Next Sunday, PowerPoint will celebrate its 26th birthday. Given that it is nearly a full generation since the first tools came on the market that let us make our own slides, I want to know why we are getting worse at presentations, not better? Most marketers I know gave up trying to enforce any kind […]
Why is Your B2B Decision Maker Distracted?
In the third of our deep dives into buyer distraction, it’s time to check in with our friends, the F-Words. These are those people inside organizations who actually do stuff with the products and services you are selling. The F is for Functional and these are the folks who make the majority of our medium […]
Buyer Distraction Happens in B2B Too
Poor lady. There she was in a crowded grocery store on a Saturday morning with a baby and a toddler, $300 worth of groceries, an impatient cashier and no idea what the PIN for her debit card was. Each time she tried to focus and conjure up the four little numbers, the baby in the […]
How to Set Up Small Company Sales Teams for Success
I know better than to answer the phone at 8:50am. But it rang. And I reached and it went like this: “So… this is Lisa from PinkLipstick (I am making this up. I have no idea what her name was, nor did I catch the name of her company), and I wanted to tell you […]
How to Build A Better Sales Pitch
Last week we had a look at the poor old sales pitch deck and how it drives truly miserable selling and buying experiences all around, and generally squanders the time of very expensive people. This week I’d like to propose a new approach to the sales pitch presentation. Let’s lose the 20-slide decks. Let’s forget […]
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