I’m writing a series of posts on “10 reasons to rehearse (and how)” focused on preparing to deliver a group presentation for a large account sale. [Introductory post here] In my scenario, your team has been invited to present in person after the prospect has evaluated your proposal or RFP response, but it’s the same even […]
At some point in your sales process, your team will deliver “the big pitch.” This event could take place at your place of business or at your prospect’s office. If you invite them to your place of business, we call it “The Big Show.” If you are visiting them, it’s “The Road Show.” This isn’t just your usually Monday meeting. This is a big deal. Don’t assume that just because you got the meeting that you got the deal. You and your team have to rock it! Below are some best practices for a winning presentation.
As this economy brings changing market conditions, the process of scouting, or honing in on the preferred customer, becomes essential. It is the dedication to a focused, strategic business development process for targeting that ideal customer that may mean the difference between accelerated growth versus business as usual.
What happens after a meeting is over? Do you have quick and easy ways to share the outcomes and next steps, both with people who were there and others with a “need to know” who weren’t there? Meetings are a huge waste of time if you don’t share the outcomes and follow up on the […]
How many times have you come out of a meeting with more work than you had before you went in? And just having lost an hour or two or more of time in which to get it done? It’s no wonder busy people hate meetings! The answer to that dilemma is to change the way […]
In a traditional meeting format, everyone takes their own notes, or someone is assigned responsibilities as a note taker, maybe circulating or posting “minutes” of the meeting. I have worked with companies in which the process of getting meeting minutes approved for publication took weeks! In the meantime, people forget what was decided or what […]