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Why do sales departments fight presentation automation? Over the years, I’ve spent a lot of time talking to asset management marketers about pitchbooks. The typical sentiment is that these sales tools are a pain to update and manage. Also, they are a point of contention between the marketing and sales teams. Marketers spend a lot of time keeping their slide library up-to-date and organized. But often times, these beautiful and compliant pitch materials become compromised once they get into the hands of the sales force. “It’s total piracy!” said one Product Management Executive we spoke to.

It’s true though. Salespeople are notorious for going rogue. They like customizing their own decks or using old versions saved on their desktop without thinking twice about branding or compliance. (more…)