The Competitive Advantage
May 27, 2019
… an ‘About Us’ section?
You know, those 3-4 (or more) PowerPoint slides about your firm – all of the great services you provide and your incredible staff back at the office. Most sales decks do. But here’s the problem with that…
The potential buyers listening to your sales presentation DON’T CARE!!
Sorry to spring it on you like that… but they really don’t! Those bleary-eyed prospects sitting around the conference table don’t care because they already know about you firm. If they didn’t, you wouldn’t be at the table in the first place.
So, skip the self-congratulatory platitudes and use your time at the head of the table to answer the one question everyone in the room is asking…Continue Reading
June 5, 2018
Whether you’re an introvert who hates public speaking – or an experienced presenter who thrives in front of an audience – there are a number of common mistakes you must avoid to give yourself the best chance of success with your next capabilities presentation.
#1. Lousy PowerPoint slides. Come on… you know you’re guilty of this. These are the slides with 6-8-10 (or more) bullet points, each one in the form of a compete sentence. As an attendee, they’re just miserable to have to sit through. And as the presenter, they’re impossible to remember… so what do you do? Turn your back on the audience and read them verbatim! UGH!Continue Reading
June 20, 2017
The two most common ways presenters butcher a webinar…
I sat in on a webinar last week… sort of. It was a presentation on Customer Journey Mapping and I was genuinely excited by the topic.
But after less than 10 minutes, I left! While the topic was certainly of interest to me, the delivery of it was so horrible that I just couldn’t sit through it.Continue Reading
April 22, 2015
I’m a lucky and grateful guy… I’ve been asked by two industry organizations (CASRO and Greenbook) to deliver four webinars over the next several months. I’m a huge proponent of webinars for several reasons…
- They deliver valuable information to attendees, in a non-threatening, non-salesy way
- They are a reasonable way to gather contact data from potential clients (when they register)
- They build awareness for the presenter and help position them as subject matter experts
If webinars are part of your marketing efforts – or if you’d like them to be – here are the top 15 webinar tips to consider as you get started…Continue Reading