3 ways B2B Sales Reps struggle with their presentations (and how to fix it)

 
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Salespeople are busy. They have quotas to hit, calls to make, proposals to draft and people to meet. Important stuff, urgent stuff. There’s always something to do, and nothing is more frustrating than being held back by tasks you shouldn’t have to do in the first place. For sales reps, that’s combing through a network drive to find a document or trying to choose the right font in PowerPoint. So, where’s the problem and how to fix it?

1. Reps might spend 30h each month on searching for & preparing materials

  • That’s four workdays a month. Chances are you’re not surprised by that statistic. Maybe you’ve seen it before. Maybe you know from experience.

  • Materials might be in an intranet that’s unnecessarily complex or badly organized. They might be on network drives, scattered over multiple locations.

  • When you finally find what you need, it might be outdated. Now you, a sales rep, have to start modifying marketing materials. Maybe you don’t have permissions to update the materials directly on the network drive.

  • So now you’re downloading files to your device and editing them just for yourself. And that leads into problem number two.

2. Why are B2B sales materials inconsistent?

  • If finding the right material is a pain for the salespeople and they don’t know if the materials are being updated, they’ll stop trying to look for them.

  • It’s easier and faster for sales reps to make, modify or update their own materials than browsing network drives. This, of course, means that every salesperson has their own little collection of materials, that don’t look like the materials the next rep has.

  • The content carefully created by marketing goes unused, and everyone’s time is wasted. When reps have to make their own materials, they concentrate only on their expertise, which leads to the third problem.

3. Presentations don’t support dialogue in meetings

  • Typically, materials for meetings are prepared in advance. If all you have is that PowerPoint file with the slides you carefully picked, that meeting is a presentation, not a conversation. That’s all well and good, sometimes.

  • But what if the customer asks a question that’s outside of the scope of that particular presentation? Are you going to lose that opportunity because that topic wasn’t something you prepped for?

  • Okay, maybe you can start looking for the right file from your computer during the meeting or submit materials later, but that doesn’t provide a good customer experience.

How to make B2B material usage easy and effective?

First and foremost, stop cutting and pasting material together to make a Frankenstein’s sales deck. Instead of using a variety of file storage systems, material sources and apps, concentrate everything in one place. One way for everyone to present, one way for everyone to build a presentation and all materials centralized in one place.

If the material is properly organized, relevant and up to date, salespeople won’t have to waste their time modifying it or making their own. If salespeople can spend several hours more each week actually selling, everyone wins. Centralizing also benefits marketing and management by giving them more control over what material gets used in the field.

Here’s the value extraction portion of the article. Salesframe is a way to organize and distribute presentation materials, so that marketing and management can control what gets used in the field and so that sales reps don’t have to waste time looking for or making materials for their meetings. If you’d like to discuss this topic in more detail, don’t hesitate to book a call with one of our sales enablement experts. Also, why not try Salesframe for 30 days for free and see for yourself, how it can enable your whole sales team!

Henri Piipponen, Sales & Marketing Director
+358 50 650 0051
henri.piipponen@salesframe.com