You’ve got the perfect solution for your prospect. You’ve shown her how much it could benefit her company. And yet, you keep hearing that it’s just not the right time. Or it’s too much change. Or there’s not enough buy-in from various stakeholders. Or it’s not in the budget. Chances are, those are not the real deal killers. So, what is stopping your prospect from signing on the dotted line? Why they’re just not buying … [Continue reading]
How to gently tell a prospect their existing solution needs to go
You look at your prospect’s current solution. It may not be very efficient or competitive, but it’s theirs. They invested in it. They understand it. And, some of the people you’ll be presenting to were probably responsible for creating it – or at least choosing it. Now what? You know it isn’t a great solution, but how do you tell them that? For starters, don’t make this about their solution. Yes, it’s an inadequate solution. … [Continue reading]
A simple presentation hack you should’ve learned in high school math
It was my first job after college, and I was working as a writer for a British ad agency. I’d been asked to come up with a new campaign idea for one of our B2B clients and had developed something I was pretty excited about. However, when I presented My Big Idea to the decision-maker on the account – a smart marketing guy that I admired immensely – he wasn’t impressed. Instead, he just made … [Continue reading]
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