They want to feel that our offering actually resonates with their daily challenges.” “Customers no longer, if they ever, wish to hear about features and new modules. We want them to imagine what their work life would be like if someone solved their biggest problem.” That we exist to make their life better in one way or another, and that what we spend months and years developing, actually has a connection with the reality they live in. They want to feel that our offering actually resonates with their daily challenges.
That’s a whole lot! I guess we live and act in a world right now where company growth is impacted by how well we connect with our customers.
#GREATEST SALES DECK ANDY RASKIN HOW TO#
I then gave examples of how to do it and my experiences throughout the years creating over 50 strategic narratives at Visma. As a result, you and your strategy are infinitely more relevant for your audience. “Yes, I spoke about aligning your company strategy and message with your customer’s experiences. Standard formatsĪs checklists to get everything in to please a VC, here are some good templates.Hi, Liza! As our director of strategy & commercialisation, you recently guested the SaaS Nordic conference-known to be the largest B2B SaaS Community in the Nordics. Hard to do with no resources? Hard to do with resources as well! I still haven’t met a company that’s too focused.Īnd telling a great story, even more so. The product will solve everything for everyone directly, or attacking many different segments (or geographies) at once. Why guess if you can find out? Typically a sign that you didn’t spend enough time with potential customers. Assumptions (is the mother of…) instead of a well-defined hypothesis (that can be tested very cheap).”This is a cool product that we’ll do if we get funding – or maybe we can give it to someone else who can execute?” Why should anyone else believe in your idea if you don’t believe in it yourself? Typically this is just on paper, as real customer meetings tend to make entrepreneurs committed. If you’re #5 on the customers list, you might as well stay home. Or a problem that doesn’t hurt enough for the customer, so they can live with it. The typical scenario is a cool technology trying to find a problem. No well defined (or small) customer problem .And yes, I noted a few of those in the discussions after my talk. Not directly connected to storytelling, but still worth considering pitching to angels or VCs. When I met the aspiring entrepreneurs, I outlined some of the mistakes that I often see. ”I’m the prize – I don’t need your money” & ”Don’t be needy”. Lot’s of great war stories and a few warnings… Makes pitching even more fun when you can put a name on some of your plays. In his book, Oren Klaff, delivers some real insights on how to deliver a pitch when the stakes are high. If you have been pitching for a few years, you build a toolbox of things that work really really well. The book is really good too, and very useful to figure out your value proposition. StoryBrand is a commercial technique/framework byDonald Miller ( Twitter), but not very hard to understand. And by the way, Zuora really nailed it both in their pitch as well as carrying the theme over in events and a book. His most notable piece is ”The Greatest Sales Deck I’ve Ever Seen” on Zuora. He’s on Medium, Twitter and his own web here. Here are some really good resources on this: Andy RaskinĪndys tagline is ”Helping leaders tell strategic stories” and he really nailed it.
So are there a common theme here? What components need to be present to close a big deal with a customer, get buy-in from the crew onboard or the team at work, to get a €20 MEUR sponsorship deal or funding for your latest startup? In sales, in my sailing team, in fundraising and in startups (my own and those I’d advised).Īnd now, as an angel investor, on the other side of the table. When I tried to collect my thoughts on the subject, I figured pitching had been a big part of my life. Then, you can apply that learning and pitch to both experts and peers to receive constructive feedback in a relaxed setting. This intensive, collaborative workshop features talks by leading startup Founders designed to help you understand the key ingredients of a successful pitch. In just three hours, the Startup Pitch Bootcamp will help you improve your pitching skills and recruit potential co-founders. Pitching your startup ideas effectively is a crucial skill that will help you acquire financing, customers, partners, and top talent. Recently, I was invited to talk at a ”Startup Pitch Bootcamp”:
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