What My Sex and the City Audition taught me about Sales (and Winning Competitive Deals)

It never occurred to me how much an audition and a sales call had in common, until I auditioned for one of HBO’s first mega-hits, Sex and the City. As a single woman in New York, Sex and the City was required viewing. Your friends, your co-workers, your customers, everyone

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50 Ways to Blow a Great Presentation

So many ways to blow a great presentation or demo…and so little time.  You likely work hard to get the opportunity to present to a prospect, so why risk blowing it on one (or more) highly preventable mistakes? Here’s my Top 50 ways to blow a great presentation.  Check off

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Top 10 Sales Blogs for 2018

If your 2018 was as busy as mine, you may have missed the posts readers found most valuable, so I’ve compiled my Top 10 Sales Blog Posts of the year for you here. (Note:  The first post won “First Place for Top Sales Content” in Sales Pro Central’s 2018 MVP

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Pitch Perfect: 25 Tips for Pitching over the Phone

I work with several inside sales teams who deliver their pitch strictly over the phone.  While not a formal presentation,  discussing your product, idea or service over the phone still requires the same thoughtful planning, preparation and execution. There are some additional challenges sellers face when pitching over the phone

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The One Question You Must Ask Yourself Before Your Presentation

Good salespeople ask themselves what they want their prospect to do at the end of their presentation. In other words, what’s the next step to move this sale forward?  That could be a signed contract, a meeting, or a recommendation. But great salespeople ask themselves another powerful question that is

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Deadpool Shows you How to be a Superhero in your Presentation

Set aside the violence, the snarky humor and the profanity in Deadpool 2, and look for this surprisingly compelling technique Deadpool uses to connect with the movie-going audience.  Those comments the superhero directs straight to you – and not the other actors – is an acting technique called “Breaking the

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Video Tip: 4 Audition Secrets for a Memorable First Impression

First Impressions Matter in Sales...and Acting People make several major decisions about another person in the first few seconds.  Decisions like: Is this person trustworthy?  Successful?  Competent?  So how do you make sure your first impression with your prospect or audience is helping you – and not hurting you? Casting

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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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