Tom Hanks, Credibility and Sales

Describe a film as a “Tom Hanks movie” and everyone knows what to expect:  A highly likable, regular guy who gets caught in extraordinary circumstances but rises to the top due to his true good character. It’s this credibility that has landed Tom Hanks at the top of the list

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Bad Presentation Advice…and What to do Instead (Part 1)

Part of what I do as a presentation coach often involves helping salespeople unlearn bad presentation advice they’ve adopted over the years.  Some of this advice is simply dated, handed down from a time when prospects relied on salespeople to provide them with all their information, or when attention spans

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Gain Instant Credibility in Your Presentation or Demo with the Movie Critic Principle

Thousands of movie-goers rely on reviews from people they’ve never met to guide them before shelling out hard cash for a movie. We are willing to trust the opinion of a disinterested third-party, whether it’s a website like Flixter or Rotten Tomatoes, or a newspaper or magazine, because they, like

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