Archive for the ‘General information’ Category

Sales Enablement is Failing Sales Teams

Monday, October 20th, 2014 by Simon<

A lot of noise has been made over the last few years around the topic of ‘Sales Enablement’. We’ve added our own 10p’s worth to the debate in the past and then continued to look on with a mix of amusement and bemusement.

The amusement comes from the reinvention of something that has been around since the dawn of mankind (or at least, since man started selling stuff to their fellow man). Call it what you want but Sales Enablement, in it’s most basic form, is the development of sales tools to help sales people, um, sell.

Apologies to any sales or marketing execs who are currently sat with chests puffed out with pride – the fact that you’ve moved with the times and converted your sales collateral to work in a new ‘easy to access’ format isn’t revolutionary, it’s merely keeping up with The Joneses.

Perhaps more importantly, the bemusement comes from companies large and small missing out on a huge opportunity. All too often the excitement, investment and time spent on delivering on a ‘Sales Enablement Strategy’ overshadows the real need of sales teams. They’re not after gizmos (although I’ve yet to meet a salesperson who doesn’t like a new tech toy) – boil it down and they’re after story, structure and clarity of messaging. They want tools that will allow them to beat the competition, close the deal and take home the commission.

Frankly salespeople don’t care what platform, operating system or colour sales tools come in – they just want it to help them deliver the deal. It’s as simple as that.

Here at Eyeful we’ve had the pleasure and privilege of working with companies of all sizes across a range of industries. When the topic of ‘Sales Enablement’ is touched on, sadly a definite pattern is starting to emerge. Businesses are focusing their investment in the Delivery Mechanism (tablet sales enablement tools, fancy apps or training their sales teams to become slick ‘TED’ like presenters) without recognising that they are inadvertently recycling the same trite, unconvincing and generic content. It’s a little like remaking a bad movie – if it was boring and lacklustre in 2D, it’s going to be equally boring and lacklustre in 3D.

We implore sales and marketing professionals to take a step back and think beyond the hype and quick wins that Sales Enablement promises. If businesses took a moment to review the message and content they are dishing out in various forms, the more effective this whole ‘Sales Enablement’ bandwagon might be.

As we’ve said time and time again, if your prospect’s response to your pitch is ‘cool slides’, you’ve failed. Never let the temptation of cool technology or fancy aesthetics get in the way of your audience engaging with your message. And if you’re using the ‘Sales Enablement’ tag to merely add lipstick to a pig of a sales presentation message, you’ve missed a golden opportunity…and your competition is poised to make the most of it.

The Story Behind Presentation Optimisation

Friday, May 23rd, 2014 by Justine<

Ten years ago Eyeful Presentations was a mere gleam in the eye of our MD Simon Morton.

Right from the beginning Eyeful was unafraid to ask awkward questions and challenge traditional presentation thinking.

Being the stroppy new kid was great, but when it became apparent that what we were doing wasn’t only different from everything else it was also more effective at engaging audiences it was time to grow up a bit.

The business was growing and as more Eyefulites came on board it was increasingly important to pull all the rebellious thinking together into something that sounded just a little less radical. After all our customers are serious people, with serious messages and it’s important that we can be serious too (but only when we need to).

Presentation Optimisation was a term born to describe how we create business communication that has real impact – a sort of tourist guide for the Eyeful customer journey.

But like any good child that’s been loved and nurtured Presentation Optimisation has grown to be so much more than a catchphrase. It informs everything we do and develops to encompass every new technology and keep pace with the ever changing presentation landscape.

It sits at the heart of our business and continues to be the edge that we (and our customers) use to stay one step ahead of the competition.

Here, one of our specialist consultants, Sally Bailey, explains just what a difference it makes….

Reaping the benefits of Presentation Optimisation is easy, just get in touch and we’ll be happy to help.

The Extraordinary Eyeful Easter Egg Hunt

Monday, April 28th, 2014 by Justine<

You know us best as purveyors of presentation perfection, but sometimes we’re just a lot of silly people looking for chocolate.

It’s All About You….

Monday, January 20th, 2014 by Justine<

Or Is It??

Sometimes a news story pops up that really gets us thinking. Often as not it’s something that makes us look at presentations from a new angle or gets our juices flowing about communication in general and last week threw us a corker.

Chen Guangbiao is a Chinese businessman who has created a business card that is causing quite a few raised eyebrows.

We’ve chatted about business cards here before and the important part they play in making a first and (hopefully) lasting impression. But the reason we’re so interested in Chen Guangbiao is that he has provided an outstanding example of a couple of mistakes that we help our customers eradicate in their presentations.

You can see this tome of self-promotion in all its glory here but I’m more than happy to share his listed achievements:

Most Influential Person of China
Most Prominent Philanthropist of China
China Moral Leader
China Earthquake Rescue Hero
Most Well-Known and Beloved Chinese Role Model
China Top Ten Most Honorable Volunteer
Most Charismatic Philanthropist of China
China Low Carbon Emission Environmental Protection Top Advocate
China’s Foremost Environmental Preservation Demolition Expert

And yes, they are all listed on his (average sized) business card along with more contact details than you could wish for….and a photo.

All of which carries us seamlessly to the subject of content cramming.

There are people who believe that the more information you share, the more informed your audience will be. On the surface there seems little to argue with here but the Human brain has many amazing qualities including the ability to shut off completely when overloaded. We know that busy slides are a sure fire way of disengaging an audience – if you can’t be bothered to pick out the important bits, why should they be?

Moving on….as mind boggling as his list of achievements is, it’s not immediately apparent what he can do for me. To be fair he does also include his job title (and it’s more informative than some I’ve come across) but by the time I’ve waded through that far I’m not sure that I’m still interested. It’s easy to be dismissive but his egocentric synopsis is exactly the same as using the first four slides of your presentation to introduce yourself, your head office, your executive board and your organisational organogram. You run a real risk of your audience switching off before you get anywhere near the point of your presentation.

Both these mistakes can be avoided by taking the time to understand your audience, if you can give the information they need in a way that they can easily relate to their circumstances, then you’re on the right track. If you can also get under the skin of their motivation and make that the centre of your messaging then you’re onto a winner.

So where does that leave us when it comes to assessing the merits (or otherwise) of this particular rectangle of card? Well I can only say this…if the point of this card was to create an online buzz that got bloggers, experts and pundits talking about it, then success has been achieved. Unfortunately for Chen I can’t help feeling that we weren’t exactly his target audience and that by not taking the time to work out who was and why they might want do business with him; he’s missed a real opportunity.

If any of this strikes a chord with you or (and this one’s purely for our own personal amusement) you have a business card that can rival Chens please get in touch, we love to chat.

Eyeful Welcomes New Project Manager

Tuesday, November 26th, 2013 by Justine<

Eyeful Towers has recently welcomed another Eyefulite into the fold. Amy Wesson has joined our Project Management team and is settling into the Eyeful way of life.

Amy has recently returned from a year in Australia so along with a new job she’s also adjusting to our chilly weather.

We caught up with Amy to see if her first couple of weeks have lived up to expectations…

“Everyone has been so welcoming and good humoured in the face of the million questions it feels like I’ve asked them! I love the relaxed atmosphere in the office, it’s all about customer service here – we’re able to give the best of our skills to every customer without having to worry about the mountain of rules and regulations I’ve experienced in previous jobs. It’s a professional environment but it’s a really creative one too and that makes it a refreshing place to work. Eyeful Towers is a great place to work but, for me, a beach view would make it absolutely perfect!”

Our Project Managers are the glue that holds every project together and it’s a role that has occasionally been likened to juggling kittens, but we’re sure that Amy has the skills needed to keep our customers happy.

Welcome Aboard Amy!


APMP Audience Reaction

Wednesday, November 13th, 2013 by Justine<

A few weeks ago Simon reported on his experience of speaking at the APMP UK conference. Simon mentioned that the audience were both welcoming and knowledgeable, but what did they think of him?

Well we’re pleased to say that the feedback was great and we can rest assured that when it comes to presenting we definitely practice what we preach.

So for those of you considering opting in to one of our training days or wondering exactly what Eyeful can add to your next presentation, here are the opinions of some of the attendees:

“Beautifully articulated, great slides.”

“Very engaging presentation with some very useful advice.”

“Fantastic, great way of looking at the subject.”

“Very useful and engaging – thanks.”

“Good presentation, compellingly delivered.”

And, with one attendee commenting that the only way the session could have been improved was with the addition of a ‘twirling bow tie’ we’re chuffed that the audience grasped our sense of fun too.

Simon shared a lot of new Eyeful thinking, which will be available to all in early 2014 with the publication of The Presentation Lab Book, so there’s no need to wait for the next time he takes the stage to find out more.

Microsoft Supports ‘Eyeful Power’

Thursday, October 24th, 2013 by Simon<

When our chums at Microsoft were looking for a small (but perfectly formed) business to demonstrate how to win customers and then turn them into evangalists, they came a-knockin’ on doors of Eyeful Towers.

Microsoft Talking Business - Eyeful Presentations

Looks like our reputation for looking after customers large and small is making a bit of a splash.  Nice…

Eyeful – (Officially) Smarta Than The Average Bear…

Friday, October 11th, 2013 by Simon<

There’s a very happy and proud bunch of Eyefulites bouncing around the halls of Eyeful Towers at the moment.  Honestly, the chirpy whistling and happy chuckles are echoing around the place…

And here’s for why – a very lovely and unexpected e-mail from those nice people at Smarta:

Smarta and O2 proudly announce that Eyeful Presentations is a winner of the 2013 Smarta 100, together with O2, and named among the 100 most innovative, disruptive and resourceful small businesses in the UK right now.

For those of you that might have missed it, previous winners of Smarta 100 include Naked Wines, Huddle, Funding Circle, Graze and Zoopla…all extraordinary names to be associated with.

Wowzer…what next?

Well, this is where you come in.  We need your votes to push up to the top of the pile and walk away with the gong (we know just the place for it in the office) – simply click below to register your vote (by doing so, you can wallow in the knowledge that you’re helping a very hard working bunch of people get one step closer to the biggest party London has seen since the Olympics).


Go Lloyd!

Monday, October 7th, 2013 by Justine<

With the Leicester Marathon rapidly approaching our brave runner (and superstar project coordinator) Lloyd Carter is on the final countdown.

Next Sunday he will be setting out in aid of The Teenage Cancer Trust and trying to beat his 2012 time of 3 hours 38 minutes.

Lloyd has already shared his thoughts on the agony of running the marathon itself but as the preparation ramps up we just wanted him to know that we’re all supporting him.

Despite a niggling knee injury Lloyd is upbeat about his chances of conquering the course and is very much looking forward to a couple of days of carb loading (which definitely sounds like my sort of exercise regime)!

Sponsoring Lloyd is an easy, simply click through this link to donate.


When Is A Presentation Not A Presentation?

Thursday, October 3rd, 2013 by Justine<

The quick response is ‘when there are no slides’ but we don’t agree with that at all. We’ve been banging on about the power of stories for a while now but this week gave us an unexpected and, if we’re honest, unwanted opportunity to prove our point.

Monday’s Autumn sales webinar was planned with the level of pernickety perfectionism that we’re (in)famous for here at Eyeful. We’d given the whole thing the same love and attention we give to customer projects, identifying key messages, building our storyflow then developing and scripting the story itself before creating the slides that bought the visual element to life.

Then just as our eager attendees were logging in for some sales enlightenment, the tech gremlins stuck – we could see our lovely slides but our audience couldn’t, and no amount of frantic button pressing at our end made the slightest bit of difference.

Many great presenters have faced similar issues and our intrepid MD Simon Morton wasn’t about to let this hiccup derail the whole enterprise, after all, if we’re right and the story is more important than the slides, it wouldn’t matter at all.

Or would it??

As someone who regularly gets sucked into the murky world of metrics I’m rarely impressed with statistics but here’s one that I’m very proud to share: only 2 attendees left the webinar when it became apparent that we were unable to placate the gremlins.

Any presenter would consider that a successful event, but when it comes to demonstrating the importance of stories it’s a resounding endorsement of our belief in the concept of ‘Stories Not Slides’.

Just to put the icing on the cake of this particular bout of smugness, the webinar was repeated later in the day and the tech gremlins were nowhere to be seen, yet all the complimentary emails received at Eyeful Towers were from attendees of the earlier session…..

And if that’s not food for thought on how a presentation can engage an audience through strength of story alone, I don’t know what is.

For the sceptics amongst you, here is the webinar in full.