Category Archives: Uncategorized

5 Ways to Get Greater ROI out of your Sales Kickoff


Sales Kickoff 2018 ROI

What does your team remember from last year’s Sales Kickoff? The theme?  The awards ceremony?  That awkward moment when the VP of Marketing tripped walking toward the podium? What about all those great new selling tactics your sales team was introduced to?  How many of those are actually being used 10 months later? Here’s a sobering fact you may have heard:  77% of what we learn within a week is forgotten. While the opportunity to bond and soak up company culture is important for a healthy sales organization, ultimately, you’re investing time and money in a Sales Kickoff with the goal of impacting the bottom line. You likely have speakers and breakout sessions lined up to arm your salespeople with new tools and tactics.  Which 23% would you like them to remember? If you want to get greater ROI out of your Sales Kickoff, you need to make sure your Read More

Unleash Your Sales Presence with the Actor’s 3 C’s


Robert Downey Jr.

Robert Downey Jr.s’ got it.  So does Emma Stone. Orlando Bloom?  Not so much.  What is “it?”  Presence.  If you’re alive and taking up space, you have presence, too.  It’s simply a matter of degree.  Do you have enough presence to command the attention of one, two or twenty people?  For how long?  Ten seconds?  Twenty minutes?  Two hours? Presence is not just an important quality for actors.  It is a critical component in sales where your success depends on engaging and motivating others.  So can sales be developed? It’s helpful to know what presence is.  Here’s a definition: The state or fact of being present (don’t you love it when the dictionary defines a word with the root of the word itself?) An impressive quality, personal appearance or bearing An invisible spirit felt to be nearby When the dictionary struggles to pin it down, you know it’s hard to Read More

Audio Tip: How to Make Your Presentation “Sticky” – So Buyers Can’t Forget You!

Long buying cycles and increasingly complex sales mean most of today’s presentation or demonstration ends don’t end in a signed contract.  But they do ensure the sales process moves forward – IF – the buyer can remember them!

 In this audio you’ll learn how to make sure that your message is remembered after you walk out the door – and not confused with that of your competition? You need to make  your presentation sticky.

How status effects your relationships with prospects


status in business

What comes to mind when you think of the word “status?”  Many people (myself included) tend to think of Facebook labels:  single, married, none of your business…  But status can also mean how we perceive ourselves in relation to others.  This often unconscious perception is proven to have a profound effect on the quality of our relationships, the way people respond to us and the amount of influence we are able to wield.  In other words, status effects your relationships with prospects and in turn,  whether you’re successful in sales. How status effects your relationships The way you feel about yourself in relation to a prospect is expressed both nonverbally and verbally.  Your posture, the way you move, the amount of eye contact you make – together these things convey status subconsciously to your prospect before you ever open your mouth. High status people stand up taller, their eye contact Read More

Top 10 Sales Blog Posts of 2016


Top 10 Sales Blog Posts

You voted with your mouse on what sales issues mattered to you this year, so in case you missed them or want to re-read, here are your favorite Top 10 Sales Blog Posts from 2016! P.S. Be sure and read to the end of this post for an opportunity to jump start your sales success in  2017. 10 Quick Tips for a Winning Sales Presentation:  You have to think differently today to keep busy audiences engaged.  Here are 10 quick tips to start you on your way! 2.  5 Must Know Tips for Presenting with your i-Pad or Tablet:  i-Pads and tablets came on the scene so quickly, most salespeople haven’t learned any best practices for using them in a presentation!  Fill that knowledge gap here. 3.  5 Reasons to Tell a Story in your Sales Presentation:  Stories can be very effective in sales if you tell them for the right Read More

3 Ways to Highlight Your Value Proposition in a Presentation or Demo


Standing out with a value proposition

You probably don’t consider what  you sell to be a commodity, but the truth is, if your prospect can’t clearly distinguish why he should pay more for your product or service than the competitor’s, you may as well be selling water or pork bellies. Most sales people recognize the need to have a tailored and specific value proposition in a presentation or demo given today’s competitive environment, however they often falter when it comes to delivering that value proposition, missing key opportunities to highlight and reinforce it. Many times the value proposition isn’t even mentioned until the closing, which is way too late (read this article and find out why). Value deserves special attention in several sections of your presentation. Following are 3 ways to highlight your value proposition in a presentation or demo: Your Opening: Your value proposition should make an early appearance in your presentation. It’s more important Read More

7 Tips in 5 minutes: Leveraging the Power of Storytelling in Sales (Recorded)


How to tell a great sales story

Got 5 minutes?  Find out the 7 tips you need to know to tell a compelling, purposeful story in your sales call or presentation by listening to this quick MP3 recording: How to leverage the power of Storytelling in Sales – in 5 Minutes! Click on link below to listen to the recording: 5 minutes to Storytelling Sales Success Sales Want to read more about leveraging the power of storytelling in sales? Click here

5 ways to avoid a feature dump in your presentation


Avoid a feature dump in your presentation

More is not always better. If you ever drank from a hose as a kid, then you have a good idea of what it feels like to be on the receiving end of many presentations or demos. Overwhelming prospects with a steady stream of information – or feature dump – happens more than it should. Here are some of the excuses I hear: My solution is too complex I don’t have as much time as I need The prospect wants to see everything I’ve just got this one shot…etc. etc. If your goal is to show all your capabilities and anything that might possibly be of interest to the prospect, then mission accomplished. Unfortunately, you will have sacrificed a much greater goal:  Clarity and relevance. While it may seem like good sense to cover all your bases, throwing too much at your prospect actually weakens your message. Even a short Read More

The Anatomy of a Boring Presentation


boring presentation

You’ve probably sat in a presentation that made you long for a fire drill or a burst pipe to release you from the tedium. A boring presentation can be the result of many factors: unimaginative or irrelevant content, poor execution or lack of preparation, but often the problem starts with structure. Most salespeople still follow a presentation structure that has been around since the seventies. And while we might smile nostalgically when we see someone sporting bell bottoms or tie dye, there’s nothing for your prospect to smile about when confronted with this tired old structure. I write a lot about how to create and deliver a presentation that engages and persuades today’s busy business audiences, so I thought it would be helpful to turn the tables, and look at the anatomy of a boring presentation through the eyes of a prospect. The  Elements of a Boring Presentation The Introduction Audience Read More

How to Create Urgency by Raising the Stakes in your Presentation


How to Create Urgency in your presentation

Why you Need to Create Urgency in your Presentation Longer sales cycles and busier prospects dealing with multiple and often conflicting priorities make the need to create urgency during your presentation, dare I say, “urgent?”  I am not of course referring to the manufactured “This is the last one we have left!” type of urgency.  I am talking about authentic urgency:  the desire to solve a problem that a customer has perhaps dismissed or put off because other issues are competing for his or her attention. Too many salespeople miss opportunities to create urgency within their presentation by glossing over or discounting challenges. Here’s an example from an actual presentation: Version 1:  Low Urgency  “As you mentioned, expanding your business into multiple states and navigating the many requirements associated with managing the Compliance, Tax and Employee Administration requirements within the various states where you’re doing business can be very difficult.  Read More

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