Archives For business service management sales training

I have an idea!  There are seven things IT is doing to enable hackers… You know how?  Bold, unexpected statements cause the brain to ask, “How?” or “Why?”  The stronger the need to know the better.  A great presentation creates these “Knowledge Gaps” to draw the audience in.  One speaker I listen to calls this “Salting the Oats.” In his week long seminar he often says things like, “There are 3 purposes for money…which I will share with you tomorrow.”  Another favorite line, “While in school I went from D’s to A’s.  I found the secret to success…which I will be sharing with you on Friday.”  This keeps people’s interest for days!

All you need is 30 minutes or perhaps and hour, of which much of your time should be spent in discussion.  But take a look at your opening presentation.  Is it boring or does it create knowledge gaps?  One speaker I respect says, “We need something every ten minutes to keep the audience tuned in.”  I don’t know where his research comes from, but I can say I’ve sat through many predictable presentations.  Like another episode of Scooby-Dooby Doo…the outcome is known long before the presentation is over; it’s obvious.  There is no curiosity, no ah-ha moments, and nothing to keep me from reverting back to my Blackberry – the ultimate time filler.  Spend some time today reviewing what you present and see if you have knowledge gaps or where some might be injected into the program.

For more ideas on Mastering Board Room Presentations CLICK HERE!

© 2010, David Stelzl

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Social Networking

June 24, 2010 — Leave a comment

Some key points from today’s training on Social Media Marketing with and Business Service Management Sales Training with BMC Partners;

  • Sales and marketing must come together – sales people build their own brand
  • Buyers want expert advisers in business service management, ITIL, change management etc.  The sales person can no longer say, “I’m in sales”, but must rather be positioned as a consultant in one of more of these areas.
  • Every sales person should be commenting on blogs in their industry, using phrases that are searchable through Google, and considering building their own blog with links back to their corporate websites.
  • Publish,post, and tweet unique, edgy, controversial, and pointed information.  People want opinions not more bits and bytes.
  • Don’t advertise in social media.  No one wants to read another product special.
  • Build out your linkedIn profile – it’s your billboard so use it.  Use first person to create you summary, list searchable areas of expertise, and make is readable and interesting.
  • Connect with people – don’t be shy.  You’re in sales…
  • Join groups, create groups, and get involved in delivering unique content that will brand you as the expert.
  • Don’t underestimate the power of twitter.
  • Build a following.

© David Stelzl, 2010

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