Category Archives: Presentation tips

Use The Big Short System to Simplify Complex Ideas and Pay-off in More Sales


Margot Robbie by Gage Skidmore

If you told me before I watched The Big Short that a champagne-drinking Margot Robbie in a bubble bath would help me better understand how subprime mortgage bonds worked, I would have called you crazy. And that wasn’t the only complex economic concept this fast-paced film sheds light on while still managing to entertain. Through the use of analogies, props, quotes and celebrity guest appearances, The Big Short provided a veritable fish stew (see Tip #1) of pop-culture and attention-generating devices capable of bringing life to some potentially mind-numbing subjects. “Economics is actually fascinating, it’s the language of power—but somehow we’ve been conditioned to treat it like it’s boring,” Director Adam McKay. The Big Short provides hope for salespeople who sell a product or solution typically treated as boring or complex, which, with the exception of driver-less cars and robots, is most products in my experience. Presentations and demos are Read More

Fallon’s 4 Fantastic Sales Tips


Jimmy Fallon - Fallon's 4 Fantastic Sales Tips

I love Jimmy Fallon’s monologue. It’s clever and topical. It’s short and interactive. It’s everything a sales monologue in a presentation is not. To be fair, delivering a monologue is exceptionally difficult — even for the pros. It’s always easier for performers to interact with another actor in a scene or for a television host to interview a guest, than to stand up and talk directly to an audience solo for four to five minutes. Too many salespeople approach their sales presentation as a series of long monologues to get through – without understanding what it takes to keep an audience’s attention during that time. How often in your personal life do you stop and allow someone to speak to you for five or ten minutes straight without some type of response or interaction? Unless you’re taking a class or being “told off”, probably not often. Yet, that’s exactly what Read More

Dump the Company Selfie… I Mean Overview


company selfie

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 company has won (I’m sorry, are you still talking to me?) One thing I’ll say about the company overview is that it is an equal opportunity slide: it is as boring for the salesperson to deliver as it is for the customer to receive.   The truth is that these particular slides are better suited for a brochure than a live presentation. In this day and age your prospect likely already knows–or has access to–much of what you think you need to tell them about your company. Sure, there are key points you want to highlight for your audience, and there’s Read More

A Sales Lesson from The Wolf of Wall Street: “Sell me this Pen!”


A Sales Lesson from The Wolf of Wall Street: "Sell me this Pen!"

Academy Award winner Leonardo Di Caprio stars in Scorsese’s excess-packed The Wolf of Wall Street  – joining a long line of films (Wall Street, Boiler Room, Glengarry Glen Ross) that cast the sales profession in it’s most negative light. While millions of honest people make their living in sales, they rarely make movies about them (with the happy exception of The Pursuit of Happyness.) While I can’t get back the three hours I spent sitting through this morally bankrupt film, I can pass on the one kernel of sales wisdom that almost made it worth the price of admission: Sell me this pen from The Wolf of Wall Street Let me set the scene: Leonardo DiCaprio plays convicted stockbroker, Jordan Belfort and early in his career he is trying to turn a group of inexperienced, undisciplined misfits into junk bond salesmen.  In order to show them how sales works, DiCaprio pulls out a pen Read More

Contact


Performance Sales and Training: Persuasive Presentation Skills to meet the challenges of today’s B2B Sales Environment