Want a sales presentation that actually help you sell? I recently had a conversation with Harvard psychology professor Stephen M. Kosslyn, who's taken latest scientific research on perception, memory ...

A sales presentation is “what you say to the customer when you have the floor.” It is not a conversation, a questioning session, or a rapport-building chat. It is what you say when you must literally ...

Perhaps the most important sales skill is being able to handle buyer objections during a sales presentation. Making the sale hinges on being able to deliver your sales message no matter what, so it's ...

The smartest pitch and best-designed sales deck won’t work if they’re not relevant to your prospect. Nowadays, pitching is a two-way street, requiring you to know your prospect’s needs before you ...

I admit it: I am a snob when it comes to public speaking. Because it is something I do for a living, it's hard for me not to critique and be a tough audience. Oh, and I am also a travel snob. I mean, ...

Earlier today, I wrote about VMware selling SlideRocket to Clearslide, a service that allows sales people to upload collateral and presentations, as well as edit and analyze results. Yesterday I spoke ...

For the first three years of my selling career, I faced a frustrating problem: I gave great sales presentations, but couldn't close sales. I just couldn't understand it – my presentations were totally ...

The pressure to make sales can result in salespeople trying to push their way to closure. This can alienate potential customers and actually hurt sales. The consultative approach takes longer, but it ...

Your cold calls and follow-up efforts have paid off, and you have made an appointment to visit a prospect in person and make a sales presentation. How can you make sure it’s a success? Four elements ...

With the cost and hassle of travel growing each year, many firms are replacing traditional meet-and-greets with online sales events. Unfortunately, web conferences and webinars are only effective when ...