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Strategic Sales Presentations Paperback – July 23, 2012
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Top Customer Reviews
Author Jack Malcolm has crafted an excellent book, "Strategic Sales Presentations," based on his years in consultative sales and implementing sales training programs. While educated in finance and banking, Malcolm switched to focusing on sales and the sales process. He became an expert in personal communication and persuasion along the way and has now translated his training, experience, and concepts into how you can find success in the most highly leveraged pitch or sales presentation anyone could be faced with, the "Strategic Sales Presentation" to key senior decision-makers. For me, it is pitching for funding of an early stage medical start-up. For the reader, it may be selling high dollar or long term products or contracts in the private sector, the social (non-profit) sector, or government.
In "Strategic Sales Presentations," Malcolm delivers on:
1. Planning and Positioning -Malcolm uses four recurring themes throughout the book - customer focus (outside-in thinking), clarity (how to achieve it), intensive preparation, and being yourself (authenticity).Read more ›
If you're only going to read one book on business/selling presentations, this is it, because it is a one-stop-shop on the topic. You will get all the newest cutting-edge ideas combined with all the best ideas from the rest of the presentation literature. This book combines all of the best ideas from the leading presentation books (Made To Stick, Presentation Zen, Slideology etc.), combines it with the latest neuroscience persuasion research as well as Jack's second-to-none selling and business acumen, and then tailors all that knowledge specifically to a framework for executive-level B2B sales presentations. Even better, this framework can be applied to ANY type of presentation, internally or externally, and make you dramatically more impactful, persuasive, and effective. Beyond that, the book also includes chapters on effective platform skills, team presentations, persuasive communication, and a host of other useful topics that will make you a more successful presenter in any format or situation.
I've been a salesperson, sales manager, and corporate trainer, and am now doing leadership development at a Fortune 100 company. I've read LOTS of books and received extensive training in these areas, & I still took away a plethora of outstanding new ideas that will not only change the way I present, but the way I approach sales calls, and the way I communicate in general.Read more ›
The three sections of the book, "Plan and Position," "Craft Your Presentation," and "Stand and Deliver" take you through a powerful process that will result in the best sales presentation you've ever made.
Read this book if you want to be and look professional in high-stakes presentations to executive audiences. You'll be glad you did.
Most Recent Customer Reviews
Very thorough and full of good ideas. I highly recommend it to others who are looking to take their sales presentations to the next level.Published 10 months ago by RSmith
Too many times salespeople are coached to 'shut up and listen.' But that admonishment doesn't acknowledge that salespeople must excel at communication - which, of course, includes... Read morePublished on January 16, 2014 by Andrew D. Rudin
This is a very good book with enough examples and details to really help in developing more powerful appropriate presentations.Published on July 30, 2013 by DC050
There are dozens of sales books available to the serious sales professional. Frankly, if this one isn't in your library you may not be all that serious. Read morePublished on October 29, 2012 by Kelly Riggs
Jack has taken every detail into account to develop any presentation where you need to influence your audience. Read morePublished on October 22, 2012 by Jackie Meyer
When I first started reading the Introduction to "Strategic Sales Presentations," I got excited when I came across Jack saying it wasn't an accident that his turn came last on the... Read morePublished on October 15, 2012 by Robert Terson
Strategic Sales Presentations takes you inside the mind of an executive and gives you all the tools you need to speak their language and come out with a signed contract. Read morePublished on September 24, 2012 by Bruce Gabrielle
This is a very important book for all salespeople. There is now no excuse for boring presentations that do not move the sale forward. Read morePublished on September 17, 2012 by Reg Nordman
So you read the title and you think this book is only for sales people? Think again. If you are in a role requiring you to influence anyone about anything (and who isn't), this... Read morePublished on September 5, 2012 by Chip R. Bell