Is your presentation a futon?

  A couple of years ago I was explaining two of our medical imaging products to a hospital administrator.  I mentioned that one was a “dedicated” system for specific procedures and the other one was a “multipurpose” system.  She immediately commented on the multipurpose system, “Oh I see, it’s like a futon!”  I asked her what she meant and she said it’s in-between, like a futon, “Not really a couch and not really a bed.” A lot of presentations visuals that I see are like futons – not really a document (not enough detail) but not really presentation visuals (too much detail); they are caught in-between. While “multipurpose” may work… Read More

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How to SUCCES fully present your Turbo Encabulator.

The other day I received a link via Twitter for the original Turbo Encabulator movie on YouTube     (http://tinyurl.com/3z52s4x). It is worth watching; it is just under 2 minutes long. According to Wikipedia the movie was made in 1977, but the original technical description of the Turbo Encabulator appeared in 1942.  For those of you who don’t know (like I didn’t) what the Turbo Encabulator is, it’s a fictional machine and the presentation describing it is completely full of technobabble. I have been to presentations that sound a lot like the Turbo Encabulator presentation; I may have given presentations like it too.  The extensive use of technical jargon (technobabble) in a… Read More

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Sales vs. product presentations: one size does not fit all

 There was a question posted by Craig Preston (Saratech Inc) on LinkedIn a couple of weeks ago.  He asked, “Why do sales people modify their slide presentation instead of using the one prepared for them?” I think sales people modify the presentations provided by marketing because they are typically product presentations, not sales presentations.  My definition of a product presentation is a presentation that is focused on a product/service; it highlights features and benefits. I believe a sales presentation is different, it goes beyond the product. It focuses on a specific audience and their situation; specifically how the product benefits them or addresses their unique requirements.  Each sales presentation is… Read More

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