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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I confess:  I haven’t always done discovery before a sales presentation.  Even when I was working at The National Enquirer many years ago where their tag line was “Enquiring minds want to know!” Like many salespeople, I was often running fast trying to make quota. And on those occasions where a

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Part 2 of my series on best practices for giving a  sales presentation on a tablet or iPad. Delivering your sales presentation on a tablet or iPad can be an engaging way to grab your prospect’s attention and showcase your work or your products in a fresh, and engaging way. 

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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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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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Bad news: Your attempts to engage your virtual audience by chatting or polling or drawing on the screen won’t make much of a difference UNLESS, you change this one thing in your web presentation or demo. Ready? Here it is: Adjust Your Style What do I mean by this? You

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