10 Quick Tips for a Winning Sales Presentation

What does it take to deliver a winning sales presentation today? Whether it’s breaking the mold like groundbreaking TV series Seinfeld or Lost, or using new tools to increase interaction, you have to think differently today to keep busy audiences engaged and interested.  Here are 10 quick tips to start

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Use The Big Short System to Simplify Complex Ideas and Pay-off in More Sales

If you told me before I watched The Big Short that a champagne-drinking Margot Robbie in a bubble bath would help me better understand how subprime mortgage bonds worked, I would have called you crazy. And that wasn’t the only complex economic concept this fast-paced film sheds light on while

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Reader’s Choice: Top 7 Blog Posts of 2015

The tribe has spoken!  From presentation winners and losers at the Oscars to how to make your presentation “sticky”, these are my 7 most popular blog posts from 2015, according to readers.  Did your favorite make the list? How to Break the Fourth Wall – and Keep Prospects on the

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Presentation Fatigue: 5 ways the struggle is real for your prospect and fatal for your sale

Unless your prospect just arrived from a distant planet, he will have seen more than his fair share of presentations – whether it’s company training, personal education, other vendors, Ted Talks, you name it.  As you read this thousands of presentations are being uploaded on Slideshare and a younger generation

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New Persuasion Techniques Borrowed from the Courtroom

Lawyers are always on the lookout for new techniques to help them persuade a judge or jury to side with their case. Not surprisingly they’ve found that the most effective techniques are 1) making a strong argument for your case and 2) being seen as a credible source. But recent

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5 Winning Strategies for the Marathon of Presentations (4+ hours)

Are you among the hearty group of elite presenters that spends anywhere from 4 hours to several days delivering a presentation or demonstrating a solution to prospects?  If so, you my friend are competing in the marathon of presentations – and my hat is off to you! Full day and

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Stop presenting like it’s 1999!

Hey kids, want to know what 1999 was like? Sit in on most sales presentations today and you’ll instantly be transported back in time. Boring company overviews. Long monologues. Forgettable messaging. The only difference between then and now are the disengaged prospects reaching for their smartphones. We don’t live in

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Leveraging the 93% advantage in your sales presentation

A well-crafted message is a critical component of your sales presentation, conversation, or demo, but in today’s competitive landscape, you can’t rely on your content to do all the heavy lifting. Consider this… Two actors are auditioning for the same part. Each actor fits the description sent out by the

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Fallon’s 4 Fantastic Sales Tips

I love Jimmy Fallon’s monologue. It’s clever and topical. It’s short and interactive. It’s everything a sales monologue in a presentation is not. To be fair, delivering a monologue is exceptionally difficult — even for the pros. It’s always easier for performers to interact with another actor in a scene

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Is your presentation built to persuade? The anatomy of a persuasive presentation

Presentations, like movies, television shows, and speeches typically follow a basic three-act structure invented by Aristotle: they have an opening, a body, and a conclusion. There are many variations on that structure and each serves a different purpose – whether it’s to entertain, inform, or inspire. As a salesperson it’s

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