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

If you’ve ever sat through a presentation and thought, “Why am I here?” you are not alone.  Most presentations fail to answer this most fundamental question until five, ten – even thirty minutes into the content. Presentations that do not quickly answer the question “Why?” are frustrating, confusing, and cause

A conversational presentation is a non-linear style of presenting in which you can move about in a more fluid way responding to prospect’s interests.  It’s a big – and often welcome – change from the old days of a sales person’s orderly and scripted descent through a slide deck. When

Questions are a sign of a healthy presentation. They typically indicate interest and create important opportunities to interact and gain insight into a prospect’s thinking.  Therefore, it’s not surprising that most salespeople have a knee-jerk reaction to answer every question on the spot. But does every question require – or

Using  iPads, tablets, or even smartphones to engage customers in conversations and presentations is a smart move today. In addition to giving salespeople the flexibility to be more responsive to customer’s interests and access information in real time, mobile presentations set a less formal tone and create more opportunities for

Picture this.   As a salesperson, you’ve been asked to give a presentation or demo to a qualified prospect. No easy feat in today’s competitive marketplace!  After high-fiving the rest of the team, what’s your plan? Start cutting and pasting from previous presentations. Review your prospect’s website and get the