5 Tips for “First Serve” Presentation Delivery

When I asked a client why his colleague’s presentation had not gone well, he used a tennis analogy and said, “Basically, he started with his second serve and stayed there.”  Although what this colleague said was valuable, apparently his delivery lacked strength,...

When You Negotiate, Who Wins and Who Loses?

We have all seen Law & Order and read books or watched movies that clearly show us that, when lawyers negotiate, someone wins and someone loses. I recently realized this when talking with a friend of mine who is a lawyer – clearly, we define “negotiate”...

Are You Making These Mistakes in Your Sales Presentation?

Have you ever met a salesperson that’s well, too “sales-y”! They mean well, but they’re message just doesn’t resonate. What’s the mark of one of these old-fashioned types of salespeople? They employ platitudes and overused expressions rather than applying solid...

Is There Cheese Down That Tunnel?

Even with a team of rock star sellers, it can be very tricky to figure out the exact recipe for business development that works for your company. The world seems to offer every kind of business development program imaginable – direct mail, SEO, pay-per-click,...