Category Archives for "Presentations & Proposals"

July 10, 2017

30 Things I Wish Salespeople Would STOP…

I am tired of seeing salespeople flailing, failing and whining, quoting morons and false teachers, executing horrendous sales process, acting like amateurs, and shooting their own sales effort in the foot. The list below stemmed from a twitter rant several years ago where I reeled off consecutive tweets proclaiming what I wish salespeople would STOP doing […]

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December 17, 2014

Sales Tip Video: Are You Presenting Prematurely?

Here’s a second excerpt from the live web-video conversation some of my favorite sales gurus (Miles Austin, Mark Hunter, Andy Paul) and I conducted earlier this year. In this 47-second clip I challenge you to think about when you should be making sales presentations. Way too many salespeople deliver presentations way too early in the sales process.    *A note to those […]

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November 6, 2013

Why I Hate Most Webinars and Demos

Hate is a strong word, so strong that many of us won’t let our young children use it. But it has its appropriate place in our lexicon. There are things I hate and I’m sure you have your own list, too. I hate cancer. I hate the herb rosemary. And I hate the word “presentation” […]

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