Many presenters share the actor’s nightmare of being in front of an audience and not knowing their lines.  I lived that nightmare early in my sales career. A Presenter’s nightmare As a new salesperson I was excited when I received a last-minute opportunity to present to an important prospect.  Although

Read More

Your marketing department just invested a lot of time and money creating a dazzling new presentation for the sales team.  So why, three months later, is no one using it?!  Here are just a few of the reasons I hear from salespeople: “There’s too much information in it.  It’s not

Read More

It’s 2018, and by rough count, I’ve sat through a thousand sales presentations.  Most of them have blurred together in my mind.  What stands out?  The exceptionally good ones…or the cringingly bad ones.  Your prospect may not have seen quite as many as me, but they likely struggle to recall

Read More

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

Read More

“I’m curious about other people. That’s the essence of my acting. I’m interested in what it would be like to be you.” ~ Meryl Streep How did Meryl Streep play real people like Florence Foster Jenkins and Margaret Thatcher with such depth and authenticity? How did Daniel Day Lewis give

Read More

Have you ever sat through a good movie, only to leave disappointed or confused by a bad ending?  Like a movie, a presentation can build up a lot of good will, only to tear it all down in those final few moments.  Some endings seem to go on forever, Lord

Read More

A lot of advice on giving a presentation has been floating around since fax machines and uninformed buyers roamed the Earth.  Some of these presentation myths are urban legends, and some have simply reached their expiration date. Regardless of their source, these practices are capable of derailing your presentation, damaging

Read More

You already know who won the Oscars for the announced categories, but do you know who won the award for Best…or Worst Presenter?  Or the Best “Addressing the Elephant in the Room?” If you look at The Oscars from a sales perspective, it’s a great collection of mini-presentations and monologues given

Read More

Presentations, like movies, television shows, and speeches typically follow a basic three-act structure invented by Aristotle: they have an opening, a body, and a conclusion. There are many variations on that structure and each serves a different purpose – whether it’s to entertain, inform, or inspire. As a salesperson it’s

Read More

Tired of fighting with a smartphone for your prospect’s attention during your sales presentation? Stop fighting and embrace it by using the power of real time polls to promote audience engagement and reinforce your message! The Power of Gamification Real-time polls come from the world of gamification — the use

Read More