How B2B Sales Decks Get Made

Typical path for a new B2B sales deck

CEO --> HEAD OF SALES --> MARKETING --> SALES TEAM

Optimal path a new B2B sales deck

MARKETING --> CEO --> HEAD OF SALES --> SALES LEADER --> SALES TEAM

WHY?

Great sales decks reinforce your brand positioning and messaging, not ignore them.

Questions to ponder:

• What process do you follow to launch a new sales deck?

• Do our sales materials align with our brand positioning and messaging? 

Frequently Asked Questions

What's the typical, less effective path for creating a new B2B sales deck?

CEO to Head of Sales to Marketing to Sales Team, a path where marketing gets brought in late, often just to polish something already largely built without their input.

What's the optimal path for creating a new B2B sales deck?

Marketing to CEO to Head of Sales to Sales Leader to Sales Team, starting with marketing rather than ending with them, ensuring positioning and messaging shape the deck from the beginning.

Why does involving marketing earlier in the process actually matter?

Because great sales decks reinforce brand positioning and messaging rather than ignore them. Starting with marketing ensures that reinforcement is built in from the start, not bolted on as an afterthought.

What happens when marketing is looped in late, as in the typical path?

The deck risks being built without alignment to existing brand positioning and messaging, since marketing's input comes only after most of the structure and content have already been decided.

What are the practical questions worth asking about a current sales deck process?

What process is actually followed to launch a new sales deck, and whether current sales materials genuinely align with brand positioning and messaging, or were built independently of it.