Firebrick Consulting recently conducted a survey of 50 technology industry sales leaders to find out if they use the presentation materials they get from marketing, and what their marketing partners could do to improve the quality and effectiveness of what they produced.
The study found salespeople are spending a lot of their time creating their own presentations rather than selling. Second, everyone in the field is telling a different story. The result is that sales cycles get drawn out, close rates go down, customers get confused and salespeople get frustrated. Then revenue falls short of expectations, and your strategy falls apart.
This paper explains how to change those outcomes by making sales presentations and materials relevant to the buyers your sales team is calling on.