Selling with the Sizzle

July 14, 2014
sales

It has to be one of the oldest sales adages in existence: “Sell the sizzle, not the steak.” Taken literally, it’s a bit nonsensical – people can’t buy sizzle, can they? What it really means is that the sizzle is what will sell the steak for you, so you should call the customers’ attention...

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Presenting with a Purpose

July 9, 2014
question

Have you ever made a presentation for no reason? Hopefully not – but it’s entirely possible that your reasons aren’t as clear to your audience as they are to you. Generally speaking, business presentations tend to fall into several categories – informational, instructional, or influencing. You should have a pretty good idea of whether...

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Presenting to the Experts

June 30, 2014
fear of public speaking

The other side of the coin from last week’s post about making technical presentations to laypeople is the even more uncomfortable situation in which the audience knows more than you do about the subject matter. If you find yourself presenting or training on a topic with which your audience is very familiar, you may...

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The Problem of Technical Presentations

June 23, 2014
Presentation Skills

If you are in the somewhat unenviable position of making a technical presentation to a non-technical audience – or any kind of specialized presentation to a group without expert-level familiarity with the subject matter – you may well wonder what the best approach is. How much do you need to “dumb down” the material...

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You Can Lead a Customer to the Sales Department…

June 4, 2014
sales

Are your marketing and sales teams working together, or does it sometimes feel like you’re playing a particularly frustrating game of catch where both sides keep dropping the ball? Traditionally, marketing and sales have been compartmentalized – marketing’s job is to get leads, and sales’ job is to convert those leads into paying customers....

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Don’t fence me in!

June 2, 2014
Fence me in

Sometimes people approach a negotiation as if they are trying to shove everything into the smallest box possible: “I only have a certain amount in the budget, my boss won’t sign off unless you give us these terms, and I have a plane to catch in two hours so we need to wrap this...

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