sales presentation

  • To Salespeople, Demos and Presentations are Like Snack Food

    • February 11, 2013
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Prior to learning about healthy eating, I believed a bagel was a healthy alternative to a donut. After I was shown that a carbohydrate converts to sugar in the blood and there wasn’t much difference between bread, bagels or rolls; and donuts, cake or pie, I changed the way that I ate.

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  • How to Prevent Crashing and Burning in a Sales Presentation

    • July 19, 2011
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    So the increasingly difficult challenge for salespeople, even if they recognize it (and most don’t), is this: When they are invited in to present capabilities, they must compare it to driving into a dead-end alley.  They must shift gears into reverse because if they push forward they will crash, burn, blow-up and die.  

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