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Interactive Sales Presentations

How to stand out in your sales meetings

Today’s consumers have rising expectations and are extremely hard to please. Having access to a world of information at the tip of their fingers, they now tend to do a lot of research by themselves before even engaging with a seller.

As consumers are also increasingly busy and accustomed to immediate gratification, sellers must be respectful of their time and aware of the fact that they will lose the buyers’ interest if they provide them with irrelevant information.

85%

of B2B consumers say the experience a company provides is as important as its products and services

Salesforce

Consumers expect hyper-personalized experiences, and the only way to provide this is by listening to them, tracking their behavior, and really getting to know their needs and desires. Interactive sales presentations can help with that.

What are interactive sales presentations?

In this interactive presentation, it is possible to select the products the buyer is interested in and even change their appearance. This helps the buyer visualize exactly what they are getting and creates a fun and engaging buying experience.

Everyone is familiar with standard, static sales decks, which most commonly get created in Power Point . So, what’s different about interactive presentations?

Interactive sales presentations allow sellers to present their solutions with a high degree of interactivity and personalization. They are built based on interactive elements and navigation features that help create an easy dialogue with customers. Examples of such interactive features can be buttons or checkboxes that can be selected according to the buyer’s desires to add, remove, or change the appearance of elements in the presentation. They can be value calculators that help the buyer visualize the business impact of your solution based on their own data. They can also be hotspots that the seller can select to open pop-ups with additional information. The possibilities are many, the only limit is your own creativity!

Compared to Power Point, the dynamic elements of interactive presentations let you fit much more information on one slide, without making it look busy. Additionally, the possibility to customize the look and content of the presentation in real time allows sellers to cut meeting preparation time. Prezentor’s interactive presentations also keep track of the content shown during the meeting, making it easier and quicker to send follow-up emails with the relevant content. What’s more, they can track the buyer’s engagement with the content sent, giving sellers useful insights on when to contact the buyer again, and what to focus on in the next meeting.

Here are some examples of what interactive presentations can look like:

This interactive presentation was created for one of our customers in the insurance industry. The presentation gives the insurance sellers the possibility to literally build the buyer’s world in front of their eyes during the sales meeting, by selecting the products that are relevant for the buyer.

This interactive presentation is an example of a Prezentor customer in the cleaning and facility industry. By using the presentation the customers’ sellers can visualize the use cases and specifications of their hygiene products.

The benefits of interactive sales presentations

First advantage: Real-time customization (white text on blue circle)

Tailor your interactive presentation to each buyer in real time during the sales meeting

Effortlessly jump from one topic to another and keep the natural flow of the conversation

Add interactive visuals and elements to make the sales meeting engaging

Track the buyer’s interactions with the presentations you share after or before the meeting

Stand out from the competition and create a memorable experience for the buyer

Interactive presentations can have the user-friendly look and feel of a website or an app. This means that they can be easily reviewed by the buyers without guidance when they are shared after the sales meeting. Plus, their trackability allows sellers to see when and how your buyers interact with them, and to reach out exactly at the right time.

Did you know?

Prezentor makes it quick and easy for sellers to share presentation slides after a sales meeting! With customized templates and automatic suggestions on the content to send, sending a follow-up email can be as quick as clicking one button.

Best practices for using interactive sales presentations

1. Manage expectations

Buyers’ time is precious, therefore it’s important to walk your buyer through the meeting agenda and align on expectations. This gives you the opportunity to understand what the buyer expects and address any questions the buyer has during the meeting. Knowing in advance the topics you’ll cover in the meeting will keep your buyer more focused and they won’t be constantly checking their watch and wondering how much longer you’re going to be talking.

2. Allow for personalization

Not all your buyers have the same needs. When you plan your presentations, keep in mind that each buyer is faced with specific challenges and has unique pain points. Consider the different needs your buyers might have based on their company, industry, segment or region. By doing so you enable sellers to adapt the presentations in real time to fit those specific needs.

3. Structure your interactive presentation

Divide your sales deck into topic-specific sections and link related parts so you can quickly change topic or retrieve related information when needed. This allows sellers to create a natural dialogue with their customers and to answer any questions at any time, without having to go through each single slide to find the right information.

4. Integrate ROI calculators

Consider adding calculators to your presentation to guide the buyer through the pricing conversation while visualizing impact instead of cost. By inputting your buyer’s own numbers, not only you gather valuable insights, but also create a better, more memorable experience and gain the buyer’s trust by proving the profitability of your solution with real numbers.

5. Use customer cases

Another way to increase credibility and gain buyers’ trust is to show them what other customers have achieved with your solution, or how you helped them reach their goals. Using customer cases enables your buyers to put themselves in your customers’ shoes and understand the benefits of your product. Try to choose a case that is from the same industry, region, or company size as your prospect’s, so it will be more relatable.

6. Don’t make them read – make them see

Make the most of pop-ups and interactive visuals and keep text to a minimum to maintain a high level of engagement throughout your sales meeting. This will also make your presentation more likely to stick to your prospect’s mind. And in the end that is what is most important: that your buyer remembers the main points.

In short:

Interactive presentations increase your conversion rate from pitch to closed deal

Curious to see how interactive presentations can help you boost your sales?

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With the majority of B2B buyers’ attention spent on their phone or computer screens, it’s critical to capture their attention with interactive sales presentations. As a matter of fact, in 2020, the amount of digital content consumed doubled. Because B2B buyers are constantly taking in information via online resources, sales teams need innovative ways to engage buyers.

Through our research, we’ve learned that interactive presentations boost the customer experience by 25% leading to higher levels of buyer engagement and sales. In this article, we’re taking a closer look at interactive presentations: how they work, why they’re beneficial to sales reps, and how you can use them to boost your customers’ experience.

How do interactive presentations work?

In order to truly be successful in sales, you need to engage the buyer with valuable and useful content. With interactive presentations, you’re enabling the buyer to drive the conversation by steering the presentation where they wish. By choosing their own path during the presentation, buyers are able to take control of the meeting.

For instance, you can start the sales meeting by asking the buyer what topics they want to mainly focus on. From here, the buyer can navigate the presentation in the direction they want. Let’s say your prospect is interested in term life insurance plans and has little interest in whole life plans. So what happens when you have an entire presentation featuring all types of insurance plans? The prospect can click through the interactive presentation to the slides that address their questions.

Interactive presentations and sales enablement software are tools for promoting a healthy dialogue between the buyer and sales rep. By providing all slides and content necessary, the sales rep is able to answer any questions the prospect may have. The rep can instantly click to the right slide to support their answer to a question with graphs and videos. In the video below, the prospect can click on the types of insurance they’re interested in learning more about.

In the example above, the prospect was able to take control of the presentation by removing the insurance plans they didn’t want to learn about. Not only does this provide a more personalized experience for the prospect, the sales rep is able to better understand the prospect’s needs and can better serve them with relevant information.

Use value calculators to engage buyers

Interactive presentations help convey the value of your offering to the buyer. One of the best tools to leverage your company’s value in your interactive presentations is value calculators. Value calculators are interactive tools that help visualize a buyer’s potential outcome after purchasing. Let’s take a look at the example below.

In this video, the prospect is able to input their information to visualize their potential ROI after purchasing Prezentor. In fact, this ROI calculator helps people realize what their ROI would be if they just increased their conversion rate by 1% with Prezentor. As you can see, the prospect is able to adjust each slider to reflect their deal size, current conversion rate, and more. From here, a formula easily created on the backend of the presentation spins up the correct ROI prediction for each prospect using this calculator.

By presenting prospects with a detailed view of what your business can do for them, you’re creating a highly personalized experience. These value calculators keep the prospect engaged in the meeting and allow the sales rep to focus on a prospect’s main pain point and illustrate the value of the solution.

Prezentor’s interactive presentations help your team











boost the customer experience

Prezentor’s interactive presentations boost the hyper-personalization of the customer experience. Prezentor helps sales reps create engaging presentations that include:

  • Dynamic images and videos
  • Value calculators that illustrate the impact of your solution on a prospect’s day-to-day tasks
  • Case studies that showcase your company’s capabilities and proven track record
  • Slide and content navigation features that promote interaction and make the presentation easier to follow

For instance, take a look at the helpful video below of how Prezentor works and all of the efficiencies it can drive in your sales initiatives.

As shown in the video, Prezentor offers multiple tools and strategies for improving the customer experience by keeping your prospects engaged with the presentation. Take, for instance, the simple feature of moving to a new slide. Sometimes, showing all the content on the page at once is distracting for a prospect. Instead, you can control the way your content appears on each slide. This lets you show new content only when it’s time.

This way, your clients concentrate on your explanation rather than on the slide itself. Thus, no matter how relevant your content is, it’s crucial to keep the attention of your prospects. Otherwise, the impact of your content will not come across.

Final Thoughts

Interactive presentations boost the customer experience by keeping the prospect engaged with your content. With Prezentor’s tools and innovative technology, you’ll be better prepared to sell more effectively to all of your prospects.

Schedule your personalized demo of the Prezentor platform today and digitally transform the way you approach sales.

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