Archive for the 'Sales Presentations' Category

Over the last few weeks I’ve been engaged in discussions with a number of talented and experienced sales professionals. Our conversations have focused on various aspects of the sales process including: establishing credibility, understanding customer needs, reviewing various options and recommending a solution. Everyone was in agreement about one thing. No matter where you are [...]

Today’s sales environment is like navigating a 60-foot sailboat in a thunderstorm. New demands of a global economy, the immediacy of the internet, increased and hungry competition and most of all a ubiquitous down market make it a treacherous climate. Additionally, salespeople are being asked to plot a winning course through longer buying cycles, increased [...]

Many thanks toJeff Porro for submitting this great post. Jeff is a Washington, DC-based speechwriter for Fortune 250 CEOs, diplomats, and other government leaders, as well as executives of some of the nation’s leading trade and professional associations. He is also an award winning screenwriter and a PhD with 20 years of experience in research, public policy, [...]