Key to each presentation is what your audience will remember after you leave. People are wired to remember stories, and experiences. Effective teams involve stories/narrations in their presentations. Here's how you can do it.
Your message is the key to your competitive differentiation. A message that isn't delivered well or is confusing, can undue months of sales efforts. Good sales teams know that well. They take orals coaching seriously.
In the enterprise software business we often get only one change to prove our capabilities. There is no place for the runners up and the winner takes it all. While there's a lot written about the topic like this article I found, here's my ask of my presenters:
Effective speakers touch the core of their audiences. Their messages have a personal touch and they address what's on the audience minds head on. Most importantly, they empathize with their audience.
It all starts with knowing your audience. Sales teams can learn from these speakers and deliver more effective presentations. Check out the following video of president Reagan addressing the nation on the day the US space shuttle Challenger crashed.
As a consumer, I shop at Amazon, ride with Uber, do vacations with AirBnB, book airlines on Expedia. We all have our favorites because these businesses makes the buying experience easy, predictable and enjoyable. The experience triumphs it all (even price to an extent). Enterprise software buyers have other reasons for rejecting a vendor's product. Having a competitive offering is just table stakes in this new consumer driven economy.
NOTE: The learnings from this blog site are not a substitute for a training course; training courses are not a substitute for working together in the field. If the content here resonates and you want to explore further, give me a call.