Why Pitch Decks Should be Created by Sales, Not Marketing

Share Button

Why Pitch Decks Should be Created by Sales, Not Marketing in FundFire and The Importance of Compliance Controls

This article, “Why Pitch Decks Should be Created by Sales, Not Marketing,” first appeared in Fundfire. It was written by Synthesis Director of Client Solutions, Katie Martz.


Recently, a salesperson told us about a deal where he went “rogue.” He got an opportunity to present to a major institutional client but didn’t have an up-to-date deck from marketing. So he cobbled together a deck using slides from previous presentations. He knew he was pushing the compliance boundaries, but he needed to land this deal.

His was the first presentation to the client, and he secured their agreement before leaving. As he walked out, three competitors sat in the lobby waiting for their turn to present. “If I had waited for marketing to send me an updated deck,” he said, “We would have lost that deal because the first sales guy to show them what they needed got the business.”

Sales-created pitch decks are marketing’s worst nightmare. Are they going to use the right slides? Will the deck be compliant? Will it be on-brand and consistent on every slide? It’s a common practice for marketing to be responsible for the presentation creation and distribution process. Marketing, in collaboration with compliance, places tight controls around customizing sales decks for clients and prospects. This ensures decks are accurate, compliance approved and on-brand. The problem is, they might not meet the deadlines placed on sales by both clients and competitors. The decks marketing creates are rarely developed for a specific client. So, it’s difficult for sales to be truly client-centric. Frankly, that can cost the organization substantially in lost deals.

Are you a Fundfire subscriber? Click here to read the full article.

If you don’t have a Fundfire subscription, click here to access the reprint.

Share Button
Here are some related resources that might interest you:
First Step in creating an effective pitchbook strategy by Synthesis Technology
From the Blog:
The First Step in Creating an Effective Pitch Book Strategy
From the Blog:
Pitchbook Problems? 3 Ways Technology Can Help
Obstacles salespeople face when trying to be customer-centric
From the Blog:
Obstacles Salespeople Face when Trying to be Customer-Centric

Katie Martz is the Client Solutions Director at Synthesis. She helps asset managers uncover ways to reduce costs and grow AUM through content automation and sales enablement strategies. Katie lives in the suburbs of NYC and when she's not working, Katie enjoys spending time with her son, cooking, sailing, and watching/playing sports.

Follow Us

What's Your Story?

We’d love to learn more about your situation and needs. To speak with one of our automation experts or see demos of our products, drop us a line using the form below or call us at 312-948-4949.

This exclusive report is available only to our subscribers. Please complete the form below to subscribe and receive a link to the file.
You may unsubscribe at any time