There are essentially two ways to write a value proposition for a sales presentation. The first is the top-down value proposition process, and the second is the bottom-up value proposition process. Either way, sales presentations ought to be structured around a clear value proposition statement so that they state how prospects benefit by choosing your solution.

• Comments: 4

I asserted that PowerPoint couldn’t do this... My conversational partner claimed I was wrong, this option was hidden in the settings and I just hadn’t looked hard enough! Quick - to the nearest PowerPoint equipped PC...

• Comments: 2

What's your cost per opportunity? How many opportunities do you create each month? And then how much did you spend on your sales presentation - the sales tool that actually helps tell your sales story and communicate value to prospects? Nothing?

• Comments: 1

Sales presentations don't exist in a vacuum. They are delivered as part of sales meetings. What's an effective agenda for a sales meeting? When does it make sense to present? Is there a one-size-fits-all answer, or do things change as we move through the sales cycle?

Graphs and charts are a common feature in most presentations - they are an excellent way to show data visually. However, often people create the charts and then stop short of adding animation. If you go that one step further your data can really tell a story. Here's how and why.

Sales people fail at new business sales, Weinberg contends, because they are too passive, lacking in focus, unwilling to call prospects, focus on existing accounts too much, and because they lack the core sales skills. With the right approach, right support, and right targets, many (but not all) sales people could generate new business.

• Comments: 1

When graph slides are designed there are several reasons why they are not as effective as they could be. As a result the audience has to work really hard interpreting the information on the slide thus reducing their ability to listen to the presenter. It's worth understanding the pitfalls.

• Comments: 3

If you're a whiz with PowerPoint design, visual presentations are the way forward. If you're not, then there's still hope. Here are your very VERY first steps to ditching the bullet points for good - do it on your very next presentation and never look back!

• Comments: 2

We decided to publish our pricing online. For a B2B company, selling to other B2B companies, that's a fairly controversial thing to do. But we're giving it a try, and if it doesn't work out, we'll try to stuff the genie back in the bottle. None of our competitors in the presentation market seem to publish their pricing publically. So, are we stupid?

• Comments: 4

PowerPoint doesn't do 3D, but it would be cool if it could. For a long time I’ve really struggled to develop a method creates an illusion of three dimensions (and looks good) with just the tools PowerPoint provides. Here's two ways I've come up with to do it.