Sometimes, you have no choice but to build a sales team from your technical experts. This is often the case when bidding on contracts that last several years. After all, the client wants to ensure they’ll enjoy working with you for all that time! But here’s the challenge: while technical professionals excel at understanding complex…
Subject matter experts (SMEs) are often the backbone of B2B sales pitches—so it’s crucial they stay calm during a sales presentation. After all, they have deep technical knowledge and the ability to address specific problems faced by your clients. However, while SMEs are skilled in their fields, many are inexperienced in the nuances of public…
A contractor in Maryland had an opportunity to remodel a historic church that was over 100 years old. His competition for the project were some of the largest General Contractors in the world. So, he knew that if he wanted to win the contract, he was going to have to do something totally different than…
You’ve been asked to give a speech, and you’re excited to give the best presentation possible. You put all kinds of preparation into putting together an amazing presentation and finding the perfect examples to prove your points. Your conference presentation is infused with memorable anecdotes, terrific insights, great visuals, and even a wry joke here…
It’s easy to develop a career as a public speaker if you’re already a celebrity. If your last name is Trump or Schwarzenegger, you will have no problem getting people to pay you to speak. However, that is not the only way to become a professional speaker. In this post, I will share with you…
Metaphors, Similes, and Analogies are your secret weapon when you create presentations. I like to think of myself as a pretty good speaker and writer. I always hated English class in high school and college, though. So, I always got confused between what was a metaphor, what was a simile, and what was an analogy….