# Make them remember the right number. Overlaid for Sales Engineers & AEs

Source: https://useoverlaid.app/for/sales-engineers

> Every pitch has one number that matters. Highlight the row, circle the ROI, and write the takeaway right beside it, in whatever spreadsheet or deck you're already showing.

## What people say before Overlaid

- The number that matters is... somewhere on this slide.
- If you look at row four... the highlighted... it's not highlighted.
- I'll send you the deck after.

## Scenarios

### Spotlight their row

A pipeline sheet has twenty rows and your prospect cares about one. Spotlight slides along it so there's no question which one you mean.

1. ⌃⌥C: Cycle to Spotlight.
2. Trace along the row as you talk through it.

### Show them they match a happy customer

Social proof lands harder when it's visual. Highlight the reference customer, highlight the prospect, and draw the line between them.

1. H: Highlighter across each row. It blends like a real marker, so the numbers stay readable.
2. A: Arrow between them.
3. T: Say it in four words.

### Colours that mean something

Blue for savings, green for cost, your brand colours for everything else. Number keys switch colours mid-sentence, so you never reach for a menu.

1. Set your five palette colours once in Settings.
2. 2: Number keys 1 to 5 switch colour while drawing.

## Suggested setup

- **Palette:** Brand colours. Your marks look like part of the deck.
- **Fade:** Off. Leave the key number circled while they ask questions.
- **Highlighter:** H. It blends like a real marker, so the numbers stay readable.
- **Cursor effect:** Spotlight. For the one slide that has to land.

## Questions

### Can I use it on the prospect's screen?

No. Overlaid draws on your own Mac's screen, so it works when you're the one sharing. For drawing on someone else's shared screen, Zoom and Teams have built-in annotation for viewers.

### Is it approved for company laptops?

That's up to your IT team, but there's not much to review: no account, no cloud, no network calls for drawing, and nothing is recorded or uploaded. The download is under 2 MB and the privacy policy is short.

### Can I buy licences for the whole team?

Each person buys their own one-time licence today. Email us if you're buying for a team and we'll sort it out.