In B2B Sales, PowerPoint (PPT) has long been the mainstay of customer presentations. However, customers have evolved - no longer wanting one-way, one-size-fits-all product pitches, instead preferring interactive value-focused conversations. See what the top five issues are that prospects have with traditional PowerPoint (PPT) presentations, and how you can overcome these issues with guided value conversations and dynamic whiteboards.

1. 5 Reasons
PowerPoint
Fails For Sales
©2014 Zamurai Corporation

2. 2
1 You turn it on – They tune you out
When your presentation comes up, the heads go down. People check their email or devices. Why?
It’s called ―PowerPoint Fatigue.‖
They’ve already tuned you out because they know what’s coming – another PowerPoint with an
agenda list, endless bullets and a one-size-fits-all product pitch.

3. 3
You Turn It On… They Tune Out.2 It’s a monologue – not a dialogue
VS.
Too often, PowerPoint presentations are a one-way communication - from the sales rep to the
prospect. Your prospect doesn’t want a one way monologue.
The typical PowerPoint doesn’t facilitate a conversation to help your customer uncover
opportunities and how you can deliver tangible value. That only comes from a collaborative
dialogue, not a monologue.

4. 4
You Turn It On… They Tune Out.3 It’s about you – not your customer
Your Customer
Or Audience
You
My
Company
My
Product
My
Features
Business
Needs
More
Growth
Managing
Costs
VS.
The typical PowerPoint is too much about you – your company, your product, and your features.
Engagements should be a conversation about your customer’s challenges and the how you can
deliver tangible by solving value their issues or needs.

5. 5
You Turn It On… They Tune Out.4 It’s static – not interactive
Static Interactive
Prospect’s don’t follow a script and sales calls rarely follow a linear path. Unfortunately,
PowerPoint is just that - static and linear.
It does not support interactive, two-way conversations. You can’t dynamically create content,
whiteboard, add ideas, or capture any aspect of the conversation.

6. 6
You Turn It On… They Tune Out.5 You can’t capture the discussion
There is no greater proof of PowerPoint’s shortcomings than the fact that people take pictures of
whiteboards during or at the end of almost every meeting. Then they email the photos to those
listening on the phone or to attendees after the meeting. Photos people can’t read and lose a lot of
time trying to recreate in – you guessed it – PowerPoint.

7. 7
You Turn It On… They Tune Out.Overcoming PowerPoint Fatigue
Challenge Solution
1. You turn it on – They tune you out
2. It’s a monologue – not a dialogue
3. It’s about you – not your customer
4. It’s static – not interactive
5. You can’t capture the discussion
Don’t use PowerPoint in Sales meetings. Engage your audience
in a dynamic guided conversation or whiteboard. It’s a proven
method to increase lead conversion and reduce sales cycles.
Use discovery questions to guide the conversation and deliver
the right value messaging, insights, resources and justification
for each situation.
Address your prospects challenges, clearly identifying where you
can address their needs or pain, and clearly demonstrate how
you bring value.
Get the customer actively involved. Today’s new sales tools let
you personalize the messages, insights, resources and
justification to match buyer profile and challenges and guide
each selling situation. Use interactive surveys, assessments and
calculators to help to engage each customer. Finally, dynamic
whiteboarding lets you capture ideas and collaborate.
Stop taking pictures of the whiteboards. Use a guided
conversation or interactive whiteboarding solution that lets you
capture, share and save the visual conversation in real time.

8. 8
You Turn It On… They Tune Out.Additional Resources
Frugalnomics Survival Guide
http://FrugalnomicsSurvivalGuide.com
Sales Has Lost Its Mojo
http://blogs.gartner.com/tiffani-bova/2013/09/09/
The ROI of Whiteboarding
http://zamurai.com/news/2013/10/

9. 9
About Zamurai
Zamurai is building the mobile-first real time visual collaboration solution for today's business letting professionals capture and share
their ideas and conversations on any device – phone, tablet, or desktop. Founded in 2013, today the Zamurai Mobile Whiteboard is
available exclusively on the Apple® App Store℠, where it has been featured as a Best New Productivity App. Zamurai’s mission is to
enable businesses to capture ideas and discussions so they can be accessed anywhere, anytime.
For more information, visit zamurai.com.
Thank You!
About Alinean
Alinean empowers B2B vendors to better connect, engage and sell to today’s economic-focused buyer via the development and
delivery of interactive value marketing and selling tools. Alinean-powered value storytelling, financial justification and ROI / TCO
tools create more compelling value-based conversations and proposals — generating more demand, challenging the ―do-nothing‖
buyer into action, accelerating sales cycles, increasing deal size and improving competitive win rates.
Leading B2B firms leveraging Alinean tools include: HP, IBM, Microsoft, Dell, Intel, OfficeMax, IDC/IDG, AT&T, BMC Software, ADP
and SolidWorks.
For more information visit www.alinean.com