Mastering Boardroom Presentations

Every workshop I conduct is a learning experience for me.  Here are some of the key thoughts I had coming away from today’s workshop on Mastering Boardroom Presentations (Richmond VA):

  • Assessments and studies justify new business.  If your clients are calling for product quotes, someone else created the justification.  Your value proposition is now “Price”.


  • If your engineers are delivering your assessment findings, you’re either in front of the wrong audience or your client is sleeping through the presentation.


  • Learning to present in front of an audience is non-optional for sales people.  Practice, record it, listen to it, critique it, change it, practice it…etc.


  • Don’t start your presentation on a white board and then abandon the picture.  Your audience will be staring at the picture wondering, while you pontificate to no one in particular.


  • Don’t write your proposal until you’ve received verbal agreement.  Your presentation is the sales tool; the paper simply solidifies the agreement.


  • Language matters – speak is specifics, articulate benefits and outcomes, establish your credibility, and offer solutions with confidence.


  • Poor self esteem is one the primary contributors to stalled proposals.  Turn this around – practice until you’re comfortable presenting in front of your worst critics.


  • Don’t ask questions IT can answer and don’t speak in technical terms – this leads to an immediate demotion.  Keep a business focus throughout the process.


  • Hold off on writing proposal and delivering pricing until you’ve had an audience with the buyer.  To proceed otherwise is just a waste of time.


Also – don’t forget to sign up for October’s Teleseminar!  We’ve got a great group already…join us by signing up for Successful Marketing to Management at – this material is of utmost importance to sales professsionals looking to establish their brand.


© David Stelzl 2009


One thought on “Mastering Boardroom Presentations

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