Creating a pitch based on a gut feeling of what a prospect is interested in is a common scenario in the world of sales. As the VP of Sponsorship Sales at Univision, Brett Ehrlich knew this was a broken process and sought to fix it with Prezi.
Because Prezi’s format allows users to layer information rather than line it up like slides, Brett was able to recreate his team’s pitch to include anything and everything that might be useful in any given meeting. “Prezi takes the guesswork out of the equation because you can include all the content you have, but pick and choose what you present,” he explained. That means we’re never going to be caught in a situation where we don’t have enough information.”
Brett also used the benefits of non-linear presenting to better tell the story of Univision and its mission. “Layering content in different stacks gives us the ability to build up into a story and tell it at the right pace for the customer,” he said. “We don’t have to worry about overwhelming or boring them.”
The best part? The learnings went both ways. In addition to the prospects getting the information they needed, reps were able to learn what their prospects cared about most. “We’re a sponsor for companies that represent so many different things,” explained Brett. “We often go into a meeting thinking the focus is going to be on one area of business, only to learn it’s on something completely different. And because we can present non-linearly, the switch in direction never trips us up.”
For Brett and his team, the benefits of Prezi didn’t stop when the pitch was over. With the analytics feature, he was able to gauge interest and decide how best to follow up. “With Prezi Analytics, you know how many minutes a prospect has spent with your content. You know who they’ve sent it to and you know how many people have viewed it. You share and then you learn. It’s instant gratification.”
Based on the information gleaned from analytics, Brett’s teammates were able to create customized followups that resonated far better than anything they tried before.
In the end, Brett got exactly what he was looking for: a way to be best prepared for a sales pitch no matter what, plus the flexibility to discover the right conversation and the data to continue it. “I think Prezi has really hit the nail on the head in terms of enterprise needs.”