Essay · 11 min read

The Greatest Sales Deck I've Ever Seen

Andy Raskin · Mission.org Free Beginner

The five part narrative structure (name the shift, name winners and losers, show the promised land, position capabilities as magic, prove it) that most modern B2B decks are downstream of. Concrete enough to rebuild your deck from in an afternoon.

• Zuora's deck follows five steps in order: name a big shift, show winners and losers, tease the promised land, frame features as magic gifts, then prove it.
• Never open with your product, your investors, your offices or your logos, open with the change in the world.
• Buyers suffer loss aversion, so a pitch that only promises gains loses to doing nothing.
• When marketing and execs repeat the same narrative, the rep gets air cover instead of pitching alone.