The One Thing That will Dramatically Improve Your Presentation

Earlier this week I had lunch with my friend Bill Whitley.  Bill works with property casualty companies like Nationwide and State Farm to equip their sale people with a stronger message – in the same way that I work with high-tech sales and marketing people. If anyone’s product has commoditized, it’s property casualty insurance!  You’ve […]

Advertisement

Mumbai – Day 4: Working on the Message

Yesterday we completed day 2 of the Making Money with Security workshop – working on messaging.  Wherever I go, there seems to be a disconnect between marketing and sales…at some point in the value proposition development portion of my workshop, I ask someone to show me what they would deliver if given a high level […]

Content and Finesse

I’ve seen presentations given by less charismatic people, but with very strong content, and then from others with less content but very strong presentation skills.  Content is king!  But a poor presenter can destroy great content; on the other hand, a great presenter with a hollow message comes over as shallow, and full of hype. […]

Presenting by Phone

RSA is over and I’m headed home.  While here  I thought of one more important presentation topic, so continuing from the whiteboard and PowerPoint posts last week, here is an important add-on. Sometimes you just can’t be there in person, so what do you do?  I am not a fan of cold calling when it […]

RSA 2011 – San Francisco; Day Two

Day two of the RSA conference – what a great day.  I started off with breakfast in the Consierge lounge, meeting with RSA’s US Sales manager.  From there I navigated through a 5 minute hail storm on my way to deliver a keynote address to Cisco partners on ways to apply the concepts of educational […]

Presenting with the “End in Mind”

If you’ve read Stephen Covey’s classic on life management, Seven Habits of Highly Successful People, you may remember habit 2, Beginning with the End In Mind.  This is key to any great sales call, marketing event, or other demand generation activity.  Having done many executive luncheons, one of my clients’ first questions is always, how […]

The Mighty Flip Chart

I was  speaking in Cancun last week and just before my session started, one of the hotel staff members ushered in a flip chart that I had not requested.  Then a familiar head popped in with a knowing smile.   I really like flip charts.   Sure enough, I did use it! While white boarding is […]