#Greatest sales deck andy raskin movie
#Greatest sales deck andy raskin software
#Greatest sales deck andy raskin tv

#Greatest sales deck andy raskin tv

Newspapers, telephones and cable TV have long been subscription based. (But you can still get a lot done with non subscription versions of Word 2003 etc).

#Greatest sales deck andy raskin software

I see the current trend in subscriptions as largely a revolution in pure technology service businesses, where subscriptions are a rational way to pay for them (dropbox, github), along with software producers and their customers maturing to the point that they can mutually acknowledge the need for up-to-date and evolving core capabilities, such as Windows and Office, which can reasonably be seen to require recurring support which has value. I think this piece and the pitch it references are borderline abuse of the history and context of subscription businesses. 5 steps to a killer sales pitch which build on the principles of storytelling.I am also heartened that the #1 and #2 comments on here retain the voice of sanity. Zora has a set of customer success stories, such as this one from NCR. Now its time to show some evidence that you can “make the story you’re telling come true.” This is where “social proof” comes in: success stories about how you’ve helped someone similar to your prospect each the Promised Land. And prospects are likely to be skeptical of your ability to deliver. The road to the Promised Land is of course not an easy one, with many obstacles to overcome. Present Evidence You Can Make the Story Come True Zora do this by talking about how its customer record is the key to a richer subscriber experience.

#Greatest sales deck andy raskin movie

Here, Andy draws on a Hollywood movie analogy, suggesting you “Position capabilities like ‘magic gifts’ for helping your prospect reach that much-desired Promised Land.” Only now do you start to talk about you company and what you have to offer. Zora’s Promised Land slide shows the customer benefits of the subscription experience: The next step is to present a taster of what Andy calls “the happily-ever-after that your product/service will help the prospect achieve-the Promised Land.” This Promised Land should be desirable but hard to achieve without outside help. Zora do show how winning companies have shifted from selling products to subscription services, including new start-ups like Dollar Shave Club, that I posted on here. To get over this barrier, you have to “demonstrate how the change will create big winners and big losers.”

The second step addresses a phenomenon I’ve posted on before called “loss aversion.” People tend to stick with what they know and don’t like change.

Most importantly, you grab their attention.” #2. Doing this can put the person you are presenting to on the defensive, as they may be unaware of the problem, or not want to own up to suffering from it.Īndy suggests that highlighting a shift in the world is a better approach: “You get prospects to open up about how that shift affects them, how it scares them, and where they see opportunities. Here is how Zora do this… the phrase “subscription economy” sums up in a distinctive and memorable way the trend to people making recurring payments rather than one-off purchases.Ī follow-up slide shows the history of the change that has happened:Īndy highlights a difference from most pitch advice, which is to start with a consumer problem. “ Instead, name the undeniable shift in the world that creates both (a) big stakes and (b) huge urgency for your prospect.” This sound obvious, but most sales pitches do start with “Our company is….” (I’m just looking at our credentials now with a slightly red face…) “Don’t kick off a sales presentation by talking about your product, your locations, your clients, or anything about yourself,” he says. Name a Big, Relevant Change in the WorldĪndy’s first step is about being customer issues focused. And get ready for the 5 key steps to a killer sales pitch.Īnd don’t forget, we are ALL selling everyday, whether you are an agency pitching for new business, or a marketing director pitching for funding for a new project, or an interviewee trying to get a new job. anything you pay for on a recurring basis, such as Spotify or Apple Music). Hell of a title for a start, right? The sales deck in question is for Zora, a Silicon Valley based company that sells a software platform for subscription billing (i.e. I came across an intriguing post on Linked In by Andy Raskin about what he thought was “The greatest sales deck ever”.