Bring Your Own Markers

Continuing on with the topic of white boarding – this is something someone should probably write a book on.  It’s one of the most used tools in the sales process, but often misused by ill-equipped sales people.  A few practical pointers: 1.     Always carry our own markers.  I started doing this about twelve years ago.  […]

Thoughts on Power Point

When do you use Power Point? As far as sales calls go, I am not a Power Point Fan.  While PowerPoint is a powerful tool when used incorrectly it can put an audience to sleep, kill discussion, and alienate your audience.  On the positive side it gives a sales person the ability to display diagrams […]

I’m Not a Speaker or an Actor…

The most frequent comment I get when talking about the need to memorize or practice sales calls is, “I’m not an actor”.  In fact I received a Tweet reply this morning stating, “Sales people who talk like robots irritate customers”.  Both statements are true, however these comments miss the mark. The most irritating sales call […]

The Movie-Star Experience

Growing up, I thought like many young boys, that being a movie star meant they actually experienced what we see in movies.  In case you still think that, it’s far from true.  On my recent trip to Australia, I had another opportunity to watch a motion picture in the making.  If you’ve never done this, […]

10 Ways to Kill a Sales Presentation

At the end of yesterday’s Making Money with Security Online class I mentioned the upcoming “Principles of an Effective Value Proposition” online program scheduled in April.  There is nothing worse than sitting through a terrible presentation or being stuck in boring meeting for several hours.  So why would we subject our prospects to this kind […]

The problem with most corporate presentations…

Another great Value Proposition workshop today in NYC – hot topic today was making corporate presentations stick!  Top issues I see with resellers all over the world: 1. Marketing departments pump out Power Points with no understanding of the client’s needs or wants. 2. One size fits all: Execs should not have to sit through […]