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Sales Presentations-5 Tips for Handling Hostile Questions

June 1, 2009

Hostile questions can quickly derail your sales presentation or demo. These questions occur for any number of reasons including: The questioner has a chip on their shoulder The person wants to feel superior and raise their status in the group They like the competition’s product or service Your product or service threatens them or their [...]

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Sales Presentations-Practice Without Powerpoint for Better Presentations

May 25, 2009

Has PowerPoint has become a crutch that tempts you to give presentations without proper preparation? Selling complex B2B products often requires that you perform very detailed product presentations. As a result, most have come to rely heavily on PowerPoint as a substitute for product knowledge, and preparation. So Many Slides, So Little Time Most companies have [...]

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Sales Presentations 5 Creative Powerpoint Tips

May 20, 2009

PowerPoint has become the poster child for bad sales presentations; so, how about some ways that PowerPoint can enhance your next sales presentation? Here are 5 that I use in my sales presentation training seminars. Make a Joke Humor can be very effective, but be sure your that you have the right audience when you [...]

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Sales Presentations How to Avoid Filler Words, Ums and Ahs

May 18, 2009

Filler words are killer words that can overshadow an otherwise great sales presentation by driving the audience to distraction. Filler words are those verbal pauses and missteps like Um and Ah, or thrown in words such as Ya Know or Like. For an example of the negative effects of filler words we need look no [...]

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Five Tips to Spice Up Your Next Sales Presentation or Demo

May 10, 2009

High-Tech demos and presentations are often dry and boring. To make your sales call more interesting and effective–try these simple tips 1) Use quotations. Here is an example of how to use a quotation to establish the expertise of your companies’ engineers. This would be a great lead-in to a presentation on professional services and [...]

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How to Project Confidence in Your Next Sales Presentation

May 7, 2009

To deliver a compelling sales presentation–especially to executives–it’s crucial that you project confidence. If you look nervous, timid or hesitant, your audience will begin to doubt you and your message. Here are five sales presentation tips will help you to deliver your message with confidence, and win the respect of any audience. Know Your Product, [...]

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Demo Skills – Lose Your Audience and Lose the Sale

May 5, 2009

“Yo Columbus, get your sextant and your buddy Magellan–we’re going to watch some product demos!” The Problem–You Never Told Them Where You Were Going Have you ever started watching a demo, either on-line or live, and wondered: “Where the heck is this demonstration going?!?!?” You know exactly what you want to see, but so far [...]

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Moving from Inside Sales to B2B Key Account Selling

April 22, 2009

A question I’m often asked by companies who want to increase order size, margins and strategic account focus is: “What’s the best way to move from an inside sales model to key account selling?” Their sales people are typically responding to inquiries and closing orders on the phone for “standard products”, but not doing much [...]

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Efficient B2B Sales Account Research Tip

April 10, 2009

Before you make that first call, you need to understand the problems that the prospect faces that you can solve. This B2B Quick Tip shows you a very efficient way to do account research on a prospects web site. Most reps start working their way around the web site visiting pages like the: “News”, “About”, [...]

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Press Release Secrets for B2B Lead Generation

March 5, 2009

What are the best ways to use online PR to generate leads for high technology hardware and software products. Let’s take a look at PR from both a Search Engine Optimization (SEO) and Lead Generation perspective. Where Should I Place My Press Releases? There are several places where you should put your online releases, depending [...]

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