In other words, you have to show both of the following: Zuora neatly accomplishes this by documenting a “mass extinction” among Fortune 500 companies…, …and then showing how the “winners” have shifted from product ownership to subscription services. For one thing, prospects opened up much faster about the challenges they were facing. Then, a week after that, Tim emailed with even better news: He had just signed the largest deal in his company’s history. Use the coupon code "GEMATSU" for 5% off. Positioned in the context of transitioning from an “old world” to a “new world,” however, it’s the foundation for an engaging conversation with prospects—technical and otherwise—about why it’s so hard to reach the Promised Land with traditional solutions. Relink Sales Deck This sales deck describes how machine learning and AI are changing various industries. After loading up on the all-you-can-eat buffet, I asked Tim, “At what point do prospects tune out?”. Instead, name the undeniable shift in the world that creates both (a) big stakes and (b) huge urgency for your prospect. Those include upstarts…. See our, The Fascinating Narrative War Between 2 Hot…. This comment policy is subject to change at any time. Abandoning his naan in a puddle of curried goat, Tim grabbed pen and paper and took notes as we ran through what made the Zuora deck so effective. This website uses cookies to improve service and provide tailored ads. Most importantly, you grab their attention. Resist that urge. Our composite decking, deck railing, balusters, post caps and decking lights make it easy to extend your living space…outside. When he returned, I pulled out my laptop and launched into a Powerpoint presentation. I had received the deck from an ex-Zuora salesperson who said it helped him close the biggest deals of his career. The sales deck I showed Tim came from Zuora, the IPO-bound Silicon Valley company that sells a SaaS platform for subscription billing. Don't kick off a sales presentation by talking about your product, your headquarters locations, your investors, your clients, or anything about yourself. If you pay for anything on a recurring basis (e.g. I help leaders align around a strategic story — to power sales, marketing, fundraising, product, and recruiting. Griftlands first launched in … To Create a New Category, Name the New Game. To combat loss aversion, you must demonstrate how the change you cited above will create big winners and big losers. To bring the point home, Zuora asks the following: Of course, by this point the common thread is already well established in prospects' minds: Winners adopt the subscription service models that Zuora supports. Salesforce Customer Secure Login Page. In fact, that’s the theme of virtually all the company’s marketing communications and campaigns, as well as its public vision statement: According to the ex-Zuora salesperson, this company-wide alignment around the story made him wildly successful: Just three weeks after our lunch, Tim called to say he was seeing promising changes in how prospects at large enterprises were reacting to his new deck, which we drafted together based on Zuora’s template. By using this site, you agree to this use. Intent on maximizing dining ROI, Tim went back to the buffet for seconds. (Over lunch, I asked my friend Tim to articulate his Promised Land, and he said, “You’ll have the most innovative platform for ____.” Nope: the Promised Land is not having your technology, but what life is like thanks to having your technology.). Use of this site is governed by all applicable laws. 你一查字典，发现 deck只有「甲板」的意思，但同事告诉你deck就是 PPT的意思。, 没错， deck就是PPT（或者苹果的keynote），除了直接叫deck，还可以说：, 这是因为你觉得只有船上最上面那一层叫甲板（deck）。这样理解的确是没错的，狭义上确实是指最顶层。, 扑克牌也也是像deck一样叠起来，所以英语里说一副扑克牌是 a deck of cards。, 年龄大的一点的读者可能对老式幻灯机有印象，我小学的时候刚好赶上了这种幻灯机的末班车，依稀记得老师把讲义手写在透明的胶片上，然后通过这种幻灯机投影出来。, 这种胶片叫幻灯片，这就是为什么我们也把PPT叫做幻灯片的原因，英文里叫 a slide。, 当同一主题的胶片一多，也是要叠在一起，像一副扑克牌一样，所以也叫a deck of slides。, 进入了PC时代，传统的胶片幻灯片被电脑设计「演示文稿」取代，但传统的叫法deck依旧沿用下来。, 欢迎关注我的微信公众号 「史蒂芬的专栏」，主攻商务英语和职场内幕，五百强外企高级工程师，学英语可以关注我，有求职困惑也可以关注我，想知道职场内幕也也可以关注我。, 为什么会有「我有好多 deck 要写」、「一直一直写 deck」这种组合表达，应该怎样理解 deck 在这儿的意思？为什么不说 PPT、Word、fi….

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