The words matter

Many companies are trying to move into a less transactional sales environment.  The latest fad where everyone calls themselves “solution providers” is part of that. We know that being transactional can take down you the commoditization road.  Companies are trying to avoid the situation where your unique features and services are lost in discussions focused on price.  But is your strategy to become less transactional being contradicted by the words you use? I worked for a sales organization that used the term “deal” all the time. We were working on “deals”, big deals, small deals, closing deals etc. The word “deal” is very transactional, “I got a good deal at… Read More

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The Visual Elements – the foundations of creating impactful slides

I never would advise anyone to start the process of creating a presentation by opening PowerPoint. However, you may be at a that point when putting visuals/slides together is the next step in your process. (or improving some existing visuals). If that is you… this is for you.    You can download it here:    

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Your dilemma…thinking like a template.

I was recently working with a client and asked her to write out the structure for her presentation.  This included her main message, her content and content chunks. She sent me a good initial outline as to what she wanted to say, but it’s how she organized it that was most fascinating to me. She organized it as slides, even though her presentation outline was all text in an email. The outline was what she thought should be on each slide. The title for each section started with Slide #1, Slide #2 etc. Under each slide number was a topic title and some bullet points. Dam you Microsoft! Her default… Read More

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