B2B Sales Training | Demo and Presentation Training

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 voluminous sets [...]

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Demo Data Dumps – Do You Have This Common Problem?

May 22, 2009

You Might Be Giving LBTPDs
Long Boring Technology Product Demos (LBTPD) are way more common than you might think. Avoiding Demo Data Dumps is a key demonstration skill that you must master to help you avoid them.
Find Out if You Have a Demo Dumping Problem
To see if you are guilty of giving a LBTPD, due to [...]

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How do a B2B Software Demo

May 22, 2009

There are quite a few articles with titles like this on the web. So, why read this one?
Before I Wrote This, I Took a Surf Around the Web Looking for “How To Demo” Articles
I was looking for specific advice for Product demos to industrial clients. Demos done with the specific purpose of selling high-ticket [...]

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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 use it.
How [...]

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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 further than [...]

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How to Discover a Companies History-B2B Sales Research

May 15, 2009

by Pat on April 20, 2009
One of the best ways to get great historical information about an account that you are trying to break into is to use a little-known site called “The Internet Archive” (http://www.archive.org). Many of my sales training customers have never heard of this site, but once they see it, they love [...]

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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 consulting:

Niles [...]

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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 [...]

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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 you [...]

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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 face-to-face large [...]

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