Sales Presentations:
Business Consultants
Case study
THE Objective
TO BRING A GLOBAL CONSULTANCY’S FRAGMENTED SALES TEAM TOGETHER WITH UNIFIED AND EFFECTIVE SALES PRESENTATION COLLATERAL
This global business improvement consultancy recognised that presentations play a vital role in helping them win sales and providing a platform for ongoing client engagement.
After a period of substantial growth through the acquisition of three new businesses, the new conglomerate’s presentation material was felt to be in a state of flux.
Something had to change.
The Challenge
The speed of acquisition and merger of the new companies meant the business was in a state of shock. In particular, four companies material colliding meant a huge mix of presentation material that needed updating and consolidating.
The fragmented sales team and mish- mash of collateral was having a direct impact on results. Furthermore, they identified that their audience was changing. Decision-makers within their market were moving from Baby Boomers to Generation X and Millennials, prompting a rethink of how the sales team engaged with audiences.
THE EYEFUL SOLUTION
Following a series of acquisitions, this global business consultancy group needed the credentials presentation below to help their teams tell a new sales presentation story. We didn’t just change their narrative, evolved their presentation culture.Â
Eyeful was brought in to help relieve the pressure, get the story straight and bring a large fragmented sales team together.
Step 1
REVIEW THE CURRENT PRESENTATION EXPERIENCE
Our first step was to review their presentation culture as a whole, initially conducting a global audit of collateral, as well as embarking on a ‘PowerPoint Amnesty’ programme. This was to ensure that the ‘good, the bad and the ugly’ were shared and reviewed as part of our process.
Step 2
PRESENTATION OPTIMISATION
Following approval of the recommended approach, Eyeful developed an entire suite of toolkit presentations that would equip the sales team with an agile audience engagement strategy. The new presentation story underpinned strong audience-centric messaging and was supported by powerful visuals.
Step 3
CREATE AN ONLINE PRESENTATION LIBRARY
Eyeful provided access to a large and geographically dispersed sales team by hosting the entire catalogue of new presentation material in a secure online library.
Step 4
DELIVER BESPOKE TRAINING PROGRAMME TO OVER 200 NEW SALESPEOPLE
The new presentation toolkit was launched at the company’s annual sales conference, using our Eyeful+ approach to onboarding.
The Result
Eyeful was selected to become the consultancy’s global presentation partner, and we now provide our expertise, resource and insight on demand through our Eyeful3 service.
This means our client now has …
A NEW WAY OF
THINKING
Greater understanding across the organisation of the impact that strong sales presentations can have. Eyeful’s Audience Pathway story structure has shifted the focus of presentations onto the audience and their issues.
A NEW BREED OF AGILE PRESENTERS
The Eyeful+ onboarding has provided the sales team with the skills and confidence to present with various devices (from laptops to tablets to whiteboards), allowing them to deliver on the audience’s terms.
A UNIFIED SALES TEAM & MESSAGE
Easy access to an online library means the process of creating new presentations is far more efficient. Important ‘must win’ bids are also now coordinated with a single point of reference.
NEW BUSINESS
WINS
The global sales team now have a clear, simple and efficient approach for creating and delivering presentations that demonstrate value to the audience. This has had a significant positive impact on new business wins
LET’S MAKE THE MOST OF YOUR SALES OPPORTUNITIES
If you would like your sales presentations to deliver the numbers your business needs, then get in touch and we’ll help you to make it happen…
