25-38 Using Sales Scripts

I like to have my sales team learn and use scripts to guide their calls and demos. Burn them into their brains. Once they have them memorized, they can discard them and riff, but not until they have done so. ... [Continue Reading]

13-24 Avoiding MEGO: Your Slide Deck

Your slide deck should be simple, clear and focused. A deck is, fundamentally, a visual story telling device. Avoid bragging about your features and using a lot of text: if you're not a visual person, get someone who is to help you design it. Avoid MEGO (My eyes glaze over.) ... [Continue Reading]

Make Your Demo Sing

There is nothing quite like running a demo for a prospect and sensing that you have them totally captivated, that what you are showing them resonates with what they need, that they feel that there is something slightly magical in your offering. Conversely, have we not all been the audience of ... [Continue Reading]

Three Things About Your Slide Deck

Developing a solid slide deck is a challenge that I have blogged about previously.  It is a challenge I like:  for all that Powerpoint is criticized (by the likes of Edward Tufte), it is can be a powerful tool and distilling your message into a compact, visual and compelling form will help you think ... [Continue Reading]

Your Slide Deck

I met with a serial entrepreneur recently to review how he was pitching a SaaS customer service solution.  This fellow has had some great successes, understands what it takes to build a business and sell a product but this was his first foray into the services space and he was having trouble getting ... [Continue Reading]