Presentations

Everything’s a story in business. Customers understand complexity from a story. They rationalize their buying from a story, which means sellers sell stories. Sales reps pitch gel electrophoresis [...]

Trot out the same old tired sales pitch and watch the competition eat your lunch. Meaningful business stories sell because they engage customers to buy. But sales and marketing folks often fail [...]

After the new supplier honeymoon is over, B2B customers settle in for the long-term, day-to-day business of getting on. That’s when customers don’t want to hear their supplier is [...]

Here are the final three of nine minor presentation failures that kill sales teams and lose contracts. And although they may seem overly simplistic, it’s important to recognize their lethality. [...]

You know it’s time to sweat the small stuff when your sales team is walking into the in-person presentation for a large dollar contract. Better do the fine tuning beforehand because winging it in [...]

Having recently worked with procurement on a multi-million dollar outsourced contract, it was fascinating to see sales teams’ minor failures have an oversized impact on evaluators’ decisions. So [...]

Often times knowing what not to do is as helpful as being told what to do. Think about it. If you avoid the “not to dos” you’re that much ahead of the game, and closer to winning. So [...]

If you ask 100 B2B sales reps how they feel about making presentations the vast majority will likely say they love giving them. Ask 100 customers how they feel about sitting through those [...]

In B2B sales presentations,  sales teams turn themselves inside out trying to impress customers. The Oscar for winning those performances is to reach the next and last step of the buying process; [...]