5 Audition Secrets for a Great First Impression in Sales

I try not to make snap judgments.  But I do.  And apparently so do a lot of other people.  Research studies have found that we make several major decisions about another person in those first few seconds.  Decisions like: Is this person trustworthy?  Successful?  Competent?   In sales, this can affect

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The Hollywood Secret to Winning Larger Deals

It can be disappointing to  receive a small part of a customer’s business when you are hoping for the lead role.  Winning larger deals gets a lot of focus in sales, but sometimes large deals are hidden in small packages. Savvy actors often parlay a small or one-time roll into a

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5 Stories Every Salesperson Should be Prepared to Tell

Stories are a powerful selling tool, but rarely is one story right for every situation or customer.  To be successful in a dynamic marketplace, there are 5 types of stories every salesperson should be prepared to tell in a pitch or presentation.  Here is a brief description, example and tips

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The Oscars Best and Worst Presentation Awards

Delivering an Oscar-worthy performance is one-thing, but what about an Oscar-worthy presentation? Each year I hand out (not literally) awards for the Oscars Best and Worst  Presentations in a variety of categories, along with some helpful tips for us less famous presenters.  Here are my top awards from this year’s

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Reduce Presentation Nerves and Self-Doubt with these Actor’s Backstage Tips

You finally get that presentation or meeting set with your dream account. You arrive at their office pumped up and ready to knock your presentation out of the park!  But of course you have to wait…and wait….And with each passing minute you can feel that positive energy slip into anxiety

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Quickly Gain Confidence with this Simple Acting Tip

Confidence in sales can be elusive. I hear a lot of advice a long the lines of “just be confident!” from sales coaches.  But I think most salespeople know that confidence is important in sales.  The question is – how do you gain confidence?  And if you’re not confident, does

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Could you present blind?  4 Lessons in preparation from Olympic champion, Michael Phelps

Many presenters share the actor’s nightmare of being in front of an audience and not knowing their lines.  I lived that nightmare early in my sales career. A Presenter’s nightmare As a new salesperson I was excited when I received a last-minute opportunity to present to an important prospect.  Although

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Why Salespeople are Ditching Your New Sales Presentation

Your marketing department just invested a lot of time and money creating a dazzling new presentation for the sales team.  So why, three months later, is no one using it?!  Here are just a few of the reasons I hear from salespeople: “There’s too much information in it.  It’s not

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5 ways to make a BIGGER IMPACT with customer success stories in your presentation

Customer success stories or testimonials can be one of your strongest selling tools. The right success story delivered at the right time can be more persuasive to a prospect than anything you, the salesperson, has to say.   A customer who has experienced a similar situation, challenge, or goal has much

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5 Ways to Shake up Your Sales Presentation in 2018

It’s 2018, and by rough count, I’ve sat through a thousand sales presentations.  Most of them have blurred together in my mind.  What stands out?  The exceptionally good ones…or the cringingly bad ones.  Your prospect may not have seen quite as many as me, but they likely struggle to recall

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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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