It’s that time of year…Sales kickoff (SKO) season. All over the country, in premier resort cities, companies are sinking mind-boggling quantities of time and expense to gather their sales forces – hoping to wind them up like clockwork toys, ready to explode on their new sales year. The problem? Most SKO’s suck, and many times […]
Product Pitch or Solution Sale: Are You Setting the Sales Force Up for Success or Failure?
If your company has a sales force, maybe you’ve said this to yourself: “Our salespeople aren’t solution selling, they tend to make everything a product pitch.” It always seems that salespeople get blamed for pitching products, which at first glance makes sense. After all, they’re the people in front of the customer. But should all […]
Killing Three Birds With One Stone
In our workshop, we teach that if you understand and align with how the human brain processes information, you can vastly improve the effectiveness of your communications and the engagement of your audience. Typically when I teach this, I offer 3 different ways to build audience engagement. But I read something recently that beautifully pulled together […]
The Three Types of Presentations: “Why?”, “What Now?”, and “How?”
When putting together their talks, many speakers miss a critical early step: understanding what type of presentation they need to give. What does that mean? Well, remember that your idea needs to solve a problem the audience has, or to meet an unmet need. That means you need to also understand what the audience needs […]