How presentations divide marketers and salespeople.
Updated: Jun 13
Marketing and Sales – a major source of tension between you two groups is how you are expected to approach presentations. Marketers are supposed to write them, i.e. make a slide progression with a talk track. Sales reps are supposed to recite them, i.e. deliver the script. But the sales reps get trapped between the one-way, linear, slide-heavy expectations of 'presenting' and the two-way, spontaneous, conversational nature of selling.
The truth is: a presentation IS A CONVERSATION in which the rules of the game have one person or party doing most of the talking. Marketing and Sales have to work together to ditch the mainstream expectations and prepare for rich conversations.