Best Sales Call Deck for that Initial Visit

Best Sales Call Deck for that Initial Visit

After having this blog sent to me for the third time in a month by people I respect, I knew I had to share it with you. How we initially get in the door and have a compelling conversion with a prospect is perhaps one of the hardest things to do in sales – and I don’t think it gets enough attention. I have to agree with the author, Andy Raskin whom I’ve not had the pleasure of meeting, that this IS perhaps the best deck I have seen – at least when it comes to an initial call. Check it out at the following link:

If I were to summarize the attributes of this deck it would be as follows:

  • It’s short (less is more) and simple because Buyers or Prospects like it simple
  • It’s about the Customer (or Prospect) versus us
  • It doesn’t focus on a problem or pain because nobody likes to talk about problems or pain
  • Rather it paints a picture of what the future might look like when the problem or pain is gone
  • It highlights the benefits over the features themselves
  • It provides evidence of Past Value Delivered to other Customers

For those that have been following my writings, the cadence and flow of this deck is a great lead into the Proposal and then the Joint Business Plan after we win the business.  I hope you enjoy!


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This is a tough and sometimes unwelcome question often fraught with emotion – especially for the sales team pursuing the opportunity. However, it is imperative they know a B2B opportunity is qualified and therefore worth committing precious hours and limited corporate resources in pursuing.

“It’s an approved project with budget. We’ve met with all of the key buying influencers – and they really like what we have to say!” I am willing to bet this opportunity would easily clear the “qualified” hurdle and would probably show as “upside” or perhaps even “commit” in many a sales pipeline. But is it really qualified?

Meet Steve Thompson

Steve is president and founder of Value Lifecycle TM, a strategy execution consulting practice that helps both selling and buying organizations position, negotiate, and close “must-win” deals. Steve works closely with clients to help them advance their corporate strategy, strengthen relationships with their customers and suppliers, and achieve sustainable business outcomes.

True Compass

Is this opportunity qualified? Do I have a compelling value proposition that will increase my odds of winning?

Does my proposal setup the right negotiation? What is the “right deal” for this opportunity?

Is this customer likely to renew? What is changing with the customer’s business that presents new opportunities for me?

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