From the category archives:

Presenting

Grab Their Interest Early and Don’t Let Go

June 3, 2009

Have you ever been on the receiving end of a sales presentation that made you wish you were almost anywhere else?
In the business-to-business software industry where I work, we’re guilty of heinous neglect of basic communication principles.
What’s so bad about our presentations? Nothing — if you don’t mind excessive length, jam-packed PowerPoint slides, lack of [...]

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Stop Creating PowerPoint ‘Slideuments!’

May 28, 2009

Steady. I feel a rant coming on…
Last week the sales team in my company was working on revising our core sales presentation.
That frustrating experience made me think of a little-known idea that I believe is one of the most important points both Cliff Atkinson and Garr Reynolds make in the books I mentioned [...]

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3 Solid Resources to Help You Make Better Presentations

May 26, 2009

This short article introduces three solid resources that can help you make dramatic improvements in your presentations.

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The Art of the Pitch: An Appreciation

May 22, 2009

Previous articles have focused on the importance of asking good questions in nearly every kind of selling.
One obvious exception came to mind as I idly watched QVC for a few minutes while I waited for my wife to get ready for an evening out.
As she pulled on her jacket and checked her purse for her [...]

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