Beware the Sales Zombie: Lessons from The Walking Dead

For most movie audiences, it’s hard to distinguish one zombie from the next. While the on-screen zombies may exhibit varying degrees of decay or gore, the dead eyes and extended arms as they lumber towards their prey is replicated over and over.  Rarely does an individual zombie stand out or

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5 Sales Role-Play Tips for Success from the Theater

Sales Reps hate to role-play. But you knew that, right?  Done well, role-play can be an exceptionally powerful tool in helping sales reps master communication skills and navigate many  changes in products, customers, and competition they continually face.  Unfortunately, approaching it with a gallows-like resolve as most sales reps do,

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7 Presentation Myths – Busted! Get the Facts Before Your Presentation

A lot of advice on giving a presentation has been floating around since fax machines and uninformed buyers roamed the Earth.  Some of these presentation myths are urban legends, and some have simply reached their expiration date. Regardless of their source, these practices are capable of derailing your presentation, damaging

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A Wake-up Call for Presenters from The Ig Nobel Prize

Imagine being just two minutes into your presentation and someone in your audience announces, “Please stop, I’m bored.” Prize winners have 1 minute to present before being interrupted by an 8 year-old saying, “Please stop, I’m bored.” This is precisely what happens each year at the Ig Nobel’s ceremony at

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Presentation Power Tools: Time to break the PowerPoint habit?

This is part of my Presentation Power Tools Series.  Stay tuned as I I test drive some of the hottest new tools for creating and delivering powerful presentations and demos! Habits are tough to break.  Like a lot of salespeople, I’ve had a long, love/hate relationship with PowerPoint. Despite the

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Bad Presentation Advice…and What to do Instead (Part 1)

Part of what I do as a presentation coach often involves helping salespeople unlearn bad presentation advice they’ve adopted over the years.  Some of this advice is simply dated, handed down from a time when prospects relied on salespeople to provide them with all their information, or when attention spans

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The 2 Secret Sales Weapons You Already Have (and aren’t using!)

Question:  Two actors are auditioning for one role.  Both are equally qualified and both read from the same script. Yet only one actor wins the role while the other goes home empty handed. Why? Answer:  You may have answered something like:  “the winning actor brought personality to the role, he

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5 Minute Presentation Tips (Audio): How to Avoid Drowning your Prospect in Features

Got 5 minutes?  Find out 5 ways to avoid drowning your prospect in features in your presentation or demo by listening to this quick MP3 recording: How to Avoid Drowning your Prospect in Features - in less than 5 Minutes! Click on link below to listen to the recording: 5

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Audience Engagement: The Holy Grail of Sales Presentations

 It can feel like a “win” just to be able to get in front of busy decision-makers to present your product or solution today. But in sales, that’s just the beginning. In order to move prospects to take action, you need to do more than get an audience and talk

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Applying the KISS Principle to your presentation

There’s a disturbing trend among many presenters to pack in as much information as possible in to a presentation or demo, especially as solutions get more complex and face time with prospects more condensed. While it seems like you may be maximizing your allotted time, the effects of too much

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