Tag Archives: company overview

5 Ways to Shake up Your Sales Presentation in 2018


Stand out from the crowd

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 most of them as well.  Why does this matter? Boring, forgettable presentations are unsuccessful presentations.  Why are today’s presentations so forgettable? In a day and age where we know so much about our prospects, from their interests and dislikes, to their challenges and goals, it seems surprising that most presentations are still so ineffective.  Part of the problem is that most salespeople today are still following a presentation structure that has been around since the seventies  (even though many of today’s prospects were not even alive in the seventies!)  This dated, ineffective structure includes too many elements that are unnecessary, Read More

Bad Presentation Advice…and What to do Instead (Part 1)


bad presentation advice

Part of what I do as a presentation coach often involves helping salespeople unlearn bad presentation advice they’ve adopted over the years.  Some of this advice is simply dated, handed down from a time when prospects relied on salespeople to provide them with all their information, or when attention spans were greater than that of a goldfish.  Some of it is advice rooted in good intentions but morphed over the years into more of an “old wives tale” than good advice. Bad advice is not only ineffective, but it can do real damage to a presenter’s credibility and cause audience tune out. Both of which can lower your chances of success.  I’ve compiled a list of  the top offenders I still hear being bandied about in sales and provide some alternatives for what to do instead. Bad Presentation Advice …and What to do Instead “Never turn your back on your 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

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