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Presenting to Win: The Art of Telling Your Story, Updated and Expanded Edition Hardcover – November 27, 2008

ISBN-13: 978-0137144174 ISBN-10: 9780137144174 Edition: 1st

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Product Details

  • Hardcover: 288 pages
  • Publisher: FT Press; 1 edition (November 27, 2008)
  • Language: English
  • ISBN-10: 9780137144174
  • ISBN-13: 978-0137144174
  • ASIN: 0137144172
  • Product Dimensions: 6.4 x 1 x 9.3 inches
  • Shipping Weight: 1.1 pounds
  • Average Customer Review: 4.4 out of 5 stars  See all reviews (59 customer reviews)
  • Amazon Best Sellers Rank: #233,846 in Books (See Top 100 in Books)

Editorial Reviews

From the Back Cover

Named by FORTUNE Magazine as a "Must-Read"

 

"Jerry Weissman makes the challenge of producing and delivering effective presentations delightfully simple. Read it and benefit!"

Tim Koogle,Founding CEO, Yahoo!

 

“A great read for all of us who have ever struggled with any aspect of our public speaking skills. Presenting to Win contains the same timeless techniques that helped me [18] years ago.

Jeff Raikes, former President, Microsoft Business Division, Microsoft Corporation, and CEO, Bill and Melinda Gates Foundation

 

“Jerry is The Man when it comes to making great pitches. If your pitch doesn't get a whole lot better after reading this book, something is wrong with you.

Guy Kawasaki, Managing Director and Chairman, Garage Technology Ventures, and bestselling author of The Art of the Start

 

“Presenting to Win is the shortest path to applause for any presenter. It will be your bible for the PowerPoint Age. It's loaded with easy actions and real examples that really work. I've used them. I know.

Scott Cook, Founder, Intuit

 

Thirty million presentations will be given today. Millions will fail. Millions more will be received with yawns. A rare few will establish the most profound connection, in which presenter and audience understand each other perfectly…discover common ground… and, together, decide to act.

 

In this fully updated edition, Jerry Weissman, the world's #1 presentation consultant, shows how to connect with even the toughest, most high-level audiences...and move them to action! He teaches presenters of all kinds how to dump those PowerPoint templates once and for all and tell compelling stories that focus on what's in it for the audience.

 

Weissman's techniques have proven themselves with billions of dollars on the line. Thousands of his elite clients have already mastered them. Now it's your turn!

 

•   What you must do to tell your story

     Focus before Flow: identifying your real goals and message

 

•   The power of the WIIFY: What's In It For You

     Staying focused on what your audience really wants

 

•   Capture your audience in 90 seconds… and never let go!

     Opening Gambits and compelling linkages

 

•   Master the art of online Web conferencing

     Connecting with your invisible audience

 

•   From brainstorming through delivery

     Crafting the Power Presentation, one step at a time

 

 

 

About the Author

Jerry Weissman, the world’s #1 corporate presentations coach, founded and leads Power Presentations, Ltd. in Foster City, California. His private clients include executives at hundreds of the world’s top companies, including Yahoo!, Intel, Cisco Systems, Intuit, Dolby Laboratories, and Microsoft.

 

Weissman coached Cisco executives before their immensely successful IPO road show. Afterward, the firm’s chairman attributed at least two to three dollars of Cisco’s offering price to Weissman’s work. Since then, he has prepared executives for more than 500 IPO road shows, helping them raise hundreds of billions of dollars. His techniques have helped another 500 firms develop and deliver their mission-critical business presentations.

 

Weissman is the author of the global bestseller Presenting to Win: The Art of Telling Your Story (Financial Times Prentice Hall, 2003); In the Line of Fire (Pearson Prentice Hall, 2005) and its companion DVD, In the Line of Fire: An Interactive Guide to Handling Tough Questions (www.powerltd.com); and The Power Presenter: Technique, Style, and Strategy from America’s Top Speaking Coach.

 


More About the Author

Jerry Weissman is the world's number one corporate presentations coach. His private client list reads like a who's who of the world's best companies, including the top brass at Yahoo!, Intel, Intuit, Cisco Systems, Microsoft, Dolby Labs and many others.

Mr. Weissman founded Power Presentations, Ltd. in 1988. One of his earliest efforts was the Cisco Systems IPO roadshow. Following its successful launch, Don Valentine, of Sequoia Capital, and then chairman of Cisco's Board of Directors, attributed "at least two to three dollars" of the offering price to Mr. Weissman's coaching. That endorsement led to nearly 500 other IPO roadshow presentations that have raised hundreds of billions of dollars in the stock market. Mr. Weissman's focus widened from coaching IPOs to include public and privately held companies. His techniques have helped another 500 firms develop and deliver their mission-critical business presentations.

Those same techniques form the basis of Jerry's publications. The book, Presenting to Win: The Art of Telling Your Story, covers his concepts of story development and graphics design. His second book, In the Line of Fire: How to Handle Tough Questions...When it Counts, and its companion DVD, In the Line of Fire: An Interactive Guide to Handling Tough Questions, cover his Q&A techniques.

The DVD contains lessons from the book, illustrated by video clips of tough Q&A sessions in the public arena. It includes press conferences, media interviews and presidential debates, featuring the 2004 debates between President George W. Bush and John F. Kerry.

Customer Reviews

Lots of very good information about presenting.
Jesse Smith
The diagrams provide excellent visual aid in how to organize an effective presentation.
P1KACHU
I highly recommend this for anyone who needs to present.
JM

Most Helpful Customer Reviews

37 of 37 people found the following review helpful By G. Lapidus on June 11, 2009
Format: Hardcover Verified Purchase
Most of us get so caught up in what we want to say, or believe important, we leave those we are presenting to behind. This book is excellent in coaching one to understand how to be far more effective with presentations. After 30-years of presenting, I still found the information in this book to be priceless.
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22 of 22 people found the following review helpful By Oscar Fabra on May 30, 2009
Format: Hardcover Verified Purchase
This book really amazed me... especially because I though I knew something about presentations (one thinks that presentation is just about the simple advices that teachers always tell us in college), but I was completely wrong... if you have never taken a very serious course on presentations (like me), I'm really sure you'll learn many things you never knew you would... Though I am hardly starting to put it in practice, I know it is very useful, especially for business plan presentations, which is the main focus of the author... I recommend it!
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23 of 24 people found the following review helpful By David C. Knox on September 12, 2009
Format: Hardcover Verified Purchase
There are two parts to presenting: content creation and content delivery. This book is the best one I have found to discuss the content creation. It does so not from the ridiculous "Here's how to make a PPT slide," but rather from the perspective of how to create an organized, impactful and effective message.

This is a must read book and I forced upon my entire sales organization.
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24 of 28 people found the following review helpful By Anonymous on January 8, 2011
Format: Hardcover Verified Purchase
This book is overhyped. I have a great passion toward delivering powerful presentations and I found this book disappointing. While it will certainly be helpful to the absolute amateur, a lot of Weissman's techniques are mediocre at best. The best sections of the book had to do with the verbal and organizational aspects of giving a presentation - how to brainstorm, how to think of a presentation, how to construct a storyboard, and how the audience's mind works. The worst parts of this book were about the actual craft of creating a presentation - bad Powerpoint advice, bad graphics advice and especially bad advice on how to use bullet-points. Weissman conveys the key point correctly - keep visuals simple, including simple typography, simple use of text, simple use of graphs and images. But the examples he provides are not at all impressive.

If you are a complete beginner to delivering presentations, you may want to browse through this book for some decent advice. If you've been doing this type of work for a while, avoid this book and pick up something by Nancy Duarte or Garr Reynolds. They're both brilliant writers on this topic.
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10 of 10 people found the following review helpful By System Engineer on October 5, 2009
Format: Hardcover
I work in technical marketing. This book is on my "must read" list, and I have recommended it many times. It is short, easy to ready, to the point, and packed with useful information. Note that for engineers (like me), much of the information at first may seem couter-intuitive; however, after "correcting" and creating several successful presentations based on the precepts of this book, I am a complete fan.
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12 of 13 people found the following review helpful By Rita F. Ashley on February 23, 2010
Format: Hardcover
One of my coaching clients directed my attention to Mr. Weissman's book saying, "You could have written this book." He is only right in that the basic ideas of always talking to the audience, starting with their concerns or agenda is the way to go for any interview, email or pitch. I teach executives how to answer all questions with a story; an example with an outcome and to understand the objective of the question and the answer. Now I can direct their attention to "Presenting to Win" to add credibility to my point.

Hurray for Jerry Weissman because his advice is good for sales, internal sell, authors who need to make a pitch and certainly job seekers. Even if you get standing ovations (and job offers), you can still benefit from reading the book because it is an easy to read reminder to include your audience in your presentation.
Rita Ashley, Career and Job Search Coach
Author: Job Search Debugged (PDF download [...]
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9 of 10 people found the following review helpful By M. Keating on August 18, 2010
Format: Kindle Edition Verified Purchase
I give many presentations each year, generally to clients or conferences. They tend to be focused on explaining concepts, not financial presentations. The feedback I get is usually extremely strong, even using anonymous feedback mechanisms. Even so, I was able to pick up a few things from this book, especially some of the subliminal cues Jerry highlights (hockey stick, dashes as bullet points,etc.).

Still, I cannot give this five stars. Almost all of the examples relate to financial presentations, and especially those surrounding IPOs. These are certainly important but presenting to a client you've gotten to know over many months or a conference trade group where you don't know anyone are completely different. Many of Jerry's principles don't apply as written in these kinds of diverse venues.
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9 of 10 people found the following review helpful By William Sidwell on August 28, 2009
Format: Hardcover Verified Purchase
I finished this easy-to-read book within two weeks and I'm already applying the principles in my work presentations. Although I already was applying most of the principles, I really was missing the "What's In It For You" part in my presentations. Since applying this WIIFY I'm getting a much better response from my team. I also liked the layout/transition tips - the left to right tip I would never have known in a lifetime of presenting. I recommend this book to everyone, from students to businesspeople.
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