Build Hyper-Personalized Presentations Faster:
Recapping January's Guided Selling Learning Lab With Kimball Midwest
Sellers are expected to deliver highly personalized buyer experiences while moving faster than ever in today’s digital world. But most workflows haven’t evolved to support that reality.
Reps still spend hours:
- Hunting for the “right” slides
- Duplicating last quarter’s deck
- Editing content one-by-one
- Hoping everything is accurate, on-brand, and up to date
The result? Slower follow-up, inconsistent messaging, and avoidable errors—at the exact moment you need momentum.
In January’s DIGIDECK Guided Selling Learning Lab, we explored a better approach: Guided Selling—a form-driven workflow that automatically builds and personalizes presentations based on the answers received.
Our DIGIDECK host Jack Lawton was joined by Guided Selling power user Adam Kinney, Director of Key Accounts at Kimball Midwest, for a hands-on demonstration of how they use Guided Selling (which they refer to as the Presentation Builder) in their everyday workflow and the scalable impact it’s delivered.
What is Guided Selling?
Guided Selling (also referred to as Presentation Flows or Presentation Builder) is a custom, guided form built around your organization, your goals, and your specific use cases.
Instead of starting with a blank deck (or an old one), a seller answers a short series of questions and lets the platform do the heavy lifting.
Based on those form inputs, DIGIDECK can automatically:
SELECT THE RIGHT SLIDES
Including only what is relevant to any given audience based on their form inputs
ORDER THEM CORRECTLY
To match your specific sales motion
PERSONALIZE CONTENT
Including within individual slides and throughout the entire presentation
This goes beyond templates or “choose your own adventure” experiences. Guided Selling ensures that each presentation is tailored, accurate, and consistent without relying on manual slide selection or rep guesswork.
Why This Matters: Speed & Confidence
A major theme from the Learning Lab was momentum.
Selling today is more complex:
- Buyers arrive more informed
- More stakeholders are involved
- Cycles include more handoffs and more scrutiny
When presentation creation slows sellers down, deals stall. Worse, rushed decks can introduce mistakes that undermine credibility.
Guided Selling reduces that friction.
Instead of spending hours assembling and proofing a deck, sellers can create a polished, buyer-relevant presentation in minutes. So they can:
- Follow up while interest is high
- Keep conversations moving forward
- And spend time selling (not formatting)
For leaders and enablement teams, the upside compounds overtime: better brand control, faster onboarding, and fewer one-off decks that drift off-message.
The Real World Example: Kimball Midwest's "Presentation Builder" in Action
One of the most compelling parts of the session was seeing how Kimball Midwest operationalized Guided Selling for a complex, real sales workflow.
Rather than relying on sellers to remember every option, product configuration, or deliverable, their Guided Selling flow captures what matters upfront and then automatically produces a presentation that reflects those specifics.
Here are a few key takeaways from their approach:
1) Build Once, Reuse at Scale
Kimball Midwest didn’t “build more decks.” They built a repeatable process.
They created the guided flow once, aligned it to their selling motion, and connected it to a content hub they can maintain over time through the Master Deck Library. Now sellers generate a tailored deck by completing the form, without modifying the core content set.
Why it matters: you standardize the best way to tell your story, then scale it across the team without sacrificing customization.
2) Personalization With Precision
This isn’t just “pick slides A, B, C.”
Kimball Midwest’s workflow demonstrated how Guided Selling can dynamically personalize:
- Deal-specific language and positioning
- Numbers and calculations
- Visuals and deliverables
- Custom CAD rendering tied to the inputs
Each deck includes only what’s relevant to that buyer with no extra slides, no confusion, no “we’ll remove that later.”
Why it matters: buyers get a presentation that feels made for them, and sellers reduce the risk of promising the wrong thing or sending the wrong version.
3) Flexibility After Creation—With Guardrails
Even after a presentation is generated, sellers can still:
- Edit copy
- Reorder slides
- Adjust details
But those changes happen within guardrails that protect brand consistency and content governance.
Why it matters: you preserve the human element when it’s needed, while preventing decks from drifting off-brand or off-message.
4) Integrated, Not Isolated
Kimball Midwest also showcased a key principle: the best buyer experience happens when your workflow is connected.
Guided Selling can incorporate external tools (like DAM and CAD technology) and data so sellers can present tailored visuals, calculations, or models inside the deck—rather than as separate attachments.
Why it matters: fewer back-and-forth emails, fewer “see attached,” and a more immersive, coherent story for stakeholders.
The Business Impact
Guided Selling isn’t just a new way to build presentations, it’s a way to improve how teams sell.
It helps organizations:
- Create revenue momentum faster by reducing time-to-first-draft and time-to-follow-up
- Reduce errors and outdated content by centralizing the story and automating the assembly
- Deliver more relevant, buyer-specific experiences that keep stakeholders engaged
- Scale consistency across teams (new hires, distributed sellers, partner channels)
- Increase governance and control over how content is shared and updated
If you’re a current customer, this often shows up as stronger adoption and fewer “shadow decks.” If you’re evaluating DIGIDECK, it’s a clear path to personalization at speed, without adding enablement overhead.
How Any Business Can Apply Guided Selling
Guided Selling works anywhere experiences need to be repeatable but highly tailored. Some of the most common ways it is used include:
SALES PROPOSALS
recaps & RENEWALS
discovery meetings
sponsorship pitches
ticketing conversations
How to get started: pick one presentation type your team builds frequently.
Then define:
- Inputs that change from deal to deal (industry, buyer role, product line, use case, pricing tier, region, etc.)
- Rules for content selection (what should appear and what should never appear)
- Fields for personalization (names, metrics, deliverables, visuals, integrations)
Once those are mapped, the flow can generate a presentation that’s tailored and accurate every time.
The Takeaway
Guided Selling replaces manual slide assembly with a smarter workflow that delivers consistent personalization at scale.
It’s not just about building decks faster. It’s about giving sellers confidence, protecting brand standards, and creating experiences that resonate with modern buyers, meeting them where and how they want to be met.
Want to see Guided Selling in action? Sign up for a free consultation and we’ll show you how DIGIDECK can streamline your revenue workflow!
Want to see the full recording of our January Learning Lab? Access it below!
