Most founders use the wrong deck type in 65% of meetings.
Sales teams waste 2.3 hours weekly updating pitch decks that should be sales decks. Investors receive sales presentations when they expect pitch decks.
The cost? Lost deals and confused audiences.
Sales decks and pitch decks serve different purposes. One closes deals. The other secures funding. Using the wrong format kills your message before you start speaking.
This guide breaks down the exact differences. You'll learn when to use each type, what slides to include, and which templates work best for your goals.
What is a pitch deck?
A pitch deck is a presentation designed to win buy-in from your target audience - whether that's investors, potential clients, or partners.
Average length: 10-20 slides. Viewing time varies: investors spend 3-4 minutes, potential clients 5-10 minutes.
Pitch decks sell a vision. For startups, it's the company's future. For agencies, it's transformation through partnership. For consultants, it's strategic expertise.
The format adapts to audience needs:
For investors
Focus on market size, traction, team credentials.
Goal: secure funding for growth.
For potential clients
Emphasize capabilities, past results, strategic approach.
Goal: win the contract or project.
For partners
Highlight mutual benefits, market opportunities, integration plans.
Goal: establish strategic alliance.
What is a sales deck?
A sales deck is a presentation designed to close deals with potential customers.
Average length: 15-25 slides. Decision makers spend 7-12 minutes reviewing before meetings.
Sales decks focus on customer value, not company vision. They demonstrate ROI, showcase similar client wins, and map implementation plans.
B2B buyers review 4-7 vendor presentations before deciding. Win rates average 23% without personalization, 47% with it.
Effective sales decks answer different questions than pitch decks. What's the ROI? How does implementation work? Who else uses this successfully?
Sales deck vs pitch deck: Key differences
Pitch deck sells vision. Sales deck sells product.
That's it. Everything else flows from this.
Audience
Pitch deck → Investors, new prospects, partners who don't know you exist
Sales deck → Qualified leads comparing you against competitors
Stage
Pitch deck → First meeting
Sales deck → Second meeting onward
Focus
Pitch deck → Why this problem matters
Sales deck → How our solution works
Length
Pitch deck → 10-15 slides
Sales deck → 20-30 slides
Customization
Pitch deck → 20% personalized
Sales deck → 80% personalized
Data shown
Pitch deck → Market size, growth rates
Sales deck → ROI calculations, implementation costs
Call to action
Pitch deck → "Let's meet again"
Sales deck → "Sign here"
The expensive mistake: using the wrong deck type.
Bring a pitch deck to a procurement meeting? Deal dies.
Bring a sales deck to a first meeting? Prospect ghosts.
One focuses on possibility. The other on practicality.
Choose wrong and waste everyone's time.
When to use a pitch deck vs sales deck
Pitch deck:
- First meetings
- Investor pitches
- Cold outreach
- Conferences
- When they don't know you
Sales deck:
- After discovery calls
- RFP responses
- Final presentations
- When budget confirmed
- When comparing vendors
Simple test: Do they know their problem?
No → pitch deck
Yes → sales deck
Gray area? Ask about timeline.
"Exploring options" → pitch deck
"Deciding this quarter" → sales deck
That's it.
Essential elements of pitch deck
Cover slide
Company name, tagline, presenter info.
One-line value prop that hooks instantly.
Problem
The expensive pain point. Back with data.
Make it hurt: "Companies lose $2M annually on X"
Solution
Your unique approach in one sentence.
Not features. Outcomes.
Market size
TAM → SAM → SOM.
Show path to $100M revenue.
Product
Screenshots or demo video.
How it actually works.
Business model
How you make money.
Price points. Unit economics.
Traction
Growth chart going up and right.
Users, revenue, or partnerships.
Competition
Your differentiation in a simple matrix.
You in the top right quadrant.
Team
Relevant backgrounds only.
Why you'll win.
Financials
3-year projection if for investors.
Current metrics if for clients.
Ask
Specific amount or action needed.
Clear use of funds or next steps.
Optional slides:
- Go-to-market strategy
- Product roadmap
- Advisory board
- Press mentions
10-15 slides total. No more.
Each slide answers one question. Remove everything else.
Essential elements of sales deck
Current situation
Their specific pain from discovery calls.
Cost of doing nothing: "$400K lost annually"
Solution overview
How you solve their exact problem.
One slide, clear visual.
Product demo
Screenshots of actual workflows.
Their use case, not generic features.
ROI breakdown
Hard numbers with timeline.
"Break even month 4, 287% ROI year 1"
Implementation plan
Week-by-week for first 90 days.
Who does what. Training included.
Customer success stories
2-3 similar companies.
Same industry, size, challenge.
Specific metrics achieved.
Your team
Account team they'll actually work with.
Customer success manager. Technical lead.
Pricing
Three options. Annual discount highlighted.
Payment terms. No hidden costs.
Security & compliance
Certifications they care about.
SOC 2, GDPR, integration specs.
Support structure
Response times. Escalation process.
What's included vs add-on.
Success metrics
How you'll measure results together.
QBR schedule. KPI dashboard access.
Contract terms
Length, renewal, exit clauses.
SLA guarantees.
Next steps
Signature by date.
Implementation kickoff date.
20-30 slides. Every slide sells.
No company history. No mission statements. Just proof you'll deliver results.
Deck templates from Ellty
Pick templates based on your goal. Fundraising needs different slides than closing deals.
Pitch deck templates
Investor pitch deck
The standard fundraising format. Problem, solution, market size, business model, ask.
Works for any startup raising $100K to $10M. Tech companies, consumer products, B2B services.
Multiple founders can edit simultaneously without version chaos.
VC pitch deck
Built specifically for tech startups talking to VCs.
Covers team credentials, market sizing, go-to-market strategy, funding proposal.
AI companies, SaaS platforms, hardware startups use this structure.
Startup pitch deck
Framework that turns skeptical investors into believers.
Mission statement, problem with data, solution with screenshots, TAM/SAM/SOM calculations.
Competitive analysis tables, revenue models, team credibility slides included.
Series B pitch deck
For startups with proven traction seeking growth capital.
Focus on metrics, expansion plans, unit economics at scale.
Shows path from current MRR to $100M+ revenue targets.
Consulting pitch deck
Positions expertise and past results for consulting engagements.
Client challenges, methodology, case studies, project scope sections.
Works for management consultants, IT consultants, strategy advisors.
Digital marketing agency
Multi-channel campaign proposals with performance focus.
Platform strategies, budget allocation, projected ROI by channel.
SEO, PPC, social media, content marketing integration shown clearly.
Advertising agency
Creative concepts meet business results.
Brand audit, campaign ideas, media mix, performance metrics.
Balances visual storytelling with data-driven outcomes.
Design agency
Portfolio showcase with strategic thinking.
Design process, past work samples, team expertise, project timeline.
UI/UX agencies, branding studios, creative shops use this format.
Event pitch deck
For pitching conferences, product launches, corporate events.
Venue details, audience demographics, sponsorship tiers, logistics.
Shows ROI for sponsors and expected attendance metrics.
Sales deck templates
Sales pitch
Core B2B sales structure that closes deals.
Problem identification, solution demo, pricing, social proof, next steps.
Works across industries when you need a proven framework.
Sales proposal
Formal proposals for enterprise deals.
Executive summary, detailed scope, implementation plan, SLA terms.
Multiple stakeholder buy-in through comprehensive coverage.
B2B sales deck
Built for SaaS and service companies.
Customer pain points, product capabilities, value props, case studies.
Real-time collaboration for sales teams updating deal-specific content.
Business proposal
Professional proposals for any business opportunity.
Company overview, proposed solution, timeline, investment required.
Clean layout focuses attention on your value delivery.
Partnership proposal
Strategic alliance and channel partner pitches.
Mutual benefits, market opportunity, integration plans, revenue sharing.
Shows how 1+1=3 through partnership synergies.
Sales report
Monthly and quarterly business reviews.
Pipeline analysis, win/loss data, forecast accuracy, team performance.
Turns CRM data into executive-ready insights.
Best practices
Small changes in deck structure and delivery create big differences in conversion rates.
Structure
One idea per slide
Multiple concepts confuse. Single focus persuades.
Headlines tell the story
"Our Solution" → "Cut invoice processing time by 73%"
Specific beats generic every time.
Visual hierarchy
Charts for trends. Tables for comparisons.
40% white space minimum.
Personalization
Generic decks convert at 23%. Personalized at 47%.
Use their logo. Mirror their brand colors. Include their industry data. Address specific pain points from discovery calls.
Track engagement with Ellty
Send decks with one click. See exactly what happens next.
Real-time alerts
Know when prospects open your deck.
Follow up within 2 hours: 41% response rate.
Engagement insights
- Time per slide shows interest levels
- Multiple views mean internal sharing
- Downloads signal serious evaluation
Smart follow-ups
Prospect spent 5 minutes on pricing? Discuss packages.
Skipped case studies? Send relevant examples.
Shared with team? Offer group demo.
Team collaboration
Edit together without version conflicts.
Comment on specific slides. Track all changes.
Password protect sensitive proposals. Set expiration dates for urgency.
Test what works
Track which versions win more deals:
- Problem-first vs solution-first opening
- Pricing early vs pricing late
- 12 slides vs 18 slides
Winners become your templates. Data beats guessing.
Make the right deck for the right moment
Sales decks and pitch decks serve different masters. One closes revenue. One raises capital.
Use the wrong format and you waste everyone's time. Investors don't want feature demos. Customers don't care about your TAM.
Pick the template matching your next meeting. Track engagement with Ellty's analytics. Follow up based on what prospects actually view.
Create your first trackable deck free. See why teams closing 40%+ of deals track every presentation.
