I was on a coaching call with a salesperson this morning. Below is the pitch transcribed just as it was delivered to me. Can you spot the problem? Salesperson:  “I understand that you currently have a very manual order process with a lot of errors and your reps are spending

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Why Sellers Can’t Stop Talking on Video Sales Salls

I once made a sandwich, responded to an email, and let the dog out – all while “watching” a virtual presentation.  I’m not proud.  And I’m not alone. InterCall, the world’s largest conference call company found that audiences are engaged in a number of activities while on conference calls.  For

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5 Tips for an Engaging Virtual Presentation

Thanks to the impeachment hearings, “pizzazz” has gotten a lot of media exposure lately.  Political analysts on one side claim the legal proceedings lacked the “pizzazz” necessary to hold the public’s attention.  The other side claims the facts speak for themselves, pizzazz completely unnecessary. I’m not going to weigh in

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Put Some Pizzazz in Your Presentation

For many of us, bringing a pet, a favorite toy or even person to school for show and tell was our earliest experience using a prop.  Why didn’t the teacher just have us tell a story?  Because teachers know that a verbal story alone is not enough to hold the

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The Power of Show and Tell:  3 Ways to use Props in your Sales Presentation or Pitch

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

Holy Hollywood Batman! We lost another film icon this week – the first Batman, Adam West.  It got me thinking about the lasting power of the movies.  Even today, busy executives who can’t sit still for a ten minute meeting will carve out the time to watch a two-hour plus

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3 Sales Tips from the Movies for Engaging Buyers