SlideShare ist ein Scribd-Unternehmen logo
1 von 59
Downloaden Sie, um offline zu lesen
“This better be
        worth my time!”




5 TIPS FOR
PRESENTING TO
EXECUTIVES
EXECUTIVES ARE THE SIMON COWELL*
 OF THE BUSINESS WORLD


                     “You make me want to
                       projectile vomit.”




* Grumpy judge on American Idol See >>
IMPATIENT   “I think the word
            you’re searching
CRITICAL     for is HONEST.”

CAUSTIC
ULTIMATE JUDGE OF TALENT
IMPATIENT
CRITICAL
CAUSTIC
ULTIMATE JUDGE OF TALENT
BUT REMEMBER
(and this is very important)
EXECS ARE ALWAYS LOOKING FOR TALENT


             “I would say…you have
                SOME potential.”



in fact

MOST OF AN EXEC’S WORK
GETS DONE THROUGH
THE PEOPLE THEY HIRE
AN EXEC’S SUCCESS DEPENDS ON
SURROUNDING THEMSELVES WITH


PEOPLE THEY CAN TRUST

PEOPLE WHO WILL HIT DEADLINES

PEOPLE WHO CAN AVOID MAJOR PROBLEMS
AND THEY JUDGE YOU BY
HOW YOU PRESENT


CAN YOU HANDLE PRESSURE?
DO YOU KNOW YOUR BUSINESS?
ARE YOU AUTHORITATIVE?
ARE YOU CREDIBLE?
ARE YOU TRUSTWORTHY?
IF YOU’RE THAT KIND OF PERSON,

             “I could see you in the
                recording studio
                 TOMORROW!”



YOU CAN COUNT ON THE
EXEC’S FULL SUPPORT
HERE’S 5 TIPS
TO HELP YOU NAIL YOUR NEXT
EXECUTIVE PRESENTATION

         “Let’s see what you’ve got.
           When you’re ready…”
#1 GET TO THE POINT IN ONE MINUTE
EXECUTIVES ARE BUSY

TIME IS THEIR MOST PRECIOUS ASSET




                 “I have 3 emergencies that
                   need my attention right
                            now.”
DON’T WASTE IT

ARRIVE ON TIME
AVOID LENGTHY OPENINGS
GET TO YOUR POINT IN THE FIRST MINUTE
“I’m here to present our
marketing plan. We want to spend
$1 million on channel incentives.”


                          “Okay. Why?”
IF YOU DON’T

THEY’LL INTERRUPT YOU AND START
ASKING QUESTIONS
“I’m here to present our
 marketing plan. Now, as you can
 see from this SWOT Analysis, our
 strengths are in technical support
    and integration with existing
infrastructure. Our weaknesses are
  in perceived cost and perceived
         technology lock-in.

        Next slide please.

Awareness is trending up over the
    past four quarters, but…


                        “STOP!”
IN FACT, HERE’S AN IDEA FOR YOU

AFTER YOU’VE SPOKEN FOR A FEW MINUTES,
STOP AND ASK THEM A QUESTION
“I’m here to present our
marketing plan. With this plan,
we’ll increase sales by 15% over
      the next 4 quarters…”
“I’m here to present our
marketing plan. With this plan,
we’ll increase sales by 15% over
      the next 4 quarters…”


           “Do you think we’re being
             aggressive enough?”




                  “Actually, I was just going to
                          suggest…”
“I’m here to present our
marketing plan. With this plan,
we’ll increase sales by 15% over
      the next 4 quarters…”


           “Do you think we’re being
             aggressive enough?”




                  “Actually, I was just going to
                          suggest…”
QUESTIONS YOU MIGHT ASK


    “Is this how you’d define success?”



                    “How important is this market to
                       our long term strategy?”



          “Do you agree we’ve prioritized
           our opportunities correctly?”
#2 TALK ABOUT PROBLEMS WINNING IN
   THE MARKETPLACE
EXECUTIVES LIVE IN A DIFFERENT TIME ZONE

THE FUTURE

              “How can we turn this multi-
              million dollar company into a
             multi-BILLION dollar company?”
THEY ARE ALWAYS THINKING
3 YEARS AHEAD


HOW DO WE GROW?

HOW DO WE BEAT COMPETITORS?

HOW DO WE DEFEND PREMIUM MARGINS?
THEY ARE ALWAYS THINKING
ABOUT 3 YEARS FORWARD


HOW DO WE GROW?

HOW DO WE BEAT COMPETITORS?

HOW DO WE DEFEND PREMIUM MARGINS?
THEY ARE ALWAYS THINKING
ABOUT 3 YEARS FORWARD


HOW DO WE GROW?

HOW DO WE BEAT COMPETITORS?

HOW DO WE DEFEND PREMIUM MARGINS?
SO DON’T FOCUS ON
PROBLEMS AFFECTING YOU TODAY


       “Customer satisfaction is down
          about 3% this quarter.”




                “Ted’s team is supposed to be
                      working on that.”
FOCUS ON PROBLEMS THAT WILL AFFECT
THEM OVER THE NEXT THREE YEARS

AND HOW THEY’LL WIN IN THE MARKETPLACE

     “Customer satisfaction is down
        about 3% this quarter.”

         “If we’re going to grow 15% over
          the next three years, we need to
        hold onto our existing customers.”

                         “I agree. What do you
                             recommend?”
HOW ARE YOU GOING TO HELP THEM

SELL FASTER?
RETAIN EXISTING CUSTOMERS?
CAPTURE NEW CUSTOMERS?
INCREASE CUSTOMER SATISFACTION?
REACH NEW MARKETS?
DEFEND HIGHER MARGINS?
TAKE THE COMPETITOR’S CUSTOMERS?
FIND NEW DISTRIBUTORS?
CREATE DIFFERENTIATED PRODUCTS?
HOW ARE YOU GOING TO HELP THEM

SELL FASTER?
RETAIN EXISTING CUSTOMERS?
CAPTURE NEW CUSTOMERS?
INCREASE CUSTOMER SATISFACTION?
REACH NEW MARKETS?
DEFEND HIGHER MARGINS?
TAKE THE COMPETITOR’S CUSTOMERS?
FIND NEW DISTRIBUTORS?
CREATE DIFFERENTIATED PRODUCTS?
NOT JUST SOLVE TODAY’S PROBLEMS
#3 SELL A VISION BEFORE DISCUSSING
   THE DETAILS
NEW PRESENTERS MAKE A BIG MISTAKE

THEY ARE IN A HURRY TO TALK ABOUT WHAT
THEY WANT TO DO BEFORE THE EXEC IS
BOUGHT INTO THE VISION

       “We need to invest $1 million in a
          big public relations push.”


                        “One million?
                     That’s a lot of money.”
EXECS ARE BIG PICTURE PEOPLE

THEY WANT TO KNOW WHY BEFORE
GETTING TO THE DETAILS


        “Yes. Shudder Chapstick is the
         agency of record. They aren’t
                    cheap.”

                 “What about WBBC? They’d
                  probably do it for half.”
INSTEAD, FOCUS ON GETTING THE EXEC
NODDING AT THE VISION


THEN MOVE INTO THE DETAILS
“The press is ripping us apart. Our
           sales guys say it’s really slowing
                   the sales cycle.”

                         “So what are we going to
                              do about it?”
   “We need to get some of the key
   papers on our side. Like the Wall
    Street Journal and USA Today.”

                            “Good thought.”

  “We’ve found an agency with
good contacts at both papers. We
   can probably have features
    printed within 4 weeks.”
NOW THE EXEC IS READY TO
MOVE INTO THE DETAILS



     “We’ve found an agency with
   good contacts at both papers. We
      can probably have features
       printed within 4 weeks.”
                                 “DO IT! GO!”
#4 LEAD WITH STORIES, NOT DATA
EXECS ARE SMART PEOPLE

THEY RESPECT DATA




             “You have the most votes…”
EXECS ARE SMART PEOPLE

THEY RESPECT DATA


BUT THEY TRUST THEIR GUT

             “But I think we’ve learned that
            having the most votes does NOT
                guarantee a big career.”
THEY KNOW DATA IS OFTEN INCORRECT,
INCOMPLETE OR EVEN BIASED


SO THEY LISTEN TO THEIR OWN INSTINCTS
WHEN MAKING BIG STRATEGIC DECISIONS
THEY KNOW DATA IS OFTEN INCORRECT,
INCOMPLETE OR EVEN BIASED


SO THEY LISTEN TO THEIR OWN INSTINCTS
WHEN MAKING BIG STRATEGIC DECISIONS

            “What are CUSTOMERS saying?”
THEY KNOW DATA IS OFTEN INCORRECT,
INCOMPLETE OR EVEN BIASED


SO THEY LISTEN TO THEIR OWN INSTINCTS
WHEN MAKING BIG STRATEGIC DECISIONS

            “What are CUSTOMERS saying?”


          “What are COMPETITORS doing?”
THEY KNOW DATA IS OFTEN INCORRECT,
INCOMPLETE OR EVEN BIASED


SO THEY LISTEN TO THEIR OWN INSTINCTS
WHEN MAKING BIG STRATEGIC DECISIONS

              “What are CUSTOMERS saying?”


            “What are COMPETITORS doing?”


      “What do our LARGEST PARTNERS think?”
SO LEAD WITH STORIES THAT
APPEAL TO GUT INSTINCTS

    “Our biggest partner is getting
           into this space.”

                   “I know Al. He’s a smart guy.”
SO LEAD WITH STORIES THAT
APPEAL TO GUT INSTINCTS

     “Our biggest partner is getting
            into this space.”

                    “I know Al. He’s a smart guy.”


USE DATA TO BACK IT UP

             “This study shows customer
                interest is increasing.”

                          “Maybe we need to be
                          doing something here.”
#5 DON’T BE AFRAID OF EXECUTIVES.
   BE AFRAID FOR THEM
IT’S COMMON TO BE
AFRAID OF EXECS


        “I’m not MEAN,
      I’m just HONEST.”



THERE’S EVEN A TERM
FOR IT: EXECUPHOBIA
BUT DON’T LET EXECS INTIMIDATE YOU
AND RATTLE YOUR PRESENTATION
BUT DON’T LET EXECS INTIMIDATE YOU
AND RATTLE YOUR PRESENTATION


INSTEAD, BE AFRAID FOR THEM
BUT DON’T LET EXECS INTIMIDATE YOU
AND RATTLE YOUR PRESENTATION


INSTEAD, BE AFRAID FOR THEM


AND SHOW HOW YOUR
PROJECT CAN PROTECT THEM
FROM THE THINGS THEY FEAR
BELIEVE IT OR NOT
EXECS HAVE A LOT TO FEAR

FEAR OF FAILURE
FEAR OF DEMOTION
FEAR OF LEGAL ACTION
FEAR OF EMBARASSMENT
FEAR OF EMPLOYEE LEAKS
FEAR OF BAD INVESTMENTS
FEAR OF LOSS OF REPUTATION
FEAR OF A TEAM MEMBER SCREWING UP
YES, IT’S EASY TO BE AFRAID OF EXECS
YES, IT’S EASY TO BE AFRAID OF EXECS


BUT KEEP THEIR FEARS TOP OF MIND
AND SHOW HOW YOUR PROJECT WILL
HELP TAKE THOSE FEARS AWAY
YES, IT’S EASY TO BE AFRAID OF EXECS


BUT KEEP THEIR FEARS TOP OF MIND
AND SHOW HOW YOUR PROJECT WILL
HELP TAKE THOSE FEARS AWAY


THIS MINDSET WILL
REDUCE YOUR OWN ANXIETY
SO LET’S RECAP


     tips for presenting to
     EXECUTIVES
SUMMARY
5 TIPS FOR PRESENTING TO EXECUTIVES

#1 GET TO THE POINT IN ONE MINUTE

#2 TALK ABOUT PROBLEMS WINNING IN THE MARKETPLACE

#3 SELL A VISION BEFORE DISCUSSING THE DETAILS


       tips for presenting to
#4 LEAD WITH STORIES, NOT DATA




       EXECUTIVES
#5 DON’T BE AFRAID OF EXECUTIVES. BE AFRAID FOR THEM
NOW…
GO NAIL YOUR NEXT EXEC PRESENTATION!

     tips for presenting to
     EXECUTIVES
NOW…
GO NAIL YOUR NEXT EXEC PRESENTATION!

     tips for presenting to
     EXECUTIVES
                   “That was
             ABSOLUTELY STUNNING!”
BRUCE GABRIELLE
AUTHOR, Speaking PowerPoint

TRAINING
COACHING
CONSULTING


www.speakingppt.com
 CLICK TO VISIT >>

Weitere ähnliche Inhalte

Was ist angesagt?

9 Unique Traits of High-Performing Teams
9 Unique Traits of High-Performing Teams9 Unique Traits of High-Performing Teams
9 Unique Traits of High-Performing TeamsWeekdone.com
 
11 big strategy ideas
11 big strategy ideas11 big strategy ideas
11 big strategy ideasCPA Australia
 
24 Time Management Hacks to Develop for Increased Productivity
24 Time Management Hacks to Develop for Increased Productivity24 Time Management Hacks to Develop for Increased Productivity
24 Time Management Hacks to Develop for Increased ProductivityIulian Olariu
 
Do You Struggle With Employee Recognition?
Do You Struggle With Employee Recognition?Do You Struggle With Employee Recognition?
Do You Struggle With Employee Recognition?Elodie A.
 
How a Smart Leader Sets SMART Goals
How a Smart Leader Sets SMART GoalsHow a Smart Leader Sets SMART Goals
How a Smart Leader Sets SMART GoalsWeekdone.com
 
Strategic Storytelling | Business Presentation Techniques
Strategic Storytelling | Business Presentation TechniquesStrategic Storytelling | Business Presentation Techniques
Strategic Storytelling | Business Presentation TechniquesJeremey Donovan
 
Secrets to a Great Team
Secrets to a Great TeamSecrets to a Great Team
Secrets to a Great TeamElodie A.
 
10 Shocking Stats About Disengaged Employees
10 Shocking Stats About Disengaged Employees10 Shocking Stats About Disengaged Employees
10 Shocking Stats About Disengaged EmployeesOfficevibe
 
Visual Design with Data
Visual Design with DataVisual Design with Data
Visual Design with DataSeth Familian
 
How To Sell To Non-Believers - Turning Doubt Into Trust
How To Sell To Non-Believers - Turning Doubt Into TrustHow To Sell To Non-Believers - Turning Doubt Into Trust
How To Sell To Non-Believers - Turning Doubt Into TrustClose.io
 
People Don't Care About Your Brand
People Don't Care About Your BrandPeople Don't Care About Your Brand
People Don't Care About Your BrandSlides That Rock
 
The power of creative collaboration
The power of creative collaborationThe power of creative collaboration
The power of creative collaborationTable19
 
17 Things Powerful People Say
17 Things Powerful People Say17 Things Powerful People Say
17 Things Powerful People SayGetSmarter
 
How to think like a startup
How to think like a startupHow to think like a startup
How to think like a startupLoic Le Meur
 
Employer Brand Thinking
Employer Brand ThinkingEmployer Brand Thinking
Employer Brand ThinkingRCA group
 
24 Books You've Never Heard Of - But Will Change Your Life
24 Books You've Never Heard Of - But Will Change Your Life24 Books You've Never Heard Of - But Will Change Your Life
24 Books You've Never Heard Of - But Will Change Your LifeRyan Holiday
 
How to Build the Perfect Team
 How to Build the Perfect Team How to Build the Perfect Team
How to Build the Perfect TeamWrike
 
The Unintended Outcomes of Unconscious Bias in Performance Management
The Unintended Outcomes of Unconscious Bias in Performance ManagementThe Unintended Outcomes of Unconscious Bias in Performance Management
The Unintended Outcomes of Unconscious Bias in Performance ManagementInsideOut Development
 

Was ist angesagt? (20)

9 Unique Traits of High-Performing Teams
9 Unique Traits of High-Performing Teams9 Unique Traits of High-Performing Teams
9 Unique Traits of High-Performing Teams
 
11 big strategy ideas
11 big strategy ideas11 big strategy ideas
11 big strategy ideas
 
24 Time Management Hacks to Develop for Increased Productivity
24 Time Management Hacks to Develop for Increased Productivity24 Time Management Hacks to Develop for Increased Productivity
24 Time Management Hacks to Develop for Increased Productivity
 
Do You Struggle With Employee Recognition?
Do You Struggle With Employee Recognition?Do You Struggle With Employee Recognition?
Do You Struggle With Employee Recognition?
 
How a Smart Leader Sets SMART Goals
How a Smart Leader Sets SMART GoalsHow a Smart Leader Sets SMART Goals
How a Smart Leader Sets SMART Goals
 
Strategic Storytelling | Business Presentation Techniques
Strategic Storytelling | Business Presentation TechniquesStrategic Storytelling | Business Presentation Techniques
Strategic Storytelling | Business Presentation Techniques
 
10 Ways to be a Marketing Genius Like Lady Gaga
10 Ways to be a Marketing Genius Like Lady Gaga10 Ways to be a Marketing Genius Like Lady Gaga
10 Ways to be a Marketing Genius Like Lady Gaga
 
Secrets to a Great Team
Secrets to a Great TeamSecrets to a Great Team
Secrets to a Great Team
 
10 Shocking Stats About Disengaged Employees
10 Shocking Stats About Disengaged Employees10 Shocking Stats About Disengaged Employees
10 Shocking Stats About Disengaged Employees
 
Visual Design with Data
Visual Design with DataVisual Design with Data
Visual Design with Data
 
20 Questions for Business Leaders
20 Questions for Business Leaders20 Questions for Business Leaders
20 Questions for Business Leaders
 
How To Sell To Non-Believers - Turning Doubt Into Trust
How To Sell To Non-Believers - Turning Doubt Into TrustHow To Sell To Non-Believers - Turning Doubt Into Trust
How To Sell To Non-Believers - Turning Doubt Into Trust
 
People Don't Care About Your Brand
People Don't Care About Your BrandPeople Don't Care About Your Brand
People Don't Care About Your Brand
 
The power of creative collaboration
The power of creative collaborationThe power of creative collaboration
The power of creative collaboration
 
17 Things Powerful People Say
17 Things Powerful People Say17 Things Powerful People Say
17 Things Powerful People Say
 
How to think like a startup
How to think like a startupHow to think like a startup
How to think like a startup
 
Employer Brand Thinking
Employer Brand ThinkingEmployer Brand Thinking
Employer Brand Thinking
 
24 Books You've Never Heard Of - But Will Change Your Life
24 Books You've Never Heard Of - But Will Change Your Life24 Books You've Never Heard Of - But Will Change Your Life
24 Books You've Never Heard Of - But Will Change Your Life
 
How to Build the Perfect Team
 How to Build the Perfect Team How to Build the Perfect Team
How to Build the Perfect Team
 
The Unintended Outcomes of Unconscious Bias in Performance Management
The Unintended Outcomes of Unconscious Bias in Performance ManagementThe Unintended Outcomes of Unconscious Bias in Performance Management
The Unintended Outcomes of Unconscious Bias in Performance Management
 

Ähnlich wie 5 Tips for Presenting to Executives

How to Pitch Your Shareholders Like the Media (and get support for your ideas)
How to Pitch Your Shareholders Like the Media (and get support for your ideas) How to Pitch Your Shareholders Like the Media (and get support for your ideas)
How to Pitch Your Shareholders Like the Media (and get support for your ideas) Terri Trespicio
 
draw_infographic
draw_infographicdraw_infographic
draw_infographicJason Neale
 
TechServe Alliance Conference 2016: Highlight Reel - Day 2
TechServe Alliance Conference 2016: Highlight Reel - Day 2TechServe Alliance Conference 2016: Highlight Reel - Day 2
TechServe Alliance Conference 2016: Highlight Reel - Day 2TechServe Alliance
 
Hilton worldwide jenn lim delivering happiness_60_16.9
Hilton worldwide jenn lim delivering happiness_60_16.9Hilton worldwide jenn lim delivering happiness_60_16.9
Hilton worldwide jenn lim delivering happiness_60_16.9Delivering Happiness
 
The father of all demos: how to make a product demo that stands out
The father of all demos: how to make a product demo that stands out The father of all demos: how to make a product demo that stands out
The father of all demos: how to make a product demo that stands out Moriya Kassis
 
Bwritr white paper_why your business should be thinking (and communicating) l...
Bwritr white paper_why your business should be thinking (and communicating) l...Bwritr white paper_why your business should be thinking (and communicating) l...
Bwritr white paper_why your business should be thinking (and communicating) l...Ronantonnoel
 
Windtunnel Marketing (Internationalist Conf, NYC, April 2011)
Windtunnel Marketing (Internationalist Conf, NYC, April 2011)Windtunnel Marketing (Internationalist Conf, NYC, April 2011)
Windtunnel Marketing (Internationalist Conf, NYC, April 2011)Emma Cookson
 
Writing A Successful College Essay - S
Writing A Successful College Essay - SWriting A Successful College Essay - S
Writing A Successful College Essay - SAllison Thompson
 
MCAWW - Jenn Lim - Delivering Happiness
MCAWW - Jenn Lim - Delivering HappinessMCAWW - Jenn Lim - Delivering Happiness
MCAWW - Jenn Lim - Delivering HappinessDelivering Happiness
 
Building Brand Love in B2B
Building Brand Love in B2BBuilding Brand Love in B2B
Building Brand Love in B2BJazzy Danziger
 
Trizetto - Jenn Lim - Delivering Happiness
Trizetto - Jenn Lim - Delivering HappinessTrizetto - Jenn Lim - Delivering Happiness
Trizetto - Jenn Lim - Delivering HappinessDelivering Happiness
 
Zappos - Vegas Young Professionals - 5-12-09
Zappos - Vegas Young Professionals - 5-12-09Zappos - Vegas Young Professionals - 5-12-09
Zappos - Vegas Young Professionals - 5-12-09zappos
 
Zappos - James Malinchak Event - 7-26-09
Zappos - James Malinchak Event - 7-26-09Zappos - James Malinchak Event - 7-26-09
Zappos - James Malinchak Event - 7-26-09zappos
 
Aimia 01 10 11 jenn lim delivering happiness
Aimia 01 10 11 jenn lim delivering happinessAimia 01 10 11 jenn lim delivering happiness
Aimia 01 10 11 jenn lim delivering happinessDelivering Happiness
 
Zappos - CBS Radio - 6-23-09
Zappos - CBS Radio - 6-23-09Zappos - CBS Radio - 6-23-09
Zappos - CBS Radio - 6-23-09zappos
 
Your Money And Time Eng
Your Money And Time EngYour Money And Time Eng
Your Money And Time Engprofgopi
 
Better World Summit - Jenn Lim - Delivering Happiness
Better World Summit - Jenn Lim - Delivering HappinessBetter World Summit - Jenn Lim - Delivering Happiness
Better World Summit - Jenn Lim - Delivering HappinessDelivering Happiness
 
US PR Tactics / Course from General Assembly London
US PR Tactics / Course from General Assembly LondonUS PR Tactics / Course from General Assembly London
US PR Tactics / Course from General Assembly LondonLeslie Campisi
 

Ähnlich wie 5 Tips for Presenting to Executives (20)

How to Pitch Your Shareholders Like the Media (and get support for your ideas)
How to Pitch Your Shareholders Like the Media (and get support for your ideas) How to Pitch Your Shareholders Like the Media (and get support for your ideas)
How to Pitch Your Shareholders Like the Media (and get support for your ideas)
 
draw_infographic
draw_infographicdraw_infographic
draw_infographic
 
TechServe Alliance Conference 2016: Highlight Reel - Day 2
TechServe Alliance Conference 2016: Highlight Reel - Day 2TechServe Alliance Conference 2016: Highlight Reel - Day 2
TechServe Alliance Conference 2016: Highlight Reel - Day 2
 
A complete Guide to Network Marketing (MLM) 53 Success Tips
A complete Guide to Network Marketing (MLM) 53 Success Tips A complete Guide to Network Marketing (MLM) 53 Success Tips
A complete Guide to Network Marketing (MLM) 53 Success Tips
 
A complete Guide to Network Marketing (MLM) 53 Success Tips
A complete Guide to Network     Marketing (MLM)  53 Success TipsA complete Guide to Network     Marketing (MLM)  53 Success Tips
A complete Guide to Network Marketing (MLM) 53 Success Tips
 
Hilton worldwide jenn lim delivering happiness_60_16.9
Hilton worldwide jenn lim delivering happiness_60_16.9Hilton worldwide jenn lim delivering happiness_60_16.9
Hilton worldwide jenn lim delivering happiness_60_16.9
 
The father of all demos: how to make a product demo that stands out
The father of all demos: how to make a product demo that stands out The father of all demos: how to make a product demo that stands out
The father of all demos: how to make a product demo that stands out
 
Bwritr white paper_why your business should be thinking (and communicating) l...
Bwritr white paper_why your business should be thinking (and communicating) l...Bwritr white paper_why your business should be thinking (and communicating) l...
Bwritr white paper_why your business should be thinking (and communicating) l...
 
Windtunnel Marketing (Internationalist Conf, NYC, April 2011)
Windtunnel Marketing (Internationalist Conf, NYC, April 2011)Windtunnel Marketing (Internationalist Conf, NYC, April 2011)
Windtunnel Marketing (Internationalist Conf, NYC, April 2011)
 
Writing A Successful College Essay - S
Writing A Successful College Essay - SWriting A Successful College Essay - S
Writing A Successful College Essay - S
 
MCAWW - Jenn Lim - Delivering Happiness
MCAWW - Jenn Lim - Delivering HappinessMCAWW - Jenn Lim - Delivering Happiness
MCAWW - Jenn Lim - Delivering Happiness
 
Building Brand Love in B2B
Building Brand Love in B2BBuilding Brand Love in B2B
Building Brand Love in B2B
 
Trizetto - Jenn Lim - Delivering Happiness
Trizetto - Jenn Lim - Delivering HappinessTrizetto - Jenn Lim - Delivering Happiness
Trizetto - Jenn Lim - Delivering Happiness
 
Zappos - Vegas Young Professionals - 5-12-09
Zappos - Vegas Young Professionals - 5-12-09Zappos - Vegas Young Professionals - 5-12-09
Zappos - Vegas Young Professionals - 5-12-09
 
Zappos - James Malinchak Event - 7-26-09
Zappos - James Malinchak Event - 7-26-09Zappos - James Malinchak Event - 7-26-09
Zappos - James Malinchak Event - 7-26-09
 
Aimia 01 10 11 jenn lim delivering happiness
Aimia 01 10 11 jenn lim delivering happinessAimia 01 10 11 jenn lim delivering happiness
Aimia 01 10 11 jenn lim delivering happiness
 
Zappos - CBS Radio - 6-23-09
Zappos - CBS Radio - 6-23-09Zappos - CBS Radio - 6-23-09
Zappos - CBS Radio - 6-23-09
 
Your Money And Time Eng
Your Money And Time EngYour Money And Time Eng
Your Money And Time Eng
 
Better World Summit - Jenn Lim - Delivering Happiness
Better World Summit - Jenn Lim - Delivering HappinessBetter World Summit - Jenn Lim - Delivering Happiness
Better World Summit - Jenn Lim - Delivering Happiness
 
US PR Tactics / Course from General Assembly London
US PR Tactics / Course from General Assembly LondonUS PR Tactics / Course from General Assembly London
US PR Tactics / Course from General Assembly London
 

Kürzlich hochgeladen

Anyhr.io | Presentation HR&Recruiting agency
Anyhr.io | Presentation HR&Recruiting agencyAnyhr.io | Presentation HR&Recruiting agency
Anyhr.io | Presentation HR&Recruiting agencyHanna Klim
 
HELENE HECKROTTE'S PROFESSIONAL PORTFOLIO.pptx
HELENE HECKROTTE'S PROFESSIONAL PORTFOLIO.pptxHELENE HECKROTTE'S PROFESSIONAL PORTFOLIO.pptx
HELENE HECKROTTE'S PROFESSIONAL PORTFOLIO.pptxHelene Heckrotte
 
PDT 89 - $1.4M - Seed - Plantee Innovations.pdf
PDT 89 - $1.4M - Seed - Plantee Innovations.pdfPDT 89 - $1.4M - Seed - Plantee Innovations.pdf
PDT 89 - $1.4M - Seed - Plantee Innovations.pdfHajeJanKamps
 
NASA CoCEI Scaling Strategy - November 2023
NASA CoCEI Scaling Strategy - November 2023NASA CoCEI Scaling Strategy - November 2023
NASA CoCEI Scaling Strategy - November 2023Steve Rader
 
UNLEASHING THE POWER OF PROGRAMMATIC ADVERTISING
UNLEASHING THE POWER OF PROGRAMMATIC ADVERTISINGUNLEASHING THE POWER OF PROGRAMMATIC ADVERTISING
UNLEASHING THE POWER OF PROGRAMMATIC ADVERTISINGlokeshwarmaha
 
Michael Vidyakin: Introduction to PMO (UA)
Michael Vidyakin: Introduction to PMO (UA)Michael Vidyakin: Introduction to PMO (UA)
Michael Vidyakin: Introduction to PMO (UA)Lviv Startup Club
 
Cracking the ‘Business Process Outsourcing’ Code Main.pptx
Cracking the ‘Business Process Outsourcing’ Code Main.pptxCracking the ‘Business Process Outsourcing’ Code Main.pptx
Cracking the ‘Business Process Outsourcing’ Code Main.pptxWorkforce Group
 
Talent Management research intelligence_13 paradigm shifts_20 March 2024.pdf
Talent Management research intelligence_13 paradigm shifts_20 March 2024.pdfTalent Management research intelligence_13 paradigm shifts_20 March 2024.pdf
Talent Management research intelligence_13 paradigm shifts_20 March 2024.pdfCharles Cotter, PhD
 
Mihir Menda - Member of Supervisory Board at RMZ
Mihir Menda - Member of Supervisory Board at RMZMihir Menda - Member of Supervisory Board at RMZ
Mihir Menda - Member of Supervisory Board at RMZKanakChauhan5
 
To Create Your Own Wig Online To Create Your Own Wig Online
To Create Your Own Wig Online  To Create Your Own Wig OnlineTo Create Your Own Wig Online  To Create Your Own Wig Online
To Create Your Own Wig Online To Create Your Own Wig Onlinelng ths
 
Ethical stalking by Mark Williams. UpliftLive 2024
Ethical stalking by Mark Williams. UpliftLive 2024Ethical stalking by Mark Williams. UpliftLive 2024
Ethical stalking by Mark Williams. UpliftLive 2024Winbusinessin
 
AMAZON SELLER VIRTUAL ASSISTANT PRODUCT RESEARCH .pdf
AMAZON SELLER VIRTUAL ASSISTANT PRODUCT RESEARCH .pdfAMAZON SELLER VIRTUAL ASSISTANT PRODUCT RESEARCH .pdf
AMAZON SELLER VIRTUAL ASSISTANT PRODUCT RESEARCH .pdfJohnCarloValencia4
 
Borderless Access - Global B2B Panel book-unlock 2024
Borderless Access - Global B2B Panel book-unlock 2024Borderless Access - Global B2B Panel book-unlock 2024
Borderless Access - Global B2B Panel book-unlock 2024Borderless Access
 
Upgrade Your Banking Experience with Advanced Core Banking Applications
Upgrade Your Banking Experience with Advanced Core Banking ApplicationsUpgrade Your Banking Experience with Advanced Core Banking Applications
Upgrade Your Banking Experience with Advanced Core Banking ApplicationsIntellect Design Arena Ltd
 
Fabric RFID Wristbands in Ireland for Events and Festivals
Fabric RFID Wristbands in Ireland for Events and FestivalsFabric RFID Wristbands in Ireland for Events and Festivals
Fabric RFID Wristbands in Ireland for Events and FestivalsWristbands Ireland
 
Plano de marketing- inglês em formato ppt
Plano de marketing- inglês  em formato pptPlano de marketing- inglês  em formato ppt
Plano de marketing- inglês em formato pptElizangelaSoaresdaCo
 
Data skills for Agile Teams- Killing story points
Data skills for Agile Teams- Killing story pointsData skills for Agile Teams- Killing story points
Data skills for Agile Teams- Killing story pointsyasinnathani
 
Developing Coaching Skills: Mine, Yours, Ours
Developing Coaching Skills: Mine, Yours, OursDeveloping Coaching Skills: Mine, Yours, Ours
Developing Coaching Skills: Mine, Yours, OursKaiNexus
 
Borderless Access - Global Panel book-unlock 2024
Borderless Access - Global Panel book-unlock 2024Borderless Access - Global Panel book-unlock 2024
Borderless Access - Global Panel book-unlock 2024Borderless Access
 

Kürzlich hochgeladen (20)

Anyhr.io | Presentation HR&Recruiting agency
Anyhr.io | Presentation HR&Recruiting agencyAnyhr.io | Presentation HR&Recruiting agency
Anyhr.io | Presentation HR&Recruiting agency
 
HELENE HECKROTTE'S PROFESSIONAL PORTFOLIO.pptx
HELENE HECKROTTE'S PROFESSIONAL PORTFOLIO.pptxHELENE HECKROTTE'S PROFESSIONAL PORTFOLIO.pptx
HELENE HECKROTTE'S PROFESSIONAL PORTFOLIO.pptx
 
PDT 89 - $1.4M - Seed - Plantee Innovations.pdf
PDT 89 - $1.4M - Seed - Plantee Innovations.pdfPDT 89 - $1.4M - Seed - Plantee Innovations.pdf
PDT 89 - $1.4M - Seed - Plantee Innovations.pdf
 
NASA CoCEI Scaling Strategy - November 2023
NASA CoCEI Scaling Strategy - November 2023NASA CoCEI Scaling Strategy - November 2023
NASA CoCEI Scaling Strategy - November 2023
 
UNLEASHING THE POWER OF PROGRAMMATIC ADVERTISING
UNLEASHING THE POWER OF PROGRAMMATIC ADVERTISINGUNLEASHING THE POWER OF PROGRAMMATIC ADVERTISING
UNLEASHING THE POWER OF PROGRAMMATIC ADVERTISING
 
Michael Vidyakin: Introduction to PMO (UA)
Michael Vidyakin: Introduction to PMO (UA)Michael Vidyakin: Introduction to PMO (UA)
Michael Vidyakin: Introduction to PMO (UA)
 
Cracking the ‘Business Process Outsourcing’ Code Main.pptx
Cracking the ‘Business Process Outsourcing’ Code Main.pptxCracking the ‘Business Process Outsourcing’ Code Main.pptx
Cracking the ‘Business Process Outsourcing’ Code Main.pptx
 
Talent Management research intelligence_13 paradigm shifts_20 March 2024.pdf
Talent Management research intelligence_13 paradigm shifts_20 March 2024.pdfTalent Management research intelligence_13 paradigm shifts_20 March 2024.pdf
Talent Management research intelligence_13 paradigm shifts_20 March 2024.pdf
 
Mihir Menda - Member of Supervisory Board at RMZ
Mihir Menda - Member of Supervisory Board at RMZMihir Menda - Member of Supervisory Board at RMZ
Mihir Menda - Member of Supervisory Board at RMZ
 
To Create Your Own Wig Online To Create Your Own Wig Online
To Create Your Own Wig Online  To Create Your Own Wig OnlineTo Create Your Own Wig Online  To Create Your Own Wig Online
To Create Your Own Wig Online To Create Your Own Wig Online
 
Ethical stalking by Mark Williams. UpliftLive 2024
Ethical stalking by Mark Williams. UpliftLive 2024Ethical stalking by Mark Williams. UpliftLive 2024
Ethical stalking by Mark Williams. UpliftLive 2024
 
Investment Opportunity for Thailand's Automotive & EV Industries
Investment Opportunity for Thailand's Automotive & EV IndustriesInvestment Opportunity for Thailand's Automotive & EV Industries
Investment Opportunity for Thailand's Automotive & EV Industries
 
AMAZON SELLER VIRTUAL ASSISTANT PRODUCT RESEARCH .pdf
AMAZON SELLER VIRTUAL ASSISTANT PRODUCT RESEARCH .pdfAMAZON SELLER VIRTUAL ASSISTANT PRODUCT RESEARCH .pdf
AMAZON SELLER VIRTUAL ASSISTANT PRODUCT RESEARCH .pdf
 
Borderless Access - Global B2B Panel book-unlock 2024
Borderless Access - Global B2B Panel book-unlock 2024Borderless Access - Global B2B Panel book-unlock 2024
Borderless Access - Global B2B Panel book-unlock 2024
 
Upgrade Your Banking Experience with Advanced Core Banking Applications
Upgrade Your Banking Experience with Advanced Core Banking ApplicationsUpgrade Your Banking Experience with Advanced Core Banking Applications
Upgrade Your Banking Experience with Advanced Core Banking Applications
 
Fabric RFID Wristbands in Ireland for Events and Festivals
Fabric RFID Wristbands in Ireland for Events and FestivalsFabric RFID Wristbands in Ireland for Events and Festivals
Fabric RFID Wristbands in Ireland for Events and Festivals
 
Plano de marketing- inglês em formato ppt
Plano de marketing- inglês  em formato pptPlano de marketing- inglês  em formato ppt
Plano de marketing- inglês em formato ppt
 
Data skills for Agile Teams- Killing story points
Data skills for Agile Teams- Killing story pointsData skills for Agile Teams- Killing story points
Data skills for Agile Teams- Killing story points
 
Developing Coaching Skills: Mine, Yours, Ours
Developing Coaching Skills: Mine, Yours, OursDeveloping Coaching Skills: Mine, Yours, Ours
Developing Coaching Skills: Mine, Yours, Ours
 
Borderless Access - Global Panel book-unlock 2024
Borderless Access - Global Panel book-unlock 2024Borderless Access - Global Panel book-unlock 2024
Borderless Access - Global Panel book-unlock 2024
 

5 Tips for Presenting to Executives

  • 1. “This better be worth my time!” 5 TIPS FOR PRESENTING TO EXECUTIVES
  • 2. EXECUTIVES ARE THE SIMON COWELL* OF THE BUSINESS WORLD “You make me want to projectile vomit.” * Grumpy judge on American Idol See >>
  • 3. IMPATIENT “I think the word you’re searching CRITICAL for is HONEST.” CAUSTIC ULTIMATE JUDGE OF TALENT
  • 5. BUT REMEMBER (and this is very important)
  • 6. EXECS ARE ALWAYS LOOKING FOR TALENT “I would say…you have SOME potential.” in fact MOST OF AN EXEC’S WORK GETS DONE THROUGH THE PEOPLE THEY HIRE
  • 7. AN EXEC’S SUCCESS DEPENDS ON SURROUNDING THEMSELVES WITH PEOPLE THEY CAN TRUST PEOPLE WHO WILL HIT DEADLINES PEOPLE WHO CAN AVOID MAJOR PROBLEMS
  • 8. AND THEY JUDGE YOU BY HOW YOU PRESENT CAN YOU HANDLE PRESSURE? DO YOU KNOW YOUR BUSINESS? ARE YOU AUTHORITATIVE? ARE YOU CREDIBLE? ARE YOU TRUSTWORTHY?
  • 9. IF YOU’RE THAT KIND OF PERSON, “I could see you in the recording studio TOMORROW!” YOU CAN COUNT ON THE EXEC’S FULL SUPPORT
  • 10. HERE’S 5 TIPS TO HELP YOU NAIL YOUR NEXT EXECUTIVE PRESENTATION “Let’s see what you’ve got. When you’re ready…”
  • 11. #1 GET TO THE POINT IN ONE MINUTE
  • 12. EXECUTIVES ARE BUSY TIME IS THEIR MOST PRECIOUS ASSET “I have 3 emergencies that need my attention right now.”
  • 13. DON’T WASTE IT ARRIVE ON TIME AVOID LENGTHY OPENINGS GET TO YOUR POINT IN THE FIRST MINUTE
  • 14. “I’m here to present our marketing plan. We want to spend $1 million on channel incentives.” “Okay. Why?”
  • 15. IF YOU DON’T THEY’LL INTERRUPT YOU AND START ASKING QUESTIONS
  • 16. “I’m here to present our marketing plan. Now, as you can see from this SWOT Analysis, our strengths are in technical support and integration with existing infrastructure. Our weaknesses are in perceived cost and perceived technology lock-in. Next slide please. Awareness is trending up over the past four quarters, but… “STOP!”
  • 17. IN FACT, HERE’S AN IDEA FOR YOU AFTER YOU’VE SPOKEN FOR A FEW MINUTES, STOP AND ASK THEM A QUESTION
  • 18. “I’m here to present our marketing plan. With this plan, we’ll increase sales by 15% over the next 4 quarters…”
  • 19. “I’m here to present our marketing plan. With this plan, we’ll increase sales by 15% over the next 4 quarters…” “Do you think we’re being aggressive enough?” “Actually, I was just going to suggest…”
  • 20. “I’m here to present our marketing plan. With this plan, we’ll increase sales by 15% over the next 4 quarters…” “Do you think we’re being aggressive enough?” “Actually, I was just going to suggest…”
  • 21. QUESTIONS YOU MIGHT ASK “Is this how you’d define success?” “How important is this market to our long term strategy?” “Do you agree we’ve prioritized our opportunities correctly?”
  • 22. #2 TALK ABOUT PROBLEMS WINNING IN THE MARKETPLACE
  • 23. EXECUTIVES LIVE IN A DIFFERENT TIME ZONE THE FUTURE “How can we turn this multi- million dollar company into a multi-BILLION dollar company?”
  • 24. THEY ARE ALWAYS THINKING 3 YEARS AHEAD HOW DO WE GROW? HOW DO WE BEAT COMPETITORS? HOW DO WE DEFEND PREMIUM MARGINS?
  • 25. THEY ARE ALWAYS THINKING ABOUT 3 YEARS FORWARD HOW DO WE GROW? HOW DO WE BEAT COMPETITORS? HOW DO WE DEFEND PREMIUM MARGINS?
  • 26. THEY ARE ALWAYS THINKING ABOUT 3 YEARS FORWARD HOW DO WE GROW? HOW DO WE BEAT COMPETITORS? HOW DO WE DEFEND PREMIUM MARGINS?
  • 27. SO DON’T FOCUS ON PROBLEMS AFFECTING YOU TODAY “Customer satisfaction is down about 3% this quarter.” “Ted’s team is supposed to be working on that.”
  • 28. FOCUS ON PROBLEMS THAT WILL AFFECT THEM OVER THE NEXT THREE YEARS AND HOW THEY’LL WIN IN THE MARKETPLACE “Customer satisfaction is down about 3% this quarter.” “If we’re going to grow 15% over the next three years, we need to hold onto our existing customers.” “I agree. What do you recommend?”
  • 29. HOW ARE YOU GOING TO HELP THEM SELL FASTER? RETAIN EXISTING CUSTOMERS? CAPTURE NEW CUSTOMERS? INCREASE CUSTOMER SATISFACTION? REACH NEW MARKETS? DEFEND HIGHER MARGINS? TAKE THE COMPETITOR’S CUSTOMERS? FIND NEW DISTRIBUTORS? CREATE DIFFERENTIATED PRODUCTS?
  • 30. HOW ARE YOU GOING TO HELP THEM SELL FASTER? RETAIN EXISTING CUSTOMERS? CAPTURE NEW CUSTOMERS? INCREASE CUSTOMER SATISFACTION? REACH NEW MARKETS? DEFEND HIGHER MARGINS? TAKE THE COMPETITOR’S CUSTOMERS? FIND NEW DISTRIBUTORS? CREATE DIFFERENTIATED PRODUCTS? NOT JUST SOLVE TODAY’S PROBLEMS
  • 31. #3 SELL A VISION BEFORE DISCUSSING THE DETAILS
  • 32. NEW PRESENTERS MAKE A BIG MISTAKE THEY ARE IN A HURRY TO TALK ABOUT WHAT THEY WANT TO DO BEFORE THE EXEC IS BOUGHT INTO THE VISION “We need to invest $1 million in a big public relations push.” “One million? That’s a lot of money.”
  • 33. EXECS ARE BIG PICTURE PEOPLE THEY WANT TO KNOW WHY BEFORE GETTING TO THE DETAILS “Yes. Shudder Chapstick is the agency of record. They aren’t cheap.” “What about WBBC? They’d probably do it for half.”
  • 34. INSTEAD, FOCUS ON GETTING THE EXEC NODDING AT THE VISION THEN MOVE INTO THE DETAILS
  • 35. “The press is ripping us apart. Our sales guys say it’s really slowing the sales cycle.” “So what are we going to do about it?” “We need to get some of the key papers on our side. Like the Wall Street Journal and USA Today.” “Good thought.” “We’ve found an agency with good contacts at both papers. We can probably have features printed within 4 weeks.”
  • 36. NOW THE EXEC IS READY TO MOVE INTO THE DETAILS “We’ve found an agency with good contacts at both papers. We can probably have features printed within 4 weeks.” “DO IT! GO!”
  • 37. #4 LEAD WITH STORIES, NOT DATA
  • 38. EXECS ARE SMART PEOPLE THEY RESPECT DATA “You have the most votes…”
  • 39. EXECS ARE SMART PEOPLE THEY RESPECT DATA BUT THEY TRUST THEIR GUT “But I think we’ve learned that having the most votes does NOT guarantee a big career.”
  • 40. THEY KNOW DATA IS OFTEN INCORRECT, INCOMPLETE OR EVEN BIASED SO THEY LISTEN TO THEIR OWN INSTINCTS WHEN MAKING BIG STRATEGIC DECISIONS
  • 41. THEY KNOW DATA IS OFTEN INCORRECT, INCOMPLETE OR EVEN BIASED SO THEY LISTEN TO THEIR OWN INSTINCTS WHEN MAKING BIG STRATEGIC DECISIONS “What are CUSTOMERS saying?”
  • 42. THEY KNOW DATA IS OFTEN INCORRECT, INCOMPLETE OR EVEN BIASED SO THEY LISTEN TO THEIR OWN INSTINCTS WHEN MAKING BIG STRATEGIC DECISIONS “What are CUSTOMERS saying?” “What are COMPETITORS doing?”
  • 43. THEY KNOW DATA IS OFTEN INCORRECT, INCOMPLETE OR EVEN BIASED SO THEY LISTEN TO THEIR OWN INSTINCTS WHEN MAKING BIG STRATEGIC DECISIONS “What are CUSTOMERS saying?” “What are COMPETITORS doing?” “What do our LARGEST PARTNERS think?”
  • 44. SO LEAD WITH STORIES THAT APPEAL TO GUT INSTINCTS “Our biggest partner is getting into this space.” “I know Al. He’s a smart guy.”
  • 45. SO LEAD WITH STORIES THAT APPEAL TO GUT INSTINCTS “Our biggest partner is getting into this space.” “I know Al. He’s a smart guy.” USE DATA TO BACK IT UP “This study shows customer interest is increasing.” “Maybe we need to be doing something here.”
  • 46. #5 DON’T BE AFRAID OF EXECUTIVES. BE AFRAID FOR THEM
  • 47. IT’S COMMON TO BE AFRAID OF EXECS “I’m not MEAN, I’m just HONEST.” THERE’S EVEN A TERM FOR IT: EXECUPHOBIA
  • 48. BUT DON’T LET EXECS INTIMIDATE YOU AND RATTLE YOUR PRESENTATION
  • 49. BUT DON’T LET EXECS INTIMIDATE YOU AND RATTLE YOUR PRESENTATION INSTEAD, BE AFRAID FOR THEM
  • 50. BUT DON’T LET EXECS INTIMIDATE YOU AND RATTLE YOUR PRESENTATION INSTEAD, BE AFRAID FOR THEM AND SHOW HOW YOUR PROJECT CAN PROTECT THEM FROM THE THINGS THEY FEAR
  • 51. BELIEVE IT OR NOT EXECS HAVE A LOT TO FEAR FEAR OF FAILURE FEAR OF DEMOTION FEAR OF LEGAL ACTION FEAR OF EMBARASSMENT FEAR OF EMPLOYEE LEAKS FEAR OF BAD INVESTMENTS FEAR OF LOSS OF REPUTATION FEAR OF A TEAM MEMBER SCREWING UP
  • 52. YES, IT’S EASY TO BE AFRAID OF EXECS
  • 53. YES, IT’S EASY TO BE AFRAID OF EXECS BUT KEEP THEIR FEARS TOP OF MIND AND SHOW HOW YOUR PROJECT WILL HELP TAKE THOSE FEARS AWAY
  • 54. YES, IT’S EASY TO BE AFRAID OF EXECS BUT KEEP THEIR FEARS TOP OF MIND AND SHOW HOW YOUR PROJECT WILL HELP TAKE THOSE FEARS AWAY THIS MINDSET WILL REDUCE YOUR OWN ANXIETY
  • 55. SO LET’S RECAP tips for presenting to EXECUTIVES
  • 56. SUMMARY 5 TIPS FOR PRESENTING TO EXECUTIVES #1 GET TO THE POINT IN ONE MINUTE #2 TALK ABOUT PROBLEMS WINNING IN THE MARKETPLACE #3 SELL A VISION BEFORE DISCUSSING THE DETAILS tips for presenting to #4 LEAD WITH STORIES, NOT DATA EXECUTIVES #5 DON’T BE AFRAID OF EXECUTIVES. BE AFRAID FOR THEM
  • 57. NOW… GO NAIL YOUR NEXT EXEC PRESENTATION! tips for presenting to EXECUTIVES
  • 58. NOW… GO NAIL YOUR NEXT EXEC PRESENTATION! tips for presenting to EXECUTIVES “That was ABSOLUTELY STUNNING!”
  • 59. BRUCE GABRIELLE AUTHOR, Speaking PowerPoint TRAINING COACHING CONSULTING www.speakingppt.com CLICK TO VISIT >>