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Vision is your most dominant sense and a very powerful tool in effective communications. Studies demonstrate that when presented with information that is solely aural, you recall a mere 10% of the content 3 days later. However, simply adding a visual image, you can increase that retention rate to a significant 65%. In sales and marketing, you are challenged to break through the noise and ignite buying decisions. From the research, adding visuals could make your communications more memorable and impactful. However, all visual communications are not created equal – as you know by sitting through your fair share of “Death by PowerPoint” presentations. In this dynamic interview, Michael Parker, CEO of mobile whiteboard company Zamurai, and Tom Pisello CEO and Founder of value marketing and sales tool firm Alinean explore important research on ‘visual conversations”, present how you can leverage the right visuals to better connect, engage and sell, and demonstrate specific examples you can leverage today to improve your organization's sales and marketing effectiveness.
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Introduction
Driving Revenue Growth with Visual Conversations
Thomas PiselloCEO & Founder
tom@alinean.com@tpisellohttp://alinean.com
Michael ParkerCEO & Founder
michael@zamurai.com@streetsenzhttp://zamurai.com
Copyright © 2013 Alinean Inc. Zamurai Inc
What is the biggest sales challenge today?
10% 60%
How Can You Best Communicate Value?
Memorable Engaging Justified
3 days later?
10%
65%
Visual Storytelling
Invited Back33% - No visual selling
72% - Embraced program
Introduced to Others36% - No visual selling
58% - Embraced program
95% - Require ROI
65% - Need Help
Mastering Technical Sales IDC
50% - Increased opportunity
Purdue Univ.
How Does PowerPoint Help Address the Challenge?
1/3rd - fallen asleep
1 in 5 – rather go to dentist
Sources: Inc, ThinkOutsideTheSlide.com
Most decks about company & products74% read slides vs. having a conversation
• An endless• Set of bullets• Read monotone• And sure to produce• Lots of ZZzzzzs
What other shortfalls does PowerPoint Have?
Hours creating & customizing decks
Linear vs. dynamic
Doesn’t capture the conversation
Customer Intelligence?
What about traditional Whiteboards?
Value Quantification & Insights
Role / Vertical Based?
Leave Behind?
Adoption?
Drawing Skills?
What if ….
Guided Value Storytelling
Insights + Financial Justification
Dynamic Whiteboarding
Usage + Customer Intelligence
IDC
The ROI of Visual / value-focused selling?
50% increase in lead conversion rate
30% faster on-boarding time
Up to 30% shorter sales cycle
Q&A
Thomas PiselloCEO & Founder
tom@alinean.com@tpisellohttp://alinean.com
Michael ParkerCEO & Founder
michael@zamurai.com@streetsenzhttp://zamurai.com
"TELL ME AND I WILL FORGET. SHOW ME AND I MAY REMEMBER. INVOLVE ME AND I WILL UNDERSTAND” Confucius, 450 BC
Explore Further
Why PowerPoint Fails for Sales
End Death by PowerPoint
Try for Yourself - Download Free Versions!
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