How Snack Size Presentations Keep Your Prospect Engaged

I love snack size foods.  They’re cute, they’re portable, and they create the illusion that I’m eating lighter.   I say “illusion,” because I usually end up eating more than the equivalent of a full-size portion – especially if it’s a candy bar! Snack size foods have exploded in the last

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Top 10 Sales Blog Posts of 2017

A drum roll please…From improving closing rates to greater confidence and presence in your presentations, here are the Top 10 Sales Blog Posts of 2017.

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Trial Lawyers Share their Secrets to a Successful Presentation

Imagine being wrongly accused of a crime and having to present your case to a jury.  You’d want to use every possible advantage to win them over, right?  When the stakes are high, good trial lawyers know a few secrets to a successful presentation – how to quickly establish credibility,

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Effective Presentation Strategies for 4 Buyer Styles

If you deliver your presentation the same way to each of your customers, you are leaving money on the table. Think back to your last three customers.  One may have been talkative and forthcoming, while the other was quiet and guarded.  Perhaps one of your customers lit up when you

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Flip your Demo – Improve Your Win Rate

 How long before you get to the “big reveal” in a customer demo?  10 minutes…20 minutes…an hour? Turns out, that’s too late! If you’re not starting with the end result in those critical first few minutes of your demo, it may be costing you the deal.  In other words, you

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Developing Your Executive Presence (When you Don’t Wear Black Turtlenecks)

Steve Jobs raised the bar on public speaking and executive presence for all of us. Even acclaimed Irish actor Michael Fassbender felt unequal to the task of portraying the legend in the film, Steve Jobs, telling his driver on the way to rehearsals: "You should slam it. It should cause

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Emotional Intelligence in Sales, Empathy and the Actor’s Magic “If”

“I’m curious about other people. That’s the essence of my acting. I’m interested in what it would be like to be you.” ~ Meryl Streep How did Meryl Streep play real people like Florence Foster Jenkins and Margaret Thatcher with such depth and authenticity? How did Daniel Day Lewis give

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{Video} It takes a compelling presentation to win business today

Why your presentation must be compelling If your prospect had a remote, would he be tempted to change the channel on your presentation or demo?  That’s a tough question to ask yourself, but given the number of choices today’s buyers have and the demands on their attention, you need to

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5 Ways to Get Greater ROI out of your Sales Kickoff

What does your team remember from last year’s Sales Kickoff? The theme?  The awards ceremony?  That awkward moment when the VP of Marketing tripped walking toward the podium? What about all those great new selling tactics your sales team was introduced to?  How many of those are actually being used

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What’s Your Sales X Factor? 5 Questions to Find Out!

Yes, it’s the name of a popular television show, but it’s also an extremely important quality that salespeople need to have in today’s competitive marketplace. X Factor, def: “A variable in a given situation that could have the most significant impact on the outcome.” What is the Sales X Factor?

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