Longer buying cycles and increasingly complex sales are making it  rare that a sales presentation or demonstration ends in a signed contract. Often decision-makers don’t get together for days, weeks or even months to discuss your proposal. During that time, your prospect has seen additional vendors and had to contend with new demands and challenges. How do you 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. In their book Made to Stick, Chip and Dan Heath introduced the concept of being “sticky” – having top-of-mind recall with your customer − and it’s, well, stuck. Applying some of the key principles of what makes an idea sticky to your presentation is a great way to ensure you are top-of-mind when buying decision are made. Following are some tips for increasing the “stickiness” of Read More