Customer success stories or testimonials can be one of your strongest selling tools. The right success story delivered at the right time can be more persuasive to a prospect than anything you, the salesperson, has to say.   A customer who has experienced a similar situation, challenge, or goal has much

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Like the first scene of a movie, the opening of your presentation should grab your audience’s attention, set the stage – and let them know they are in the right theater! Unfortunately the typical sales presentation opens with a boring company overview that does nothing to distinguish you in a

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Many experts recommend opening your presentation or demo with a funny story, joke, quote, or prop. And why not? Humor can engage your audience, add welcome lightness to a heavy subject, and increase audience recall. Yup, humor can be a great opener….when it works.  And when it doesn’t? Few things

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There are many things that can derail your presentation. Some, like a faulty structure or poor delivery, require an investment of thought and time to change. The following however are surprisingly simple presentation hacks you can make right now to address three common problems occurring in sales presentations which can

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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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