White Papers

Briefing Centers are the settings for some of the world’s highest-stakes presentations. 

Depending on what your customer experiences during a briefing, millions in sales revenue can swing to your organization -- or to your competitors -- in just a few hours. 

Effective briefings therefore are a priceless, one-time opportunity to capture the minds, hearts, and imaginations of your customers and prospects. 

This whitepaper explores a few of the essential elements needed to make your briefings for customers uniquely positive, vividly memorable, and truly able to propel the sales process forward.

The effective use of visuals can play an important role in becoming an increasingly successful presenter. Slides, for example, when they are thoughtfully created and skillfully used, can enhance a speaker’s impact and credibility. 

Too often, however, slides are included in ways that add little or actually detract from a presentation and the presenter. We have all seen that happen.

It is important to first have a well-thought-out strategy for your presentation and then use slides skillfully as a tactical device to help execute that strategy. 

To help you gain the greatest advantage from your slides, we have gathered guidelines from presenters and graphic designers who are known for their effective use of slides in presentations. 

This extensive whitepaper provides those guidelines, tips, do's, and don'ts in specific language. It has been written to help presenters get the most audience connection and credibility from every word and every slide.

Finalist sales presentations – also known as finalist meetings, team interviews, bid interviews, orals, or “bake-offs” – are among the highest stakes sales communication situations in business today. 

Through RFPs and other bidding iterations, the buyer has culled down the list of possible "vendors" to a short list of prime contenders. These "finalists" then move to the last stage of the decision-making process, which usually includes a do-or-die final presentation to a buyer's team of decision makers and/or recommenders. 

The quality of this last sales or capabilities presentation often swings the deal to the ultimate contract winner. Not uncommonly, even a long-shot contender can become the chosen preferred vendor because of a winning finalist presentation. 

As the world leader in finalist presentation preparation and delivery, Mandel Communications has identified the key areas of best practices that drive huge competitive advantage when the outcome is “all or nothing.” 

This Mandel whitepaper explores some of those best practices that can help your finalist team members strengthen both the content development and the presenters’ delivery of their crucial presentations.