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