• A Quick Lesson on Using Graphics Effectively

    by  • May 21, 2014 • 0 Comments

    This week I came across two examples of how not to use pie charts. Both came from very smart people. Here are the examples and some simple rules you can remember to avoid similar mistakes. You want to communicate clearly and powerfully. You know graphics can help. We have multiple options to easily make interesting […]

    Read more →

    Even Market-Leading Companies Make This Presentation Mistake

    by  • April 29, 2014 • 0 Comments

    What’s wrong with this picture? This is a slide from a presentation at a B2B marketing conference titled, ironically, “Create Gorgeous Marketing Dashboards Your Executives Will Love”                     The rules for graphics in slide presentations and dashboards are the same. This graphic violates the “keep graphics […]

    Read more →

    How to Steal a Bigger Competitor’s Sale

    by  • April 15, 2014 • 0 Comments

    Convincing prospects to buy before other competitors join the fray is ideal. But sometimes – especially when selling high priced solutions to a limited number of large companies – you have to prepare for battle. Here’s how a VC-funded company selling to biopharma companies responded when Oracle began giving software away.

    Read more →

    How Engaging is Your Sales Presentation Delivery?

    by  • April 3, 2014 • 2 Comments

    Small changes can make presenting more enjoyable for you and your audience. The first step is recording yourself to detect habits that may be sending the wrong signals to your audience. It only takes a little practice and a few clever tricks to replace unconscious habits with a more powerful presence.

    Read more →

    Great Explanation Why Facebook is Irrelevant for B2B Companies

    by  • December 3, 2012 • 0 Comments

    An audience member at a Babson College panel asked recently about social media, Facebook, and B2B companies. My answer was the social media that mattered to B2B companies were groups (including LinkedIn groups) and 1-1 emails discussing B2B brands, like marketing VPs asking members of their online group: “Who has recent experience with this marketing […]

    Read more →

    4 Valuable Sales Insights from To Sell Is Human

    by  • October 11, 2012 • 0 Comments

    Daniel Pink, the author of the bestsellers Drive (about what really motivates people – hint: usually not money) and A Whole New Mind (that gives hope to right-brained people) spoke recently at the Business of Software conference.

    Daniel said he was inspired to write To Sell Is Human: The Surprising Truth About Moving Others when Neil Davidson, CEO of Redgate Software ($50M in revenue) challenged Drive’s premise: Aren’t salespeople the exception? Aren’t they coin-operated?

    Here’s what Daniel found out when he dug into it.

    Read more →