Driving Revenue Growth with Visual Conversations
Vision is your most dominant sense and a very powerful tool in effective communications. Studies demonstrate that when presented with information that is solely aural, you recall a mere 10% of the content 3 days later. However, simply adding a visual image, you can increase that retention rate to a significant 65%. In sales and marketing, you are challenged to break through the noise and ignite buying decisions. From the research, adding visuals could make your communications more memorable and impactful. However, all visual communications are not created equal – as you know by sitting through your fair share of “Death by PowerPoint” presentations. In this dynamic interview, Michael Parker, CEO of mobile whiteboard company Zamurai, and Tom Pisello CEO and Founder of value marketing and sales tool firm Alinean explore important research on ‘visual conversations”, present how you can leverage the right visuals to better connect, engage and sell, and demonstrate specific examples you can leverage today to improve your organization's sales and marketing effectiveness.
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Driving Revenue Growth with Visual Conversations
- 1. Driving Revenue Growth with Visual Conversations Thomas Pisello CEO & Founder tom@alinean.com @tpisello http://alinean.com Michael Parker CEO & Founder michael@zamurai.com @streetsenz http://zamurai.com Copyright © 2013 Alinean Inc. Zamurai Inc
- 2. What is the biggest sales challenge to 10% 60%
- 3. How Can You Best Communicate Val Memorable Engaging Justified 3 days later? 10% 65% Visual Storytelling Invited Back 33% - No visual selling 72% - Embraced program Introduced to Others 36% - No visual selling 58% - Embraced program 95% - Require ROI 65% - Need Help Mastering Technical Sales IDC 50% - Increased opportunity Purdue Univ.
- 4. How Does PowerPoint Help Address the C 1/3rd - fallen asleep 1 in 5 – rather go to dentist Sources: Inc, ThinkOutsideTheSlide. Most decks about company & prod74% read slides vs. having a conversation • An endless • Set of bullets • Read monotone • And sure to produce • Lots of ZZzzzzs
- 5. What other shortfalls does PowerPoint H Hours creating & customizing decks Linear vs. dynamic Doesn’t capture the conversation Customer Intelligence?
- 6. What about traditional Whiteboards? Value Quantification & Insights Role / Vertical Based? Leave Behind? Adoption ? Drawing Skills?
- 7. What if …. Guided Value Storytelling Insights + Financial Justification Dynamic Whiteboarding Usage + Customer Intelligen
- 8. IDC The ROI of Visual / value-focused s 50% increase in lead conversion rate 30% faster on-boarding time Up to 30% shorter sales cycle
- 9. Q&A Thomas Pisello CEO & Founder tom@alinean.com @tpisello http://alinean.com Michael Parker CEO & Founder michael@zamurai.com @streetsenz http://zamurai.com "TELL ME AND I WILL FORGET. SHOW ME AND I MAY REMEMBER. INVOLVE ME AND I WILL UNDERSTAND” Confucius, 450 BC
- 10. Explore Further Why PowerPoint Fails for Sales End Death by PowerPoint Try for Yourself - Download Free Versions!
Editor's Notes
- 90% of information sent to the brain is visual related … Living in a visual world.Studies demonstrate that when presented with information that is solely aural, you recall a mere 10% of the content 3 days later. However, simply adding a visual image, you can increase that retention rate to a significant 65%.65% learn visuallyAuditory = 30%PurdueIncorporating Visual Learning in the Classroomhttp://www.purduecal.edu/cie/fliers/Oct.8.2008.pdf People remember:80% of what they see, 20% of what they read, 10% of what they hearWords and images combined – 5x more powerful than words alone8 seconds: the average American’s attention span 9 seconds: the attention span of a goldfish13 milliseconds – recognize and understand visualsEngagementCortisolOxytocin