Tom Drews is the CEO and founder of What Works! Communications. He helps sales people to design and deliver effective virtual sales presentations so that they can beat the competition and close more business. We are presenting Tom’s information in a series of blogs. Today, in part two, he talks about the five most common mistakes people make when selling (or persuading) online. Click here for part one. You can listen to the entire WebEx event here.
Here are the five most common mistakes I see people make when selling online:
1. Not having a structure.
So many people don’t have a beginning, middle and an end. They don’t state a clear objective like, “Here’s what I’d like you to get out of our presentation today, and here’s what I’d like you to do.” When you don’t have a structure, the participants don’t know what to expect from your meeting.
2. Death by PowerPoint.
Most of the presentations that I see have too much information. The problem with having too much information on the slide is that we are naturally inclined to want to read what’s in front of us, and that is a major distraction if you have too much information. Here are some other classic Death by PowerPoint complaints:
- “Presenters talks about themselves too much.”
- “Too much focus on pain point.”
- “Set up of things I already know and live with.”
- “Not getting to the point.”
- “Not prepared.”
- “Weird fonts makes it hard to read.”
- “Reading the PowerPoint.”
- “Speaker gets ahead of the presentation.”
- “Presenters who talk a lot around the topic instead of focusing on the topic itself.”
- “Lack of interaction.”
- “Jumping around.”
- “Lack of enthusiasm.”
Read More »
Tags: Guest, sales, Tutorial, WebEX
Collaboration technology has helped education come a long way in the past few years. According to ASTD, 37% of 2009 training involved electronic technology, up from 15% in 2002. As more educators use technology to increase collaboration and advance the classroom experience, overwhelming evidence shows that learning in an online environment can be as effective, or more so, as that in traditional classrooms.
Read More »
Tags: collaboration, technology, Virtual Classroom, WebEX
Defining Your Approach to Workspace Video
A companion post to “Techwise #83 -- Extending Video from Boardroom to Workspace”
Register here to watch the video!
Definitions are changing. Is your dictionary up-to-date?
Workspace. The definition of the workspace has changed because the workforce itself has changed. Many employees are still sitting neatly in offices and cubicles, but they are also now global, remote and mobile. They still come together in boardrooms and all-hands meetings, but they also come together in virtual environments, sometimes from their hand-held tablet in a hotel lobby.
Work. The definition of work itself has changed, and workers are spoiled on speed. Information flows more like fast food than a sit-down dinner. Just to make it more challenging, travel budgets that use to enable face-to-face contact have been slashed and will never return to the “good old days.” This has created new communication gaps that need to be filled to stay competitive in this new Nascar race… and IT leaders are holding the keys.
Collaboration. Collaboration technology has a new definition too. It used to mean sticking a document in a shared folder so multiple people could access it. Now it refers to the complete set of tools that workers use to connect with each other and get the job done. As Robb Boyd describes in his Keys to the Show segment, this includes using video in places outside the classic “videoconferencing room.” And just to make it tougher on IT, it’s a highly situational choice about which tool gets used and when. Read More »
Tags: call manager, collaboration, tandberg, video, WebEX, workspace
The Balance Question
For those of you who have checked out my presentation “Confessions of a Radical Collaborator”, you know that I love my job and I love my bike. Cycling for me is chance to get out of the office and move my body, feel the wind in my face, and really be a part of the outdoor experience. I feel strong riding up a hill and nothing but sheer exhilarating fun speeding down one! I’ve learned to trust my own momentum…physics really do work!
Riding a bike (like most things in life) is all about balance.
Remember when you first learned to ride a bike? We all do.
It's all about balance.
My father and mother owned a busy diner and just didn’t have time to teach me after school. They asked their cook and family friend, Sunny, to explain basic bike skills to me when the kitchen was slow. Sunny was patient and kind and when he took the training wheels off my pink, banana-seated, two-wheeler…I felt pretty confident.
Read More »
Tags: collaboration, debra chrapaty, WebEX
Often when you mention pillars of salt, people think of the story of Lot’s wife, but there are positive connotations of this expression also. Salt is a staple of life in part because it helps the body turn food into living tissue as well as playing a key role in transmitting nerve pulses. The human body cannot produce salt; it has to come from a source outside the body.
Ubiquity in mobility, like salt, is really quite important. The value of a network is proportional to how well, and how often, end points are connected. The number of end points successfully connected is one metric of a useful network. The number of locations from which a client can connect to other clients is very much a measure of network value. One of the greatest shifts we’ve seen in the mobility market over the last few years is that from islands of connectivity like conference rooms, bullpens and so forth, to truly ubiquitous connectivity. For example, a smart phone allows us to connect effectively from most places we are physically located. I probably set a personal record in 2010 for how many WebEx meetings I had in my car; very cool and for me, highly productive
Read More »
Tags: mobile, twitter, WebEX, wifi, wireless