Blog

## 1. Outbound Emails

The process (or art) of personalising cold outreach emails is perhaps the most commonly discussed part of sales personalization. Effective sales reps and business development reps are expert at researching their prospect and writing subject lines and email copy that get attention with relevant messages. This step is key to begin to fill your pipeline. The more you can demonstrate to your prospect that can solve a problem they care about, the more likely they are to take that initial meeting.

__The solution:__ It starts tools like LinkedIn Sales Navigator and [Lusha](https://www.lusha.com/).

## 2. Marketing Pages
[Gartner research](https://www.gartner.co.uk/en/sales/insights/b2b-buying-journey) suggests that buyers spend only 17% of the time in a sales cycle actually speaking with a potential vendor. This means there is a lot of independent research happening in parallel (and even before that first meeting with a vendor). Ideally, your prospects would be finding landing pages and solution detail pages that are tailored for their industry, and the specific role of the buyer. The goal is to make it as simple as possible for the buyer to understand how your solution can be mapped to their business problems.

__The solution:__ First ensure you have content for different industries and buyer personas on your site, then take it a step further with tools like [Demandbase](https://www.demandbase.com/) to do account-based marketing and [Unbounce](https://unbounce.com/) for landing page personalisation.

## 3. Pitch
Nearly all software companies are guilty of the same thing: they have an annual sales kickoff and "launch" the latest messaging - a deck of 15-20 slides that all sales people must be "certified" to deliver. And are expected to deliver "as-is". Companies do this because they want a consistent pitch, but it comes at the cost of trying to deliver a one-size-fits-all message to the market. Nothing can turn off a potential buyer faster than feeling like they are getting a generic pitch.

__The solution:__ use [Deckbuildr.io](https://deckbuildr.io/) to set up a pitch template you can fill with different product offerings, use cases, reference stories, then generate a unique deck in seconds.

## 4. Demo
[As we've written before](https://deckbuildr.io/blog/common-pitfalls-software-demos/), a lack of personalization is a common Achilles' heal for software demos. After all, if you aren't going to personalize your demo, you might as well be sending out pre-recorded videos. A good demo is the bridge from your prospect's current state to the promised land that your solution can deliver. Without personalization, it's harder to understand that journey and be convinced that your solution has what it takes.

__The solution:__ check out the great courses from [Pre-Sales Academy](https://www.presalesacademy.com/), [Demo2Win!](https://2winglobal.com/) and [Great Demo!](https://greatdemo.com/) that cover how to conduct effective discovery and deliver a tailored, highly-relevant demo.

## 5. Case Studies
Every salesperson has heard (and dreaded) the question: "Who else have you worked with in my industry?" References and case studies are the ultimate proof-point that your solution can deliver as promised. Unfortunately, sending over an ecom customer story to a manufacturing company probably won't cut it and will send signals that you don't understand their business (or just don't care). The closer your case-study can match the business and use cases of your prospect, the better.

__The solution:__ Get on top of your reference customers by whatever means necessary - this could a spreadsheet, or a dedicated software tool like [Reference Edge](https://www.point-of-reference.com/solutions/referenceedge/). Once you've collected your customer stories, [use Deckbuildr to inject them into your regular pitch](https://deckbuildr.io/).

## 6. ROI Analysis
Call it what you want - value consulting, value engineering, business case analysis or ROI analysis - it's becoming a must have for larger enterprise SaaS deals. Some companies have templated, self-serve ROI models to help would-be buyers come to terms with payback periods and risk vs reward tradeoffs, but the companies winning this game take it to the next level with dedicated white-glove service. By guiding your prospect though a tailored ROI analysis, you leave little doubt that the software will result in favourable business outcomes and make it easier to get that budget unlocked by the CFO.

__The solution:__ With [some surveys reporting that more than half of SaaS sales orgs now use dedicated value engineering teams](https://salestechstar.com/b2b-technology/survey-b2b-saas-execs-bullish-on-sales-methodologies-see-value-engineering-as-game-changingsurvey-b2b-saas-execs-bullish-on-sales-methodologies-see-value-engineering-as-game-changing/), there is little alternative to building one out yourself. It starts with talking to existing customers to understand how they have made these business cases internally. Look for consistent elements that can be forecast rather than measured retroactively. Numbers are your friend, the more evidence of favourable business outcomes you can point to, the more water-tight your ROI analysis deliverables will be.

[Join the conversation on this topic on LinkedIn.](https://www.linkedin.com/pulse/6-opportunities-b2b-sales-personalisation-deckbuildr-io/?published=t)

6 Opportunities for B2B Sales Personalisation

When you see a bad demo, you notice it right away. When you see a good demo, however, you probably walk away thinking about the product, not the demo. But it can be hard to put a finger on what separates the good from the bad.
Here are three all-too-common practices that leave your potential customers bored, confused and frustrated.

## 1. Lack of Personalisation
According to [McKinsey](https://blog.marketo.com/2017/10/personalization-scale-win-engagement-economy.html), 70% of buying experiences are based on how customers feel they’re being understood. So why are you still giving your prospects the same pitch and the same demo?
It starts well before the demo with effective discovery. Can you uncover your prospects' pain points? Can you identity the link between these pain points and the business value they represent? And what does solving these pains mean for your champion? With this information in hand, you're in a much better place to customize your pitch and demo to things the prospect cares about.

## 2. Teaching
Sales Engineers are often good at explaining things, which results in the second common pitfall: teaching. This trap is easy to fall into when you start walking a prospect though step-by-step instructions in too much detail, and not enough of the value behind what you are showing. If you catch yourself narrating every mouse click or going field-by-field through a menu, there's a good chance you are teaching, not demoing. How to break this habit? Ask yourself (silently, of course) "So what?". Everything you show in a demo should have a business impact.

## 3. Overselling
The job of a software demo is to show that a solution can solve the business needs of the prospect, not to convince them this is the best software product in existence. If you show a bunch of features that your prospect doesn't need, regardless of how impressive they are, your prospect will start seeing dollar signs and feel that the platform is probably too expensive, complex or sophisticated for them. Sometimes, they will start asking for discounts before they've even seen a price, stating something like "we don't need all that functionality". Keep it simple.

Software demos are a powerful selling tools, but make sure to keep them personalised and to the point, and don't get carried away.

[Join the conversation on this topic on LinkedIn.](https://www.linkedin.com/pulse/3-common-pitfalls-software-demos-deckbuildr-io/)

3 Common Pitfalls of Software Demos

Privacy Policy

Version 1.0.2 - February 27th, 2022

1. Added a button to the success page share the link to a generated deck via email
2. Redesigned the template editing flow into 3 clear steps: sections, dynamic content and dynamic logos. 
3. Added support for dynamic logos to easily insert customer logos into any deck. 

Version 1.0.1 - November 19th, 2021

1. New UI for template editing page that creates a logical series of steps for template creation. 
2. Added a button to copy Smart Tag strings for easy addition to a source deck.

Version 1.0 - October 7th, 2021

1. Deckbuildr now automatically handles changes to the deck that are made in Google Drive and updates the template accordingly (including addtion/removal of slides and changing slide order). The template deck is no longer locked when added to Deckbuildr.
2. Deckbuildr now has a Profile page where users can choose own name. 
3. A new Notification center alerts users of important information.  

Version 0.8.2 (BETA) - August 18th, 2021

1. Added links to support content helping users undstand how to use sections and Smart Fields. 

Version 0.8.1 (BETA) - August 13th, 2021

1. The template editing page now includes a card showing the name of the source deck as well as a link to edit that deck directly in Google Drive. 

Version 0.8 (BETA) - August 6th, 2021

1. After a login attempt, Deckbuildr now checks if the user has granted all required access to their Google Account. If not, the user is redirected to provide additional consent. This fixes a number of errors where users didn't provide sufficient access and Deckbuildr was unable to function properly.

Version 0.7 (BETA) - August 2nd, 2021

1. Smart Fields: add custom text to any deck at time of generation with simple tags. 
2. Improved deck generation: runs in the background so your deck will be generated even if you lose connection or navigate away.
3. Thumbnails: a deck thumbnail is now the first slide in your output deck, not just the first slide from the template.
4. New UI: homepage is now "Decks" - all your previously-generated decks, with a button to generate a new deck based on any template. "Templates" lists only the templates you own and can edit. 
5. New view for Picker: Folders are now displayed when selecting a deck from your Google Drive as a template
6. Privacy: Deckbuildr now requires one fewer scope of access to your Google Account (removes access to name, gender and preferred language, etc).
7. Numerous Bug fixes
8. Various UI polish for clarity, consistency and ease of use

Version 0.5 (BETA) - July 23rd, 2021

1. Documentation of use of Google Account Data
2. Higher resolution graphics in places
3. Ability to submit bug reports

Version 0.1 (BETA) - July 13th, 2021

1. First beta version of Deckbuildr


Changelog

Personalizing your template deck is key to delivering a great pitch. Often, this means adding your customer's logo your deck. 

In Deckbuildr, Dynamic Logos let you add placeholders to your template deck that will then be automatically replaced with your customer's logo every time you generate a deck. 

To get started with Dynamic Content, open your template deck in Google Drive and add a shape (from the Insert > Shape menu) to a slide. Any shape will work. Next, add the text [logo] to the shape. Finally, remove the border from the shape (set to transparent) for the best appearance after the logo is inserted. Note: Deckbuildr will scan your entire deck for these tags, not just the first slide, so feel free to add logos anywhere. Also, the size of the shape you insert is what defines the logo size. 

For example, your title slide might look like this: 
![dynamic logo](//images.ctfassets.net/3nb1u3h3gr6b/RNykcPRABEgQxjPGzUDPM/e7ca17bfc3cc2e60520abbd7ed35f083/Screenshot_2022-02-26_at_22.41.30.png)

Next, in Deckbuildr, when editing a Template open the "Dynamic Logo" tab then turn on the "Enable Dynamic Logo" toggle. 

When users of this template are generating a pitch deck, they'll be prompted to enter the customer name, and the logo will be automatically retrieved and added to the deck wherever the placeholder shape is found.

![Screenshot 2022-02-26 at 22.43.19](//images.ctfassets.net/3nb1u3h3gr6b/3cUhzSRJBAepKUze9EClcr/aaf294852c206fe49b9cfa2b4f009a58/Screenshot_2022-02-26_at_22.43.19.png)


What are Dynamic Logos?

Personalizing your template deck is key to delivering a great pitch. Often, this means adding content like the customer name and your name to your deck. 

In Deckbuildr, Dynamic Content lets you add placeholders to your template deck that can then be automatically replaced every time you generate a deck. 

For example, you might replace the text: 
  *__customer_name__* 
with 
  *__ABC Inc.__* 
and 
  __*salesperson_name*__ 
with 
  *__Robert Smith__*. 

To get started with Dynamic Content, open your template deck in Google Drive and add placeholder text tags wherever you need it (Deckbuildr will scan your entire deck for these tags, not just the first slide). You can choose whatever you want as a placeholder, but make sure it wont appear accidentally elsewhere (so __*customer_name*__ is probably better than __*Customer*__).

For example, your title slide might look like this: 

![smart field 1](//images.contentful.com/3nb1u3h3gr6b/Um3Qj9BKfbU3gNB8kNfbs/c4ac4a4238733ad9b51f363c232ea5bc/Screenshot_2021-08-18_at_11.47.07.png)

Next, in Deckbuildr, when editing a Template open the "Dynamic Content" tab then "Add Dynamic Content", set a __*Field Name*__ (how users of this template will be prompted to customize the deck) and *__Text Tag to Replace__* (the text you just added to your template deck. It might look like this: 

![dynamic Content](//images.ctfassets.net/3nb1u3h3gr6b/6xSj8dmGbAfRFVwSj1BLz9/c1608a72acf2710e7690961c12088d3b/Screenshot_2022-02-25_at_14.42.45.png)

When users of this template are generating a pitch deck, they'll be prompted to enter their name and customer name, and the text tags will be automatically replaced:

![smart field3](//images.contentful.com/3nb1u3h3gr6b/1oWBJBDQBBJHJymg20byXY/1c1b90b2c1495d3f7ccd7f837286e5c2/Screenshot_2021-08-18_at_11.50.59.png)


What is Dynamic Content?

Leave us your email address and we'll send you a link so you can try out Deckbuildr when next at your desktop. 

This will NOT be used for marketing purposes.

Remind me about Deckbuildr

Sign up for a free account to start creating decks in minutes

Get Started Now

Deckbuildr offers plans for different team sizes. Get started with our free plan, or learn more about advanced features for rolling out Deckbuildr for your whole team.

Learn more about plans and pricing

Still not sure if Deckbuildr is for you? We're happy to chat or give you a custom demo. 

Talk to us

What's next?

Thanks for checking out Deckbuildr

Deckbuildr is the fastest and easiest way to personalize a pitch deck for each sales meeting. 

Stop copy-pasting slides and start using Deckbuildr.


The perfect pitch deck. Ready in 30 seconds

Sales Personalization Made Easy

It's hard to overstate just how much efficiency and time Deckbuildr unlocks for Solution Engineering teams. Preparing slide presentations is super quick and easy, and leaves more time to focus on the customer, customise demos, and deliver value. 

Each of my customers and prospects gets a deck that’s tailored to them. And the beauty is, it’s taking me minutes to put the deck together.




Deckbuildr has been a huge time-saver for my team when creating presentations for sales meetings. It has streamlined onboarding, ensured that everyone has access to the latest sales messaging, and significantly reduced demo prep time.

Deckbuildr saves time for sales and success teams everywhere

Pick any slide deck from your Google Drive


Choose a source deck to use as your template

Each deck can have multiple sections for different topics or products you might include in a presentation, and smart content to automatically populate sales team names, customer logos, agendas and more.

Set up the sections and smart content

Anyone at your company can now generate a customized sales deck based on your template in just a couple clicks


Share the link to your template

How it Works

Stop copy-pasting slides and start using Deckbuildr

Try it now

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Save time with shared decks

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Enterprise

Find the plan that works for you and your team

Pricing Plans

Frequently Asked Questions

Plans

Typically, a template deck will have a lot of slides on all the topics that you might want to cover for a given customer meeting. 

Deckbuildr lets you split your template deck into *Sections*. A section can represent a topic, product, or service. To create a new section, just click the first slide in that section from the *Edit Template* page:

![No sections](//images.contentful.com/3nb1u3h3gr6b/7FhpjLDDVxEwiy1UDWI0Ng/7e4c877465ac94d143c44dca06fbc06f/Screenshot_2021-08-18_at_10.51.36.png)

Then give your template a name.

![Section name](//images.contentful.com/3nb1u3h3gr6b/4jhTpkn412n6iLH8sHMi6C/eba4ee410ed62e88fc07fd065fb2de2c/Screenshot_2021-08-18_at_10.52.37.png)

And now you can see your sections.

![2 sections](//images.contentful.com/3nb1u3h3gr6b/2phzDcuhcy2Ncd9PZYMf89/9a72a3e018985a54baf1d580f109a36b/Screenshot_2021-08-18_at_10.52.47.png)

When you or a colleague generate a new pitch deck using this template, you'll be prompted to choose which sections to include. 

![Build a deck](//images.contentful.com/3nb1u3h3gr6b/1W3VzKunmAVlt46KBqkpqC/ac39bede37aeb09aa67d4f588f7257f8/Screenshot_2021-08-18_at_10.55.09.png)

Now you can generate a deck with only relevant content in just a few clicks. 

See sections in action in a [1 minute video](https://www.youtube.com/watch?v=yPMxpRqDPHc).

What is a Section?

We get it, providing a new app access to your Google Account can be concerning. For that reason, we've put together some details on exactly what access to your Google Drive Deckbuildr requires, what data that includes, and how it is used.

Deckbuildr requests the minimum access to your Google Account needed to function. However, in some cases, Google groups together access to certain data under a single access request. For example, in order to request the ability to create a new presentation, Deckbuildr also has to request permission to delete a presentation, even if this isn't needed or used. 

And remember, you can always revoke Google Account access for Deckbuildr [here](https://myaccount.google.com/permissions). 

| Types of Data and Access Deckbuildr Requests      | Google OAuth 2.0 Scope | What this includes     | How Deckbuildr Uses this   |
| ---------- | ---------- | ---------- | ---------- |
| See your primary Google Account email address       | /auth/userinfo.email | The primary email address associated with your Google Account       | Deckbuildr uses your email address to notify you about product updates, and in the future, sharing functionality may use your email address.       |
| Associate you with your personal info on Google      | openid | Knowing who you are on Google and associating you with the personal info you have made public       | This is the basic access required to facilitate the 'login with Google' functionality.       |
| See, edit, create and delete all of your Google Slides presentations | /auth/presentations      | See and edit presentations, create new presentations, upload and download presentations, organise and delete presentations, see the names of people you share your presentations with, share and stop sharing your presentations with others.       | Deckbuildr needs access to your existing presentations to create templates, and needs the ability to create new presentations whenever you generate a deck. Deckbuildr does not read or store text or image contents of presentations except to create thumbnails for use in the UI. Deckbuildr will not delete your presentations. Presentations will only be shared or downloaded when you as a user directly use these features.       |
| See, edit, create and delete only the specific Google Drive files you use with this app    | /auth/drive.file   | See these files, upload and download these files, delete these files, see the names and emails of people you share these files with, share and stop sharing these files with others, organise these files.        | This access enables the Google Picker functionality, whereby you can select a presentation stored in your Google Drive from within the Deckbuildr interface. Deckbuildr then has access to this file, but does not read or store the names or emails of those this file is shared with, nor will it delete this file.      |
| Connect itself to your Google Drive | /auth/drive.install | Appear as an option in the "Open with ..." menu and appear as an option in the "New" menu. | Deckbuilder shortcuts will appear in your Google Drive menus to ease the creation of a new pitch deck or template. |

You can find details on each OAuth 2.0 scope [here](https://developers.google.com/identity/protocols/oauth2/scopes). 

For full details on how Deckbuildr collects and uses your data, and your rights, please visit our [privacy policy](https://deckbuildr.io/privacy-policy/).


How does Deckbuildr use my Google Account Login?

For questions or comments, please contact support@deckbuildr.io

### Launching Deckbuildr
![Screenshot 2021-07-05 at 14.04.55](//images.ctfassets.net/3nb1u3h3gr6b/2w7XBNn9o7xZaTAwMl7a1p/3cde840c55005802bd3069a70c1fe2eb/Screenshot_2021-07-05_at_14.04.55.png)
You can always find Deckbuildr at app.deckbuildr.io, or you can launch straight from your Google Drive. 

### Setting up a Template
 ![Setting up a Template](//images.ctfassets.net/3nb1u3h3gr6b/5xLQeN6qqXUyMmBwLkThVQ/7b29e51f8efdab42974e405e9098af12/Screenshot_2021-07-06_at_09.45.33.png)
1. Select "Add New Deck" from the main dashboard ("All Templates" tab).
2. Pick a Google Slides file from your Google Drive. Note that this template and source deck will be shared with anyone using Deckbuildr at the same G-Suite organization as you.
3. Set up your sections. Sections are used to easily include/exclude any content from your pitch deck when you generate. Click on any slide to start a new section from that slide.
4. Give each section a title. This will make it easy for your self and your colleagues to know which sections to include when building a deck.
5. Test out your deck with the Build button, bookmark the link, or share it with a colleague. This link is permanent for this deck. 

### Building a Deck
![Building a deck](//images.ctfassets.net/3nb1u3h3gr6b/563JZphXv3FECFXVfG5ir8/be9c7291bfad9f4876f651d267119f1b/Screenshot_2021-07-06_at_09.51.28.png)
Once your template is set up, you're ready to build a deck.

1. Pick your template from the main dashboard.
2. Select which sections to include in your deck. You can expand any section to get a preview.
3. Give your deck a title
4. Click "Build"

### Updating a Deck
If the source deck for a template is modified in Google Drive, DeckBuildr will notify the user the next time the template is used. The owner of the deck should log in to DeckBuildr and make sure the sections are still property set up.

### Why can't I see my colleague's Templates?
DeckBuildr uses your G-Suite / Google Workspace organization to determine who to share your templates with. If you signed in with a Gmail account, you'll only be able to use your own templates. 

### Slide Formats
Right now, DeckBuildr uses only the Google Slides presentation format as the template deck, and outputs your generated deck to your Google Drive in Slides format. You can download it from there as .pptx, .odp, or .pdf if needed. If you prefer to work with another tool or format, let us know!


Help and Support

Cookie Policy

For questions or comments, please contact support@deckbuildr.io

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* Ut eu nunc at diam fringilla fringilla eu ut massa.
* Phasellus ut enim non lorem venenatis rutrum.

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The Best Features of Your Services

This is an optional description for the call to action block.

This Is Call to Action Block!

Features

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name

email

subject

message

consent

Contact

**This is a paragraph**. Pellentesque habitant morbi *tristique senectus et netus et malesuada* fames ac turpis egestas. Vestibulum [tortor quam](https://www.google.com), feugiat vitae, ultricies eget, tempor sit amet, ante. Donec eu libero sit amet quam egestas semper. Aenean ultricies mi vitae est. Mauris placerat eleifend leo. Quisque sit <mark>amet est et sapien ullamcorper</mark> pharetra. Vestibulum erat wisi, condimentum sed, commodo vitae, ornare sit amet, wisi.

# This is an H1

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## This is an H2

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### This is an H3

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#### This is an H4

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## Quoting

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>&ldquo;Creativity is allowing yourself to make mistakes. Design is knowing which ones to keep.&rdquo;

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<hr />

## Unordered Lists

+ Donec non tortor in arcu mollis feugiat
+ Lorem ipsum dolor sit amet, consectetuer adipiscing elit
+ Donec id eros eget quam aliquam gravida
+ Vivamus convallis urna id felis
+ Nulla porta tempus sapien

## Ordered Lists

1. Donec non tortor in arcu mollis feugiat
2. Lorem ipsum dolor sit amet, consectetuer adipiscing elit
3. Donec id eros eget quam aliquam gravida
4. Vivamus convallis urna id felis
5. Nulla porta tempus sapien

## Code Blocks

Blocks of code are either fenced by lines with three back-ticks, or are indented with four spaces.

```

body {
  color:red;
}
```

## Tables

<table>
    <caption>Table with thead, tfoot, and tbody</caption>
  <thead>
    <tr>
      <th>Header content 1</th>
      <th>Header content 2</th>
    </tr>
  </thead>
  <tbody>
    <tr>
      <td>Body content 1</td>
      <td>Body content 2</td>
    </tr>
  </tbody>
  <tfoot>
    <tr>
      <td>Footer content 1</td>
      <td>Footer content 2</td>
    </tr>
  </tfoot>
</table>

The style guide provides you with a blueprint of default post and page styles. The style guide is also a great reference for suggested typographic treatment and styles for your content.

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