Posts Tagged ‘Sales Pitch’

Sales Enablement –The Debunking Begins

Tuesday, February 4th, 2014 by Justine<

Sales Enablement is a hot topic, and as is want to happen when something becomes big news, there are thousands of pages of wisdom on the subject. But thousands of pages don’t necessarily equate to answers that make sense for you, and your business, right now.

Well known for our inquiring minds, we’ve decided to dig a little deeper into this murky netherworld to try and find out what it’s all about. In true Eyeful style we’re sharing the results of our investigation with our lovely readers, starting tomorrow we’ll be airing our insights on some of the key issues and we’ll be topping the whole thing off with a lovely new whitepaper which will be available to download next Monday.

So for those of you bamboozled by Sales Enablement ‘science’, unsure of whether there’s anything of worth hidden in the arguments or simply embraced by curiosity, watch this space and we will reveal all…

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Bid Professionals Embrace Blended Presenting: Conference Report from APMP UK

Tuesday, October 29th, 2013 by Simon<

For the last 11 years the great and good of the UK bid and proposal industry have got together to share ideas, learn new skills, review best practices and, let’s be frank, catch up on a bit of industry gossip.

As each year passed, the venue got bigger and the delegate list more international, culminating last week in the largest shindig to date set in the beautiful surroundings of the Cotswolds. I was naturally pleased as punch to be invited to speak at this years event and share the pitch power of Blended Presenting, offer views on Sales Enablement and share a sneaky peek into the forthcoming Presentation Lab book.

 

A Welcoming Crowd

The first thing that struck me was how welcoming everyone was.  It was a truly supportive environment with old friends reunited and new contacts quickly being formed over coffee (or beer as the evening started).

There was a real sense of the industry wanting to drive things forward (indeed, the theme of this year’s event was ‘The Moves To Win’) and each and every delegate seemed hungry for the next addition to their skill set.

 

The Potential of The Presentation

The positive vibes and happy enthusiasm of the delegates continued as I shared our experiences and ideas around the topic of Blended Presenting.

The presentation ambled through all manner of topics, from audience heatmaps, the longstanding issue of the Presentation Paradox and the power of story as part of the entire sales/bid process (including a nod to the hot topic of Sales Enablement).

The exciting conclusion I garnered from the audience was that the bid and proposal sector completely understands the value of a powerful and well-planned presentation.  The biggest frustration is that they are hamstrung with the same issues of not enough time or resource to do the job properly.

APMP SM 4

Key Takeaway – Turning Frustration Into Hope…& Results
Despite the all-too-familiar story of limited time and resource, there was a palpable sense that things are starting to change…fast.

The people at the forefront of this change, delegates at events like APMP UK, are starting to make waves and demonstrate the value of well-resourced bids and pitch presentations.  They are the teams creating the most compelling propositions, delivering the most persuasive presentations and ultimately winning the most deals.

 

The big question is how long can they keep it a secret?  My suggestion is that if you have anything to do with bids or proposals, you need to get yourself along to the nearest APMP event and find out from those in the know…

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Monday Sales Inspiration

Monday, September 30th, 2013 by Justine<

It’s Monday again and once the trawl through the weekend spam is finished the new week begins in earnest. The question is, will this week be just like last week or can you make a real impact on those sales figures?

All it takes to make this week special is a little extra inspiration and here at Eyeful we’re ready to help you make the difference.

Our free autumn update webinar is full of tips to help you make the changes that will mark this week as the turning point in your sales strategy.

It’s a long journey from hello to handshake and we can help you every step of the way.

To join us at 12 noon today please click here

To join us at 5pm today please click here

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Selling With Stories

Wednesday, August 28th, 2013 by Justine<

Nestled between the excitement of holidays and the anticipation of Christmas, autumn is a challenging time of year for sales teams everywhere. It’s hard to keep up the enthusiasm as the nights draw in and the leaves begin falling – but there’s still work to be done, and targets to be met.

Webinar logoMany of you will be about to embark on the annual trawl through the lost opportunities of spring but before you pick up the phone it’s time to review why they were lost in the first place and what new offering you have for them. Maybe they have decided to defer their investment until next year or maybe you just failed to make a connection, and if you couldn’t connect in spring, how will you connect in autumn?

Many sales teams will have been using the same collateral for almost a year and that’s a long time in business. Products and services change and evolve constantly and your customers’ needs and expectations do too.

Here at Eyeful we know that making your sales team achieve that final push is easier than you might think, all it takes to breathe new life into lagging sales is a little fresh thinking.

With this in mind we’ve put together an autumnal update webinar designed to breathe new life into sales teams everywhere.

We’ll help you understand your audience better, reinvigorate your sales, explain why slides are out and stories are in and give you all the tips you’ll need to communicate effectively anytime, anyplace, anywhere.

It’s not about airy fairy strategies and fanciful ideas, it’s about the stuff that works and brings real results.

It’s free to attend simply click through the links below to register and we’ll help you make those sales.

September 30th 12.00 GMT

September 30th 17.00 GMT

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The Whistle has been well and truly blown….

Monday, July 22nd, 2013 by Justine<

Thanks to everyone who responded to our call for Presentation Whistleblowers. We’ve been through the replies and with more than a hint of morbid fascination, here are some of the things that are currently keeping us awake at night.

We knew we were in for a ‘treat’ from the first sentence of the first reply….“How long have you got??”

We have paraphrased some responses to protect the innocent and avoid an 18 certificate.

Not one of our Ten Commandments escaped unscathed. Those of a nervous disposition may wish to look away….

 

Thou shall not throw random facts at thy audience without heedance of narrative.

“I didn’t know it was possible to get 40 bullet points on one slide”

“words in bubbles are just floating bullet points”

“the whole thing felt like a crazy word association game”

Thou shall be clear in communicating thy key messages

“we didn’t learn anything, not even what the presentation was about”

“even the graphic of their company logo was unclear”

“spoke excitedly about a new offer but had no details of it when asked”

Honour thy audience for they deserve to be engaged

“I could have spent the time doing something much more valuable and interesting – such as rearranging my sock drawer!”

“no idea which company presented, or what they were offering, I can only remember how awful it was”

Thou shall not induce migraine or double vision with bad design

“It’s a presentation, not an eye exam”

“white text and light green text in different fonts of varying sizes on a selection of blue backgrounds”

“it felt like they used every transition possible”

Thou shall not read slides for thy audience is not in need of sleep

“two presenters in a row and both read from slides word for word with no explanation”

“It was hot and several of the audience did indeed doze off”

“there was quite a buzz in the room – about the horses we could see out of the window -  the presenter was too busy reading his slides to notice”

Do not covert thy neighbours presentation, make your own the best it can be

“I’ve seen some shockers and some superstars – hope mine is the latter”

“my boss said we needed a presentation exactly like our main competitors, so I suggested we used theirs”

Love thy presentation for thy audience will know thy heart

“the meeting was going well and then they said  ‘sorry about this but the boss says I have to show you our presentation’… oh dear”

“when the presenter says ‘you don’t need to look at that bit, it’s boring’ you know you’re in trouble”

Thou shall be knowledgeable and prepared in the use of technology

“He was trying to sell us a technical service, yet the tablet he brought was an old version and had a cracked screen.”

“Ended up apologising to presenter because I didn’t know how their laptop worked – just wrong”

Thou shall be prepared for thy tech to smite thee by arming thyself with pen and paper

“left their laptop on the train and spent the meeting time using our phone to try and track it down”

“They had forgotten to charge their laptop so could not show us a presentation at all”

Thou shall relax for thy audiences is unlikely to raise arms against thee

“reps first day, ran in – apologised, threw up – apologised, stuttered through presentation – apologised. We ended up looking after him for quite a while…”

“A new supplier turned up late, sweaty and unprepared”

“I was wondering why people were snickering until a brave prospect told me what the background image looked like when other pictures appeared in front of it”

 

As for the criminals involved, suppliers and internal comms teams top the list of bad presenters and IT departments and Tech companies are the most likely to bamboozle audiences with their presentations.

If any of you are concerned that you might be delivering the sort of presentation that our whistleblowers are talking about, fear not, our free Presentation Healthcheck service can help you out.

And for those of you still suffering in silence, we’re leaving the whistleblower contact form open just in case you need to vent….

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Dragons Den – Backstage Report Part 1

Thursday, May 23rd, 2013 by Justine<

Yesterday saw Simon complete phase one of his ‘Double Dragon’ experience.

As part of Henley College’s Enterprise & Employability Week, Simon was on hand yesterday to guide the young entrepreneurs in the art of presenting.

The syllabus was based on our proven Presentation OptimisationTM methodology and the students were keen to learn about the importance of message and the mistakes that can be made by over egging the cake (it becomes a floury omelette if you’re wondering).

They also discussed how best to visualise their ideas in a way that will engage the Dragons. The relative merits of PowerPoint, product demos and art boards were all debated along with the opportunities and dangers that using multiple platforms can bring.

The students were very enthusiastic to learn and interestingly they showed the same anxieties that we see every day with our business customers. We know that, to our customers, every presentation is THE presentation and the students felt just the same.

Encouraging the business people of tomorrow to think a little differently about how they present will help them to avoid the pitfalls associated with “Death by PowerPoint” that have given presentations such a bad reputation.

It’s a very Eyeful way of helping to raise the bar for business presentations.

On Friday, Simon will be seeing his work from the other side, as he unfurls his Dragon wings and judges the finalised presentations – we’ll let you know how he gets along.

College

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Presentation Pressure..?

Tuesday, February 5th, 2013 by Justine<

Presenting brings with it all manner of pressure…  Heart palpitations and sweaty palms are commonplace in meeting rooms and conference halls the world over, as presenters wrestle with the fear of stumbling over their words or completely losing the plot as they deliver their slides.

A statistic often dragged out and dusted down at this point is; that more people are terrified at the thought of standing up and presenting to an audience than they are of dying. This is typically followed up with the quip, “So they would rather it be their funeral than give the eulogy at someone elses”.

Funny…but the impact this fear can have on a presentation is deadly serious.

We have recently used our Presentation Optimisation methodology to develop a deck for a lovely customer who is presenting today at Buckingham Palace …to HRH Prince Andrew.  Gulp!  Now that is a high pressure pitch!

Both our Presentation Designer, Nicola, who worked on the deck and Consultant, Paul, who developed the messaging and drew up the initial storyboard are happy to boast that they have created slides for royalty.  But, more importantly, we can take great pride in equipping our customer with a presentation that the presenter has complete confidence in.  Once the confidence kicks in, the pressure ebbs away… our job is done.

So best of luck to our lovely customer and we eagerly await an update on how it all went.  Perhaps we could get our Customer Champions to survey the Palace to get their view on it?  Maybe not…

So, if you need some help dealing with those presentation nerves, start with the basics and get your content and story straight and build from there.

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Panic Over – Eyeful Arrives in Europe

Tuesday, January 22nd, 2013 by Simon<

The EU has had a tough time of it over the last few years.  Economies wobbling, internal squabbles among member states and the perennial debate over how bendy a banana should be (no, really – see here).

No fun for anyone…

However 2013 looks like all of this cross continent tension could be a thing of the past.  The reason?  EyefulPresentations.EU has landed.

You see, we have a sneaking suspicion that much of the recent turmoil is down to poor communication and a dearth of engaging visuals.  Granted, this might be over simplifying the internal workings of one of the World’s most complex and powerful economic entities…but we feel it’s worth a punt.

Either way, we believe the launch of our new EU website is good news for all European businesses.  With us supporting your business through our Presentation Optimisation methodology, you can at least tick of “clearly communicate with prospects and customers” off your to-do list.*

* We know it works because it’s going down a treat with the Dutch, Irish and Eastern European customers.

To learn more about our ability to support companies across Europe, simply visit the website or give us a call.

Merci/Vielen Dank etc etc

 

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Russian Presentation Revolution

Friday, November 30th, 2012 by Simon<

It’s been a while since I personally blogged (the high quality of the blogs for the last 9 months or so is testament to this!) but, having just returned from another fulfilling trip to Russia, I’m inspired to do so…

I was privileged to be asked over by our Eyeful Russia team to speak at a large seminar in Kaliningrad where the entire 4 hours were dedicated to presentations and the changes that are afoot in terms of technology, approach and technique.

This immediately struck a chord with me.

The Russian business community has grasped the importance of getting presentations right.  They understand the issues thrown up day after day in the West as a result of The Presentation Paradox and Death by PowerPoint…and don’t want to fall into the same trap.

There were a series of media interviews afterwards and a common question from all was “how can we ensure Russia catches up with the West in terms of presentations?“.  The simple answer is that they need not worry.

Whilst Russian presenters are focussing their energies on building compelling and engaging stories to support their message, the vast majority of their Western counterparts are wrestling with which whacky animation to build into their next huge PowerPoint deck.

Possibly the most inspiring fact I learned was that Russians do not yet have a phrase that conveys “Death by PowerPoint”.  Long may this be the case.

Without wanting to sound too dramatic, the presentation revolution has started…and that’s great news for audiences across Russia.

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Making Video Work for Business (Part 2)

Friday, November 23rd, 2012 by Simon<

Continuing our short sojourn through the ubiquitous nature of B2B video, we look at the ease of creating content.

The growth of video on the internet is a direct result of advances in mobile technology; almost anyone can film, upload and view videos with little technical expertise.

And there’s the rub – the use of video as a business tool requires a little more understanding and finesse.

Simply stated, video can be more engaging and compelling than other media – it is an easy way to present information with no reading required!

The benefits are numerous.  Video combines pictures, sound, text and movement to create an impact far greater than each of these individual elements alone, and far more than a web page of text could ever provide. People tend to watch more than they read or listen.

Studies show that most people are visual learners, while other adult learning studies show that we remember 10% of what we read, 20% of what we hear, 30% of what we see, and a huge 50% of what we hear AND see.

With results like these, video can make a typical website up to 300% more effective for audience retention.

Great news so far…but here’s the bad news.  It’s not easy.

Spend 5 minutes on YouTube and you’ll find all manner of ropey business videos.  They lack content, visual style and any sense of engagement with their audience.  Each viewing erodes your brand, reputation and opportunity to engage.

Think before you upload.

And don’t think for one moment it’s just about budget.  Take the following high budget example:

  • Clever effects?  Yep.
  • Nicely shot?  Yep.
  • A positive message regarding the product?  Um, nope.

Just as with your trusty presentation, Message –> Content –> Design (and not the other way around…no matter how excited the producer of your video gets!).

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