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Strategic Sales Presentations Paperback – July 23, 2012


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Product Details

  • Paperback: 308 pages
  • Publisher: Booktrope Editions (July 23, 2012)
  • Language: English
  • ISBN-10: 1935961527
  • ISBN-13: 978-1935961529
  • Product Dimensions: 8.5 x 5.5 x 0.7 inches
  • Shipping Weight: 14.4 ounces (View shipping rates and policies)
  • Average Customer Review: 5.0 out of 5 stars  See all reviews (13 customer reviews)
  • Amazon Best Sellers Rank: #939,464 in Books (See Top 100 in Books)

Editorial Reviews

About the Author

Jack Malcolm is a nationally recognized speaker, trainer and sales consultant. He is President of Falcon Performance Group, an organization dedicated to improving the professionalism, preparation, productivity, and effectiveness of sales professionals through training and consulting in sales, influencing, and communication skills. His expertise includes sales, finance and the psychology of personal communication and persuasion.

More About the Author

Jack Malcolm is President of Falcon Performance Group, which is dedicated to improving personal and professional effectiveness in today's knowledge-based economy through training and consulting in sales, influencing, and communication skills. With twenty years of training and consulting on top of ten years of corporate banking experience, he teaches a unique mix of business acumen and complex-sale strategy and skills that today's demanding customers require from top sales professionals.

Customer Reviews

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There are dozens of sales books available to the serious sales professional.
Kelly Riggs
The book is very tightly written with every chapter brimming with terrific advice, examples and research.
Reg Nordman
Jack's book is the best of the lot, and I wish he'd written it ten years ago.
Andy Blackstone

Most Helpful Customer Reviews

Format: Paperback
High-level presentations are not for the feint of heart or for the unprepared. You get one shot to impress. If you fail, game over. If you succeed, you will either close on your objective or you will have gained momentum leading to a successful close. This has been my personal experience and that of many others in financing and building medical device companies. We work hard to get in front of the decision-makers (family office partners, venture capitalists, institutional investors, and/or strategic investors) who make the go-no-go decisions on investments. These meetings are decisive so pitching teams must be thoroughly prepared for what will be a 30 to 60 minute presentation.

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).
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3 of 3 people found the following review helpful By Spencer Penhart- Principal, Penhart Performance Group on August 13, 2012
Format: Paperback Verified Purchase
This is the best book I have ever read on effective sales presentations, bar none. I truly feel you are at a competitive disadvantage if you and your sales organization have not read this book.

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.
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1 of 1 people found the following review helpful By Andy Blackstone on November 5, 2012
Format: Paperback Verified Purchase
I've spent a lot of time over the last ten years helping my clients build high-impact sales presentations. As part of that effort, I've read every book I could find on how to design and build presentation visuals, how to use PowerPoint and other presentation tools, and how to write presentation materials. Jack's book is the best of the lot, and I wish he'd written it ten years ago.

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.
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1 of 1 people found the following review helpful By John B. Spence on July 28, 2012
Format: Paperback
I spent the first 10 years of my career as an executive trainer delivering workshops on strategic selling and consultative sales. To be as knowledgeable as possible for my students I made a point to read every sales book I could get my hands on - in the last 15 years I must've read 200+ sales books - and I can say without question that Strategic Sales Presentations by Jack Malcolm would absolutely be in my top 10. Mr. Malcolm obviously has an incredible amount of knowledge on the subject and years of first-hand experience. He presents extremely important ideas and tools in a fun, enjoyable style with superb anecdotes and stories. If you are a salesperson and want to understand how to be highly effective, professional and successful in your presentations to clients and potential clients - this is a MUST read book. It would be impossible to read this book and not take away several great ideas and techniques that will help you be a much more successful salesperson.
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