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Before the presentation

I've put together some steps that you may want to think about before the day of your presentation.  If your presentation is tomorrow, some of these may not help, but it could be helpful in the future none the less. The idea is to think about how the presentation fits into our over-all sales cycle.  Even if you are not selling ...

Benefits vs. Challenges

Before we roll out the PowerPoint and give our biggest, best and most heartfelt presentation let's take a step back. As selling professionals we are constantly expected to recite the benefits of our product/service to our prospects.  We are faster, better and less expensive than what they are currently using.  We realize that all prospects are not the same, so we ...

Tips for the presenting salesperson Part I: Know the room

We all remember from our school days and how the teacher would call on us to answer a question - We all got used to it but if we were unprepared it probably caused some anxiety (to say the least!).  Now as adults, and selling-presenters, are we letting the memory of that anxiety stop us from assertively engaging our audiences? Its ...

3 Key Traits of Great Entrepreneurial Hires

Just because someone was a star at a big company doesn't mean they'll shine for you. Here's what to look for. When it’s time to hire, many of us have the same instincts: Look for Fortune 500-level company experience combined with a prestigious ...

Your Presentation Boot Camp

To quickly get your presentations up to optimal fitness there are a few simple habits that I think are critical.  This is less about sales or presentation psychology and more about basic things we all can do to prepare for our meetings better.  Following is a short check-list of habits worth considering when planning that important presentation: Read and reduce – ...

Leave a good last impression

We always hear about the first impression – and how important it is to make a good one.  How often, in selling, do we think about “last impressions”? Probably not too much.  We focus on aggressively going after the best possible prospects  in our pipeline.  This is important of course, and we don't want to waste time with weak prospects, ...

The elevator pitch or how to bore a prospect to tears in 45 seconds:

You’ve heard it a million times before: Get your “elevator pitch” together and be ready to deliver it at a moment’s notice to anyone and everyone.  For those who don’t know; an elevator pitch (sometimes called a 30-second commercial) is a euphemism for a quick, efficient synopsis of what you sell and why it’s good. The idea that an elevator pitch ...

Who’s your Guru? on PowerPoint management, organization and compliance.

When it comes to managing your company's presentations there is most likely a key person who is tasked with creating, updating and sending-out PowerPoint decks and files for your sales team. We call this person the Presentation Guru. The Guru is clearly good at what they do;  They are a trusted, dependable part of your sales and presentation team. Not to mention, ...

Much To-Do about nothing

The To-Do list; Helpful tool or a "wish-list" that  never seems to fulfill its intent? It's certainly something everyone seems to champion but is it helping you or simply helping you procrastinate?  We would all like to think of a To-Do list as means of tracking and completing tasks, but all too often it can be a trap. The To-Do list ...

When are we actually “Cloud-based”?

We have all become accustomed to using the phrase "The Cloud" when talking about software or data storage that is not on our local drive, but is that all there is to it? When using the phrase”The Cloud” what exactly are we talking about? After all, when we are on the road or at home and "dial-in" to our office network ...

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