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High-Impact Webcast Sales Presentations

High-Impact Webcast Sales Presentations. Does this webcam make me look fat?. Dan Rust. Thousands of sales presentations in a broad range of complex and competitive markets Hundreds of webcast sales presentations. CONTENT. ENERGY. Objective. Are you excited?. Structure. Why?. Focus.

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High-Impact Webcast Sales Presentations

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  1. High-Impact Webcast Sales Presentations

  2. Does this webcam make me look fat?

  3. Dan Rust Thousands of sales presentations in a broad range of complex and competitive markets Hundreds of webcast sales presentations

  4. CONTENT ENERGY Objective Are you excited? Structure Why? Focus Humor IMPACT ACTIVITY VISUALS Grabbers Understand adult learners Relevant Know your system capabilities Easy* Create problems to solve

  5. Sales Presentation WebcastsWhat makes them different than other webcasts? Data Delivery Presentation Training Presentation Goal is to drive new learning or skill development Start with “why” Model desired behaviors • Goal is to inform • Create a framework • Focus on the structure and linear flow of information Sales Presentation • The goal is to influence/persuade > to drive ACTION • They KNOW you have this goal, so may be more skeptical • Your personal connection and credibility is more important • Keeping them engaged is more important

  6. WebcastContentErrors • Too long • Too linear and predictable • Many feature details • Benefits are assumed • Too internally focused • No clear action goal

  7. Welcome • Product Details • Benefits • Q & A • Thank You

  8. Ideal Content Flowfor a sales presentation webcast Advocate Action • NFBR#3 • NFBR #2 • NFBR #1 • Confirm Customer Needs • Welcome

  9. What is Your Advancement Objective?

  10. NFBR

  11. NEEDFEATURESBENEFITSREACTION QUESTION All features relevant to the specific need

  12. NFBR

  13. NFBR

  14. NFBR

  15. Ideal Content Flowfor a sales presentation webcast Advocate Action • NFBR#3 • NFBR #2 • NFBR #1 • Confirm Customer Needs • Welcome

  16. Welcome • Sell yourself • Professionally • Personally • Sell the company • Tell them something they don’t already know • Should not be a formal part of the presentation

  17. DynaCorp Priorities* Confirm Customer Needs BENEFITS EXAMPLES STORIES “What this means to DynaCorp is…” BENEFITS EXAMPLES STORIES “What this means to DynaCorp is…” • Cost Savings Feature 3 Feature 1 Feature 2 Feature 4 Reaction Question Reaction Question BENEFITS EXAMPLES STORIES “What this means to DynaCorp is…” • Operational Efficiency BENEFITS EXAMPLES STORIES “What this means to DynaCorp is…” Feature 1 Feature 1 • Data-driven Decisions Feature 2 Feature 2 Feature 3 Feature 3 Feature 4 Feature 4 Reaction Question Reaction Question

  18. Advocate Action “What do you think of everything we’ve talked about so far?” “Based on your comments and questions, it seems like the next logical step would be to…” “…does that make sense?”

  19. Ideal Content Flowfor a sales presentation webcast Advocate Action • NFBR#3 • NFBR #2 • NFBR #1 • Confirm Customer Needs • Welcome 45 minutes

  20. Questions about content, flow and structure?

  21. Visual Impact • Know the capabilities of your webcast system • Onscreen notes and “doodles” • Highlighter • Webcam • Online video • Know the capabilities of PowerPoint • Image adjustment • Animations and builds • Visual thinking and image creation is not just a “marketing” function

  22. The Power of Illustration

  23. Questions about visual impact?

  24. Adult Learning • Practical Problem Solvers • Tell me why this is important to me • Tell me how I am going to use this information • Just-in-time • Tell me how this knowledge will be applied SOON • Respectful • Acknowledge that I am not just an “empty vessel” • Integrated • Connect new information with what I already know and have already experienced

  25. Any webcast activity, interaction or exercise must be relevant and practical.

  26. Webcast Activity Options ? • Ask Reaction Questions • And wait for a response • Polling • Leverage Client Presenters • Give them advance notice • Keep it brief and focused

  27. Questions about webcast activity?

  28. Energy Drainers • PowerPoint • Your slides are not intended to be a script • You • This is a serious presentation • So make it fun • No one is going to me more excited about this presentation than you are • Tell them WHY you are excited • In a manner that is relevant to THEM

  29. Humor • This is a business presentation • Never use humor • Or sarcasm • Or irony

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