Creating Compelling Sales Presentations

Here's how to simplify your pitch and 10x your sales: 1. Talk less, sell more. Short sentences = more sales. Hemingway once bet he could write a story in 6 words that'd make you feel something: "For sale: baby shoes, never worn." Your pitch should pack the same punch. 2. Complexity is for people who want to feel smart, not be effective. The worst salespeople make simple things sound complicated. The best make the complex simple. 3. Complexity says, "I want to feel needed." Simplicity limits to only what is needed. 4. Read your pitch out loud. I remember when I'd asked my COO to read the manuscript of my book. He chose to do it aloud. All 258 pages. Ears catch what eyes miss. The final version reads like butter. 5. "Be good, be seen, be gone." This was the best sales advice I ever got. - Good: Deliver value - Seen: Make an impression - Gone: Don't overstay your welcome People buy from those they remember, not those who linger. 7. Speak like your customer, not a textbook. We like to sound sophisticated. "We create impactful bottom-line solutions." But we like to listen to simple. "We help small businesses explode their sales." Which one would you buy? 8. Every word earns its place. Your pitch should be lean and mean. - Be specific - Avoid cliches - Check for redundancy - If it doesn't add value, cut it out 9. Abstract concepts bore. Concrete examples excite. ❌ "We'll increase your efficiency." ✅ "We'll save you 10 hours a week." Paint a picture. 10. People buy on emotion & justify with logic So tap into their feelings: - Fear of missing out - Desire for success - Need for security Then back it up with facts. 11. The "Grandma Test" never fails. If your grandma wouldn't get your pitch, simplify it. No jargon. No buzzwords. Just plain English. 12. Benefits > features. Dreams > benefits. ❌ "Our group hosts 10+ events per year." ✅ "Our program helps you close deals." 🚀 "Let's take back Main Street through ownership." 13. Use power words: - You - Free - Because - Instantly - New These words grab attention and drive action. Two final things to keep in mind... Simplicity isn't just for sales. Apply these principles to: - your business operations - your thinking processes - your next investment - your relationships - your to do list Sales isn't just for car dealerships. You pitch when you: - Negotiate a raise - Interview for a job - Post on social media - Hire someone for a job - Talk to an owner about buying their biz If you found this useful, feel free to share for others ♻️

90% of people I talk to say they don’t know how to appear confident when sitting in a meeting. 3 powerful body language tactics I use in every seated meeting to feel & appear confident: 𝟭. 𝗣𝗵𝘆𝘀𝗶𝗰𝗮𝗹 𝗔𝗹𝗶𝗴𝗻𝗺𝗲𝗻𝘁 • Angle your torso directly toward the person you're speaking with (I love swivel chairs over low couches when given the choice) • On Zoom, position your camera so your entire body faces it (not just glancing over)  • If seated at a weird restaurant angle, physically move your chair to face the other person When your toes, torso, and head all point toward someone, they literally feel like you're on the same page. Physical alignment creates psychological alignment. ____ 𝟮. 𝗢𝗽𝗲𝗻 𝗕𝗼𝗱𝘆, 𝗢𝗽𝗲𝗻 𝗠𝗶𝗻𝗱 • Keep your hands visible on the table  • Never cross your arms (even when cold)  • Avoid any barriers between you and the other person Research is clear: People with crossed arms are rated as closed, distant, and close-minded. More importantly, researchers found that when people try to generate creative ideas with crossed arms, they produce fewer ideas! Closed body = closed mind. ____ 𝟯. 𝗠𝗶𝗿𝗿𝗼𝗿 & 𝗟𝗲𝗮𝗻 • Use physical proximity to signal interest • Lean in when you like an idea or person ("Wow, tell me more" + lean)  • Mirror your conversation partner's energy  • (fast talker = more gestures, slow talker = slower pace) Mirroring shows respect by matching communication styles. People naturally like those who communicate similarly to them. The lean is your nonverbal way of highlighting interest - it's like physically bolding your words. ____ These tricks do more than make you seem confident - they actually change how you think. When I use these in meetings, press, or podcast interviews, I see immediate differences in how creative and engaged I feel. Try them in your next meeting and watch what happens.

Last night, former President Obama and First Lady Michelle reminded us of the power of compelling storytelling in their speeches at the Democratic National Convention. But what’s the secret behind these moments of excellence? Jon Favreau, Obama’s former director of speechwriting, shared five golden rules that are just as applicable to our business presentations as they are to political speeches. Here are five insights you can apply when delivering your next presentation, whether on stage, in a meeting, or in the boardroom: 1. The story is more important than the words Too often, we focus on the right words, but the real question is, “What story am I telling?” Before writing a speech, Favreau would always begin with a conversation, drawing on Obama’s ability to outline a clear narrative first and build the words around it. Always start with the story you’re trying to convey—it’s the backbone of your message. 2. Keep it simple Long presentations may feel thorough, but they are often forgettable. Favreau emphasized brevity: aim for twenty minutes or less. "A speech about everything is a speech about nothing." Narrow your message down to the essential points. 3. Address counterarguments upfront Don’t wait for the Q&A to address objections. In business, as in politics, it's key to acknowledge opposing views and deal with them during your presentation. When Obama delivered his Health Care Reform Plan, he anticipated objections and tackled them head-on. 4. Empathy is key Knowing your audience isn’t enough. You have to step into their shoes. Obama’s speeches resonated because they were written in a language his audience understood. Whether you're presenting to colleagues, clients, or an entire audience, connect by understanding their challenges and perspectives. 5. Persuasion requires inspiration Logic alone won’t motivate. The best way to connect is through stories that touch the heart. In Obama’s 2008 victory speech, Favreau chose the story of Ann Nixon Cooper, a 106-year-old woman who had seen the full spectrum of progress in America. Her story was the perfect reminder that change, though slow, is always possible. Whether you're stepping on stage or presenting in the boardroom, these timeless tips from Obama’s speechwriting playbook can help you connect with your audience, deliver your message effectively, and inspire action. What stories are you sharing in your presentations? #Leadership #PublicSpeaking #Storytelling #Empathy #Inspiration

I have a confession to make. I have been guilty of putting people to sleep during my presentations. Unfortunately, not once, but many times. I could blame it on the complexities of tech topics or the dryness of the subject. I could always console myself by saying that at least it's not as sleep-inducing as financial presentations (sorry, my friends in Finance). Deep down, though, I knew that even the most complicated and dry topics could come alive. As with anything, it's a skill and can be improved upon. Thus, I turned to my friend Christopher Chin, Communication Coach for Tech Professionals, for some much-needed advice. He shared these 5 presentation tips guaranteed to leave a lasting impression: 1/ Speak to Their Needs, Not Your Wants Don’t just say what you like talking about or what your audience wants to hear. Say what your audience needs to hear based on their current priorities and pain points: that sets your presentation up to be maximally engaging 2/ Slides Support, You Lead Slides are not the presentation. You are the presentation. Your slides should support your story and act as visual reinforcement rather than as the main star of the show.  Consider holding off on making slides until you have your story clear. That way, you don’t end up making more slides than you need or making slides more verbose than you need 3/ Start with a Bang, Not a Whisper The beginning of a presentation is one of the most nerve-wracking parts for you as the speaker and one of the most attention-critical parts for your audience. If you don’t nail the beginning, there’s a good chance you lose the majority of people. Consider starting with something that intrigues your audience, surprises them, concerns them, or makes them want to learn more. 4/ Think Conversation, Not Presentation One-way presentations where the speaker just talks “at” the audience lead to dips in attention and poorer reception of the material. Consider integrating interactive elements like polls and Q&A throughout a presentation (rather than just at the very end) to make it feel more like a conversation. 5/ Finish Strong with a Clear CTA We go through all the effort of preparing, creating, and delivering a presentation to cause some change in behavior. End with a powerful call to action that reminds your audience why they were in attendance and what they should do as soon as they leave the room. By integrating these, you won't just present; you'll captivate. Say goodbye to snoozing attendees and hello to a gripped audience. 😴 Repost if you've ever accidentally put someone to sleep with a presentation. We've all been there!

Many amazing presenters fall into the trap of believing their data will speak for itself. But it never does… Our brains aren't spreadsheets, they're story processors. You may understand the importance of your data, but don't assume others do too. The truth is, data alone doesn't persuade…but the impact it has on your audience's lives does. Your job is to tell that story in your presentation. Here are a few steps to help transform your data into a story: 1. Formulate your Data Point of View. Your "DataPOV" is the big idea that all your data supports. It's not a finding; it's a clear recommendation based on what the data is telling you. Instead of "Our turnover rate increased 15% this quarter," your DataPOV might be "We need to invest $200K in management training because exit interviews show poor leadership is causing $1.2M in turnover costs." This becomes the north star for every slide, chart, and talking point. 2. Turn your DataPOV into a narrative arc. Build a complete story structure that moves from "what is" to "what could be." Open with current reality (supported by your data), build tension by showing what's at stake if nothing changes, then resolve with your recommended action. Every data point should advance this narrative, not just exist as isolated information. 3. Know your audience's decision-making role. Tailor your story based on whether your audience is a decision-maker, influencer, or implementer. Executives want clear implications and next steps. Match your storytelling pattern to their role and what you need from them. 4. Humanize your data. Behind every data point is a person with hopes, challenges, and aspirations. Instead of saying "60% of users requested this feature," share how specific individuals are struggling without it. The difference between being heard and being remembered comes down to this simple shift from stats to stories. Next time you're preparing to present data, ask yourself: "Is this just a data dump, or am I guiding my audience toward a new way of thinking?" #DataStorytelling #LeadershipCommunication #CommunicationSkills

Here’s the proposal template that helped me close over $100 million in enterprise sales: It’s also helped my clients close more than 50% of their deals when they use it. And until now, I’ve never shared it publicly. Most sellers are great at pitching features. But the ones who consistently win big deals? They know how to tell a great story. The truth is, executives don’t buy products - they buy confidence. They buy vision. They buy a story they want to be part of. If you want to sell like a top 1% seller, you need a proposal that doesn’t just inform… it moves people. Here’s how I do it 👇 The Story Mountain Framework for Sales Proposals: 1. Exposition – Introduce the characters and setting. Start with them: → “You’re trying to expand into new markets… to grow revenue… to unify your tech stack…” Set the vision. Make them the hero. 2. Rising Action – Lay out the challenges and obstacles. → “But growth stalled. Competitors moved faster. Customer churn increased.” Quote discovery calls. Surface real pain. Build emotional tension. 3. Climax – Introduce your solution. → “Then you found a better way…” Now show how your solution helps them overcome the exact obstacles you outlined. 4. Falling Action – Ease the tension. → “Here’s our implementation plan. Here’s the ROI. Here’s how others in your industry succeeded.” Give them confidence that this won’t just work—it will work for them. 5. Resolution – End with clarity. → “Here’s our mutual action plan. Let’s get started.” Lock in buy-in, next steps, and forward momentum. This structure has helped me close some of the biggest deals of my career—including an $8-figure enterprise deal at Salesforce where I used this exact approach. I broke it all down in this week’s training—and for the first time ever, I show you the actual proposal I used AND tell you how to access my Killer Proposal Template for free. 👀 Watch the full training here: https://lnkd.in/gPY_cvv5 No more boring product pitches. No more ghosting after the readout. Just proposals that close.

ROI presentations are deal killers. Gong's data shows a 27% drop in close rates when reps present ROI at any point in the sales process. Think about it from the buyer's perspective: "The ROI of our solution is 300%" sounds like every other vendor pitch they've heard this month. Executives tune out because they've been burned by inflated ROI promises before. Smart reps skip the ROI theater entirely. Instead, they build business cases that executives actually care about. Here's the blueprint: #1 Assess their current state. Document what's happening now based on actual stakeholder conversations. Their goals, obstacles, and challenges. Make it specific to their situation, not generic industry problems. #2 Run a problem cost analysis Quantify the real financial impact. Which metrics are suffering? Direct costs, indirect costs, opportunity costs. What's the monthly burn rate of doing nothing? Get specific numbers, not ballpark estimates. #3 Identify the root cause Identify why problems exist, not just what problems exist. Show the underlying issues that need addressing. This separates consultants from vendors. #4 Give them multiple outcome scenarios Present three paths: status quo, conservative improvement, and optimistic improvement. Ranges feel realistic. Single "guaranteed" outcomes feel like sales BS. #5 Give them an implementation reality check Be honest about what success requires. Time investment, resource allocation, change management challenges. Transparency builds credibility. The shift is subtle but powerful: ROI presentations = "Here's why our product is great" Business cases = "Here's why your current situation is unsustainable" One focuses on your solution. The other focuses on their problem. When you help executives understand the true cost of inaction, price becomes secondary. Stop selling ROI. Start selling necessity. — Want to see a real coaching call walking through price objections? Go here: https://lnkd.in/gbBjgxxS Sales Leaders: Want to install systems to get your reps crushing quota? DM me.

The Story Your Client Needs to Hear 1️⃣ Are Your Sales Stories Falling Short? 🧐 You've been taught to tell the "Why Us" stories – about your company, solutions, and clients' successes. But today, these may be indistinguishable from competitors and can feel like a waste of time in early conversations. Time for a new approach. 2️⃣ Introducing "Why Change" Stories! 🚀 Instead of the usual pitch, share stories that increase engagement and compel clients to consider change. Describe it as "Why Change" to create value simply by telling this new type of story. Leave the legacy approach behind. 3️⃣ Data-Driven Narratives That Resonate 📈 Highlight alarming trends such as the U.S. demographic drought, Baby Boomers' wealth redistribution, or the workforce's future. Use data to educate clients on potential risks. Make it about them, not you. 4️⃣ The Current State of Sales Isn't Pretty 😓 Gartner's research shows dissatisfaction with traditional sales methods. With 72% of buyers preferring salesperson-free experiences and 89% of salespeople facing burnout, it's time to reevaluate our techniques. 5️⃣ Set Yourself Apart with a Good Story 🧠 Use data and insights to position yourself as a person that's well-read and aware of future challenges. When your story shows you're different from other salespeople, you gain a strategic advantage. 6️⃣ Master the "One-Up" Approach 💼 This means knowing things your client doesn't because of your experience and insight. Through history, leaders have turned to those with information to help make decisions. It's time to put this age-old concept to work for you. 7️⃣ Your Client's Story Isn't About You 🎤 Focus on their future, understanding the trends that will impact their business. Companies often miss the inflection point; make sure your clients don't. These new stories are more powerful than legacy tales that borrow your company's success. 8️⃣ Why the Traditional Methods Fail 🚫 Legacy stories that emphasize company history, solutions, and past client success don't create value for new clients or differentiate you from competitors. They fail to address the headwinds that prompt the client to change. 9️⃣ Embrace Reading and Research in Sales 📚 Recent posts have urged you to "Do the Damn Reading." This approach enhances your professional sales story, providing value when clients lack the information you share. 🔟 Craft the Story Your Client Needs to Hear 🌟 Move away from "Why Us" and focus on explaining trends, forces, and the client's business future. Start today to develop the story that enables your client to make the necessary changes for future success. Feel free to comment, like, or share, and let's revolutionize how we tell stories in sales! 🚀👩💼👨💼 Your clients deserve to hear what truly matters.

Narrow your value proposition down to a single, really good question that generates a visceral response. It's the fastest way to get to the heart of your customer's problem and build value from there. For example, I could talk for days about marketing orchestration and collaboration drag and show you case studies of the impact it has and offer a collaboration drag diagnostic to benchmark how your team operates vs others. I could share blog posts and best practice guides and tons of evidence proving we understand how to help your team improve speed to market, agility and internal efficiency. Do more with less! All of that has value, in time. But first, let me ask you a simple question: How many meetings does it take for your team to produce a webinar? I can hear the winces and groans from here. The more viscerally you respond to that question, without every saying a word, the more likely you have the problem. And THAT is a great starting point for a conversation that could more quickly lead to a solid win-win situation. Find a question that gets an immediate non-verbal response. That proves right away that you get it, that you understand the problem, that you've seen it before and know exactly how to get at the heart of it. Workshop up a few of these and try them out. Take them to your next trade show and round-robin them with attendees. A/B test them as subject lines. The biggest groans win.

“Great meeting! Send me over the proposal and I’ll show it to the team.” Not so fast, Speed Racer: Even a champion with the best of intentions is no replacement for a sales rep when it comes to selling the value of your product and your pricing. If you just send a PDF without presenting additional context, you run the risk of the “real” decision maker simply zeroing in on the price – and probably saying no. Try this instead: When sending the proposal, use a video recording tool like Vidyard to record yourself going through the pricing proposal, step-by-step. The strategy here is to walk through the highlights of your proposal: their unique problems, how you solve them, their investment in similar fashion to how you'd present in a live meeting. Obviously a live meeting with each and every decision maker is best, but that isn't always realistic. The additional context in your video turns your proposal into extra "face time" in front of the decision maker that is a much better selling tool than a static doc they'd look at in Adobe Acrobat. Okay, ready? Now you’re off to the races!