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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This may offend some Toastmasters out there, but Toastmasters almost ruined my presentation.  And it could ruin yours too.  Now before you send the Grand Toastmaster after me, hear me out. I was a card-carrying member of Toastmasters for over a year and value much of that experience.  I joined

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It’s not easy to become a zombie.  Every year thousands of people audition for a chance to play a zombie on TV’s hit series, The Walking Dead.  Once they make it through the initial casting process they are enrolled in Zombie School (yes, it’s a real thing) where they will

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Repetition can be a very effective way to make sure your key ideas are heard and remembered by your prospect.  It’s often helpful to repeat benefits, competitive differentiators, even the customer’s questions or words.  So how can repetition possibly hurt you in sales? Human beings are quick to pick up

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I was excited to see one of my students present a powerful new software solution in a recent workshop.  Susan (not her real name) is a smart, professional salesperson who is passionate about what she does. She presented herself well, the presentation was well-organized and tailored to the needs of

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Here’s some news worth celebrating:  The number of presenters tediously reading every slide and bullet point to their audience appears to be on the decline.  But hold off on popping the champagne just yet.  The pendulum is swinging dangerously towards the other extreme – presenters are ignoring their slides altogether.

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You never know where good advice will come from! On a recent flight to Chicago I was seated next to a woman who was also on her way to speak at a conference.  When she found out that I teach presentation skills she shared that she used to be deathly

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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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So you’ve gotten your new deck, perhaps some talking points, or even a full script.  You may even have seen another team member deliver the pitch or presentation.  Now the challenge you’re facing is not quite the magnitude facing Hamlet, but it can feel quite daunting: To memorize…or not to

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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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