I love snack size foods.  They’re cute, they’re portable, and they create the illusion that I’m eating lighter.   I say “illusion,” because I usually end up eating more than the equivalent of a full-size portion – especially if it’s a candy bar! Snack size foods have exploded in the last

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 I just sat through another deadly serious – and seriously boring – demo.  When I suggested some ways to make the demo more engaging for his audience, the SE bristled and replied, “I don’t believe in demotainment.” Demotainment, which Urban Dictionary defines as “the demonstration of a thing in an

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Got 5 minutes?  Find out 5 ways to avoid drowning your prospect in features in your presentation or demo by listening to this quick MP3 recording:How to Avoid Drowning your Prospect in Features - in less than 5 Minutes!Click on link below to listen to the recording:5 Ways to Avoid

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Part of my process before working with sales teams to help  improve the win rate of their sales calls or presentations, is to talk with sales managers about where they see room for improvement. I frequently hear comments like these: “Our salespeople know the product, they say all the right

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Mobile presentations on iPads and tablets are rapidly becoming the vehicle of choice for many salespeople.  And why not? They’re light-weight, fast, flexible, and they set a less formal tone for smaller or more casual presentations. Presenting with a tablet or iPad allows you to walk around, switch between apps, and

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With big dollars at stake and a significant investment of time and resources, it’s critical that you come across as a well-cast ensemble with consistent messaging, seamless interaction, and good chemistry during your team presentation. The way you interact together as a team gives your prospect an indication of what

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Longer buying cycles and increasingly complex sales are making it  rare that a sales presentation or demonstration ends in a signed contract. Often decision-makers don’t get together for days, weeks or even months to discuss your proposal. During that time, your prospect has seen additional vendors and had to contend

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Sneak Peek:  Advanced Presentation Technique from my new e-Book:  “Take Your Sales Presentation to the Next Level” Get all 10 tips FREE here! A common concern I hear from sales manager’s centers around the ability of their sales team to passionately or enthusiastically present their solution: “I don’t know what it

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The company overview is today’s business selfie.  It’s that slide (or series of slides) that seems to be in most salespeople’s decks that shows any or all of the following: a picture of your building (ho hum), the timeline of your company’s growth (blah, blah, blah), and the awards your

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While there is a wealth of information on how to put together a good PowerPoint deck for your sales presentation — right down to the number of words and size of font on each slide, little attention is given on how a presenter can interact with those PPT slides in order to ensure his

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