Executive Briefing Center presentations are typically high stakes.
When millions in revenue are on the line, expectations are high on both sides of the table. If you're asked to present, you feel the pressure.
That's why preparation is essential. And, practice is mandatory. The last thing you want to do is give a less than stellar performance. This means that your understanding of your customer's needs, your level of professionalism, and your executive presence and demeanor must be top notch.
Know and understand who your customer is before you present.
Before presenting or even preparing your presentation, have an in-depth conversation with the salesperson, so that you're thoroughly briefed on who the customer is and what their business issues are.
Read the customer's web site. Pay attention to the press section and any recent speeches given by its CEO or executives. Look for information you can use to demonstrate you understanding their business.
Gather information from any source you can, including contacts you may have at that company.
Be concise, focused, and professional in your delivery.
Always begin with an executive summary. Focus in on the customer’s key business issues quickly, clearly illustrating that you understand them. Then, you can talk about your solutions.
It's a well-known fact in the Briefing Center world that while your product may not be all that different from what your competitors have to offer—your behavior can be a huge differentiator.
Debrief internally and thank your audience.
After the presentation, take the time to debrief with the salesperson and get feedback on your performance. What went well? What fell flat? What could you have done better?
Finally, send a hand-written thank you note to each audience member. This is rarely done. Not only will it make you memorable, but it will be greatly appreciated.
To start on your own path toward world-class briefings, download our eBook The Journey to World Class Briefings.
What does the hit on Netflix called The Queen’s Gambit tell us about how to sell in a virtual setting? Actually, something very important.
Before we break down how this show teaches us the key to virtual selling let’s look at the backstory.
Customers coming to a user conference aren’t there for the fanfare, they’re there for the expertise. If you’re an expert speaking at a user conference, you’re highly knowledgeable and passionate about your topic, but you might not be an expert at speaking in front of an audience. Here are five practical tips that you can implement right away for any upcoming speaking event.
Read the blog and learn how to make your next team offsite your most productive yet.
TED Talks have become a go-to example for how to give an engaging presentation from the big stage. They can be informative, inspiring, and often incredibly entertaining. But is the TED Talk format right for a business presentation delivered in a conference room? Probably not — but the skills used by TED Talk presenters definitely are!
Learn how to identify what goes into a successful TED Talk and how to make those skills work for you in your everyday business presentations.
Learn Mandel’s 3-step model for skillfully responding — not reacting — to tough questions with confidence and ease.
You know your scientists, engineers, and technology experts are the best around. They're proven innovators and solution providers within your organization. Why, then, is presenting to a business audience such a common challenge for technical professionals?
Learn 11 tactics your technical team can use right now to make them more effective and influential communicators for any business decision maker.
Admittedly, I've struggled to find a reliable way to help people reduce their public speaking anxiety, despite years of trying. I’ve advised people to do just about anything I could think of that might help, e.g., breathing, meditation. While I haven't found the thing that works every time for every person, there is one technique that seems to be more effective than most. Even if you've already found something that works well for you, this technique is worth trying out.
Imagine being asked to present to your entire company tomorrow. Does the idea of it make you nervous? You might be tempted to get right to work, writing every word down and committing them to memory. Now, what if I said you couldn’t memorize your talk? Whoa, wait a minute. You wonder, “How am I supposed to remember what to say?”
Find out why memorizing is a terrible idea and what you should do instead to prepare for your next presentation.
Be sure to set your speakers up for success. Read this week's blog to find out how.
Executive briefings. Big sales meetings. Project pitch meetings. What do they have in common? The stakes are sky high. There’s a lot riding on them for you and your company — revenue, reputation, productivity. Do your people have, both, the presentation AND facilitation skills to ensure their success?
Read the blog to find out and to get your free Discussion Leader Self-Assessment Tool and Facilitator Checklist.
- Welcome to the Future of Sales (Hint: It’s Virtual)
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- The Irresistible Power of Stories in Virtual Selling
- The Top Sales Skill for 2021!
- Top Virtual Communication Mistakes – and How to Overcome Them in 2021!
- Tell a Story. Close a Deal. Even on Zoom.