Sales says they don't need a "pitch deck", they just use a few slides but you see untapped value in how sales talks about your platform. How do you convince sales they should considering tapping Product Marketing to build a pitch deck?

One approach would be for Product Marketing to build the deck and prove it to sales. BUT, that could be a huge waste of time. What other options exist?

Answer

2 Answers

Establishing Product Marketing

Linda Su

ServiceNow Senior Product Marketing Manager | Formerly Deloitte, Salesforce • 2y

As a product marketer a close partnership and relationship with the sales team is critical as a core objective of your role is to help drive pipeline, accelerate deals, and grow customer relationships. The first step should be to build those relationships with sellers and sales leaders. Set up 1:1 or group calls to understand the current state. Tell them that you're working on a new or refined "pitch deck" and want to understand -- how they run initial discovery calls today and what slides they ...Read More

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Theresa Phillippe

Circle.so Head of Product Marketing | Formerly Glassdoor, Facebook (Meta), Bloomberg • 4y

Having been on the seller side earlier in my career, and product marketing since, I can empathize with this from both sides. I've found that in order to get the buy-in from sales stakeholders, it's helpful to understand their process, and works towards an ideal solution together. Shadowing calls might illuminate whether a pitch deck is the ideal asset, or if it's simply learning the narrative that they need. Approach internal stakeholder the way you'd expect them to approach customers. Curiousit ...Read More

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