Don’t Self-Destruct at Presentation End!

Do you do A or B type presentation endings? “So, uh, that’s, uh, it.  Um, what, uh, do you, um, think?” (Aaagh!  Disaster!) “If you agree, then, going forward, the next step is to schedule a meeting with the marketing people. When would you like to do that?”  Or,...

Take Off Your Rose Colored Glasses

So many firms have issues with sales forecasting in terms of ensuring it’s predictable and accurate. Forecasting accuracy can easily be managed, but it’s so important to determine the quality or reality of your sales pipeline. This is why you need to take off your...

Turn Performances Into Conversations

It is an occupational hazard to fall into a monologue during a presentation. The danger is that unengaged listeners rarely become buyers. Solution: “ABE” – Always Be Engaging. Here are three of at least ten ways to engage: Set engagement expectations...

Trust Trumps Technology

A sales executive at a leading marketing automation company surprised the heck out of me when I asked him about the advantages of technology for salespeople. After all, his company is a leading provider of technology to automate leads. But he spent more than 30...