Sales
Value-based presentation redesign lifts enterprise demo-to-trial conversion
Sales Materials Transformation
Categories
Sales
Subcategories
Sales Materials Transformation
Metric categories
- Conversion Rate Improvement
At a glance
Value-based presentation redesign lifts enterprise demo-to-trial conversion
Rebuilding sales presentations around business outcomes rather than features improved demo-to-trial conversion, especially on multi-stakeholder enterprise deals.
Improved demo-to-trial conversion on enterprise deals
Background
A customer gave feedback that the sales deck wasn't good enough to help them distribute the ideas internally.
Goal
Make the presentations more effective.
The Work
Rebuilt the approach around business outcomes and the specific pain each feature solved, rather than a feature-first narrative.
Outcome
Demo-to-trial conversion improved, especially on enterprise deals with multiple aligned stakeholders, and the same value-based approach was later applied to the competitor battlecards to quantify the cost of not choosing the company.
