As a marketer, I’d like to think that the content I produce for sales is always 100% spot-on and customer-ready… that every word on the page or graphic in the PowerPoint presentation is perfect as-is. After all, marketing knows the customer, knows the product and knows what is best for sales, right? Therefore, sales will take what my team provides and use it verbatim, right?
Wrong.
First of all, we don’t always get it right. But regardless of “right or wrong,” any sales rep who wants to meet their numbers is going to take the standard sales presentation and enhance it to customize for their customer. They might add a customer’s logo, customize the agenda in the presentation, or detail benefits specific to that prospect—all important things that show the rep is paying attention and isn’t just issuing cookie-cutter pitches over and over…
