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Sales Presentation

Five best practices that are killing your pitch

By Acree Macam Leave a Comment

Skeptical prospect

How many times have you worked hard to give a great sales presentation only to receive blank stares at the end of it? It’s often because a lot of pitch pitfalls masquerade as best practices. And even the seasoned seller can fall into them. So next time you walk into a sales meeting with a skeptical prospect – or create marketing materials for that prospect – watch out for these five B2B messaging “best practices” … [Continue reading]

Filed Under: Marketing & Sales Messaging Tagged With: B2B sales, Sales Message, Sales Messaging, Sales Pitch, Sales Presentation, The 5-Point Pitch

Five things I learned about sales messaging from squirmy five-year-olds

By Acree Macam Leave a Comment

Boy reading book

In the process of having a children’s book published, I’ve learned that the toughest audience in the world isn’t a CEO, a tough-as-nails VP, or a former military-turned-procurement person. It’s a squirmy five-year-old. Kindergartners don’t like to listen. They do like to interrupt. And they have an instinctive habit of turning the page before you’ve finished reading. I’ve had to adjust my writing techniques in order to wrestle this audience’s attention. And I’ve found that … [Continue reading]

Filed Under: Marketing & Sales Messaging Tagged With: Sales Conversation, Sales Message, Sales Messaging, Sales Presentation

How to gently tell a prospect their existing solution needs to go

By John Reed 8 Comments

Prospect

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]

Filed Under: Marketing & Sales Messaging Tagged With: Marketing Communications, Marketing Message, Sales Conversation, Sales Messaging, Sales Presentation

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