothly and flows well, it will also help to calm any nerves and give you extra confidence in your delivery.
Read directly from your slides
Reading directly from a screen will cause even the best presenters to sound dull and unengaging. Turning away from your audience and breaking eye contact is a fool proof way to lose their attention, and helps you to come across as lacking confidence in your message.
Remember to use your slides as cues, the more visual the better!
Leave your personality backstage
Showing your personality when presenting will help to create a connection with the audience, and let them know that they’re doing business with an actual person, rather than a faceless company.
By allowing your personality to come across you’ll help everyone feel more relaxed, which makes for a better experience for everyone involved.
Forget to prepare for questions
In the midst of preparing for a big presentation or whilst focusing on building a creative slide deck, it’s easy to forget to prepare for any additional questions your audience may have. A poorly planned Q+A can leave your audience with a negative feeling, overshadowing all of your hard work. Anticipate any questions that may arise and prepare your answers to avoid being caught off guard.
When delivering a sales presentation the most important ‘do’ is to appreciate your audience and focus your attention on providing value to them.
If you put them first everything else will fall into place and you’ll deliver successful presentations every time.
Posted on: 17th August 2015
Have you ever been in a hurry to locate old presentations or specific slides to create a new presentation? In Presentia you can store a whole library of all your presentations and associated assets, filed and securely backed up all in one place. This makes locating and combining content a doddle!
Customise your presentation and add links to other slides or content with the Hotspot feature. The feature allows you to create website style navigation buttons to make your presentation more dynamic and allow you to take a more fluid path through the content.
Presentia comes with a selection of custom-created transitions that you can apply to various content elements throughout the presentation. These transitions are designed to add depth to your slides and highlight important information to the audience. Transitions can easily make the difference between your audience falling asleep or engaging with your content.
Have you ever spent hours on a great presentation just to have the meeting get cancelled? You can share your presentation quickly and easily via email simply by exporting it to the web and sending a standalone link to the content. And sharing content with members of your team is just as easy. Share whole slide decks directly within the app for colleagues to download next time they log in.
The templates feature within Presentia allows you to create impressive slides, whilst ensuring consistency throughout your sales or marketing teams. Slides can be locked down to ensure Brand Guidelines are adhered to, and that only the correct font, colour and assets are available to choose from.
In addition to maintaining on-brand content, this also allows users to create amazing looking slides with no previous design experience. Even if you are a single user, templates can be set up to ensure that your presentations are quick and easy to create from slides you have already designed.
Posted on: 19th March 2015
Deliver interactive presentation content on the move, directly from your iPad.
Apple sold more than 1 million iPads in the first 3 months of this year. And with 4x the screen size of the iPhone and a stunning display, the iPad offers the ideal solution for delivering your content on the move.
Whether you are prepping for a board meeting or pitching your next big idea, iPads are a convenient alternative to lugging around a laptop to meetings.
The Presentia app allows you to deliver feature-rich content created on your desktop through the intuitive, simple interface.
But how do you present successfully from your iPad?
Here are my top tips to remember when you are delivering your Presentia content from the iPad:
Disable Notifications – You don’t want people to see your social media notifications whilst you are presenting.
Fonts – iPads work with a specific set of fonts. These are found on iosfonts.com. You will need to create your original presentation with one of these so that they display correctly on the iPad.
Screen Size – This varies depending on which model you are using, as the resolution differs. Your Presentia slide size should be set up to replicate this to achieve the best results.
Interactivity – The touch gestures native to any touch screen device can be used. In Presentia, hotspots can be built into the presentation as a navigation tool or to show extra information on demand.
Animation – Animated content designed in Flash originally should not contain action script, so simple timeline based animation is best and makes the presentation really engaging.
Video – Film clips are a great addition to any presentation. To work on iPad they need to use the FLV codec ONVP6. Most standard video encoding software will have these settings.
File Sizes – When designing your presentation it’s usually good practise to use optimised imagery for the final size you are using it at. Avoid importing a massive image and using it at 10% of its original size.
Package Size – The size of your package does matter! Because you can’t create content directly from the Presentia app, to view the presentation on your iPad you have to send the package from your desktop. A good stable web connection is necessary for this. If you have a small package size with optimised images and video then this should be a very quick process.
Big Screen/Little Screen – If you are in a situation where you need to show the presentation on a big LCD screen, then the app can be linked up via a VGA adapter.
Transitions – Your iPad isn’t as powerful as your computer, so it’s good practice to avoid having masses of transitions on every slide.
For more advice on presenting with Presentia on iPad, contact our team.
Create, send to iPad, present.
Posted on: 12th March 2015
As industries become more competitive and complex, customers have become both more confused and more demanding. As a result, they are likely to listen to a well crafted presentation but glaze over to a dull, boring ‘Powerpointy’ one!
Why do Prospects Want To See Presentations?
Making presentations in tools such as Powerpoint is about as much fun as a trip to the dentist. And looking and listening to them isn’t a much better. So why do prospective customers still expect them?
Well the customer needs to compare services from various potential suppliers to make sure they buy the best value solution based on your point of difference and the value you can offer. Putting it simpler, they probably just need to compare costs and get the right information to make a decision – or pass on to the decision maker(s).
Whatever their reasons, the presentation piece has become a common element for winning new business across the globe. Today, all sales professionals are expected to deliver engaging, persuasive and effective presentations that centre around the client’s needs.
So What Goes Into a Winning Sales Presentation?
Your objective in creating a presentation is to provide enough information for your prospects to make an excellent and persuasive case for them to buy your products or services. Sounds easy eh?
If so then why do the huge majority of sales presentations start with the history of YOUR company!? Maybe the sales person creating the presentation thinks that the history of their company is so compelling and important that it will immediately persuade the prospect to buy? Erm….NO!
And why also focus your whole deck of slides on your products/services too? What about how you can help the prospective new client solve a business headache they have or how you can help them plug a gap that is missing your product or solution today?
When we demonstrate our Presentia presentation software to prospects the first thing we talk about is how they currently do their sales presentations before articulating how Presentia will help them with the issues they have today e.g. no brand control, average quality presentations being used that are not up to date and do not project their business in the best light etc.
Effective sales presentations that win new business are customer-centric. Prospects buy your products or services because they have been searching for a solution to their urgent problem in their business.
In our experience, there are four things that all sales presentations must have in them to increase your chances of converting new business:-
The above four points are essential for any sales presentation. Everything you include in your slides must be focussed on one or more of these four points.
Your prospective new client is judging you and your presentation on:-
Will we get what we need from this company?
Can they really deliver it?
Is this the best place to spend my valuable budget?
If you follow this basic presentation structure above then you will see an increase in your sales conversions. But to increase it even further try the following two principles:-
Prospective new clients expect more today. You can’t give them a standard presentation – it needs to be personalised to them. We don’t just mean a title slide with their name and company logo on it either!
You need to demonstrate what you have researched and learnt from previous engagements with them be that on the phone, online, in email, or face to face at credentials meetings.
Share with them personalised insight and relevant content – not generic slides you have used for months/years. Where possible use the language of the customer/their sector throughout.
Primacy in Sales Presentations
What’s this? It’s how we judge future outcomes based on first impressions. Research into Primacy shows that it takes on average at least seven positive experiences to get over one negative one!
So what does this mean for our sales presentations? Put content up front in your sales presentation that your prospect will care about the most. Understand the prospect and then build your presentation structure accordingly. Put that objective your prospect has at number on in your slide structure and then build everything else around how you are the best supplier to solve that objective.
Want to get expert help in creating an effective pitch presentation for a large client opportunity? Give our presentation design team a call today on 0203 239 2422.