\u201cCured me!\u201d I commented to my colleague, after a visit to a prospect. He had wondered why I didn\u2019t do a corporate overview presentation and why I didn\u2019t at least show a \u201clogo slide.\u201d I told him the following true story\u2026<\/p>\n
Some years ago, I was leading and doing sales for a Silicon Valley startup. At that time, we had an extensive corporate overview deck that described our technology, our founders, our mission, our investors, our product history, our corporate milestones, and our logo slide. We were very proud of what we had accomplished so far!<\/p>\n
Our standard practice was to begin prospect meetings with this presentation to establish our credentials and set the stage for our product pitches. It was a very typical sales approach for the time.<\/p>\n
I was meeting with a large prospect organization located on the U.S. East Coast. The meeting got underway, and I began to present our corporate overview.<\/p>\n
When our logo slide appeared, I noticed one prospect player sitting towards the front of the table lean over and whisper a few words to his colleague in the next seat. As he spoke, he pointed to the slide and shook his head negatively.<\/p>\n
Intrigued and a bit concerned I said, \u201cI noted you reacting to the slide \u2013 are you willing to share what you said?\u201d<\/p>\n
He responded, \u201cCertainly. See those guys [the logo] at the bottom-left corner of your slide? We think they\u2019re idiots<\/em> and we\u2019d never purchase something that they would!\u201d<\/p>\n Ouch! Cured me!<\/p>\n Just because you, the vendor, may be proud of your logo slide doesn\u2019t mean that it resonates (positively) with your prospect. Even if you think you\u2019ve selected logos that align with this<\/em> prospect\u2019s market, vertical, size and other factors, there\u2019s no guarantee that it will connect as you might desire!<\/p>\n","protected":false},"excerpt":{"rendered":" \"\u00a1Me he curado!\" coment\u00e9 a mi colega, tras una visita a un cliente potencial. Se hab\u00eda preguntado por qu\u00e9 no hac\u00eda una presentaci\u00f3n general de la empresa<\/p>","protected":false},"author":2,"featured_media":36443,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"site-sidebar-layout":"default","site-content-layout":"","ast-site-content-layout":"default","site-content-style":"default","site-sidebar-style":"default","ast-global-header-display":"","ast-banner-title-visibility":"","ast-main-header-display":"","ast-hfb-above-header-display":"","ast-hfb-below-header-display":"","ast-hfb-mobile-header-display":"","site-post-title":"","ast-breadcrumbs-content":"","ast-featured-img":"","footer-sml-layout":"","ast-disable-related-posts":"","theme-transparent-header-meta":"default","adv-header-id-meta":"","stick-header-meta":"","header-above-stick-meta":"","header-main-stick-meta":"","header-below-stick-meta":"","astra-migrate-meta-layouts":"set","ast-page-background-enabled":"default","ast-page-background-meta":{"desktop":{"background-color":"var(--ast-global-color-4)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"ast-content-background-meta":{"desktop":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"footnotes":""},"categories":[10],"tags":[7],"class_list":["post-36442","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-methodology_basics","tag-blog"],"acf":[],"_links":{"self":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/36442","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/comments?post=36442"}],"version-history":[{"count":2,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/36442\/revisions"}],"predecessor-version":[{"id":36445,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/36442\/revisions\/36445"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/media\/36443"}],"wp:attachment":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/media?parent=36442"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/categories?post=36442"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/tags?post=36442"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}