Let’s call her Sheila. Like many in the financial services industry, she sells with the aid of a pitch book, printed in landscape format and containing information about the history of her firm, her team of colleagues, their range of… Read More »Sales Presentations: The Biggest Mistake
When transforming your house into a dream home, talk to three architects. When getting heart surgery to transform the quality of your life, talk to three surgeons. And to transform your sales presentations, talk to three consultants. I have three… Read More »Sales Training: The Five Don’ts of Sales Presenting
Michael Blechar is a smart and thoughtful guy (and a very good writer.) Years ago he told me about a good way to organize a sales presentation. Recently, we were swapping emails about one of my Presentation Pointers (the one… Read More »A Recipe for Sales Presentations
It pays to have friends in high places. Eric Schurenberg, a neighbor and friend of long-standing, has seen fit to cast me as a poster child for the road less taken to riches. Since I am not rich, and hardly… Read More »Executive Speech Coach Sims Wyeth in Money Magazine
In a recent op-ed piece in the New York Times, Stanley Fish, a professor at Florida International University, grabbed readers by the collar with the importance of first sentences. Here’s the situation he posits. You’re at the mystery section of an… Read More »Effective Presentation Skills: The First Sentence
People make fun of engineers–ribbing them for their introversion and poor communication skills. I don’t feel that way. Whenever I work with them on their technical and scientific presentations, I find them to be eager and open to new ideas. … Read More »Technical and Scientific Presentations: Engineering Better Talks