Posts Tagged ‘Sales Enablement’

Announcing the first ever European sales enablement summit

Thursday, July 13th, 2017 by Matt<

Eyeful Presentations is proud to announce that our partner Top Sales World is running the first ever European Sales Enablement Summit.

This one day event is happening on Wednesday 4th October 2017 at the exclusive venue of Arsenal’s Emirate’s stadium.

On the day you will find one of the most prominent and significant speaker lists ever assembled on this side of the continent. Speakers, including Eyeful’s founder Simon Morton, are all being brought together with the aim of increasing your sales results through integrated content, training and coaching.

The event’s organiser Jonathan Farrington, CEO of Top Sales World states that…

“We will be viewing the Sales Enablement ‘landscape’ from every angle; the entrepreneur, the researcher, the strategist, the futurist, the practitioner, the technology provider, the messenger, the presenter, all have their own commitment to sales enablement excellence but each has their own approach.”

Meaning that there will be sales enablement advice and best practice no matter where your discipline lies.

Eyeful are also very pleased to announce that we are able to offer our clients and partners tickets to this prestigious event at a greatly reduced special rate of £295 instead of the full £495.

To take advantage of this offer before it expires on 31st July, purchase your tickets here using the code TSW17/VP…

To download the event brochure and get even more information click here

5 SIMPLE STEPS TO COMPLETELY HOOK YOUR ONLINE AUDIENCE

Monday, September 7th, 2015 by Matt<

When you’ve worked so damn hard getting an audience to your online presentation, seeing people disconnect 1 by 1 is soul destroying…

You need to face it, you’re up against the big guns…

Outlook is on their other screen and the lure of Facebook on their phone is dragging your audience’s attention away…

The only person that can change this is you – you need to give a presentation that keeps your audience intrigued, interested and engaged right the way through.

Eyeful can help you do this.

Join Eyeful’s MD and acclaimed author of The Presentation Lab, Simon Morton, as he shares the trade secrets, the science and the new approaches through the 5 SIMPLE STEPS TO COMPLETELY HOOK YOUR ONLINE AUDIENCE on Thursday 10th September 2015 at 11am BST…

7a

Learn how to apply new techniques for understanding & engaging your audience

Discover how to think beyond PowerPoint when preparing your online tools

Find out how to gauge the success of your online session against predetermined measures

All of this will inspire you to create online presentations that connect you with your audience and lead you to the results your hard work deserves.

To sign up for the webinar just click here

TECH SEASON – THE BEST TECH FOR YOUR SALES TEAM

Wednesday, August 26th, 2015 by Matt<

We continue Eyeful’s Tech Season this week and look at a scenario where you could use the presentation landscape to your advantage when planning and preparing for your presentation.

Scenario #3: A Sales Presentation To Be Distributed To An Entire On The Road Sales Team

rsz_landscape_2

This is a common type of presentation and one that requires thinking ahead more than any other.

As always start at stage 4 and work backwards, put your audience at the forefront of you mind. Let’s imagine your team are sales representatives in company cars who attend small sales meetings with prospects in varying locations.

Usually in the prospects office, with 1 maybe 2 people whilst having a coffee. This puts us in the Informal segment.

Also, time is critical, the more important the prospect the less time you have, so this must be considered at the presentation creation stage.

Into stage 3, what piece of hardware are they going to use?

With a small office, a small audience and probably very limited time, your prospect isn’t going to appreciate waiting while a laptop and a projector are set up, before being taken through the bog standard company sales presentation.

It’s time to create and deliver smarter presentations.

A web presentation can be useful for access on the road, but be very careful not to rely on someone else’s internet connection and always, always have an offline back-up.

A smartphone is ok, if the screen is big enough. But on the whole they aren’t, even an iPhone 6+ with its gigantor screen is a bit on the small side compared to a full size iPad.

The best piece of tech here is the tablet, an iPad or Samsung Galaxy being the most popular devices.

Overall in the situation described, your sales teams two main weapons are their conversation skills and a tablet presentation that has interactive navigation.

I mentioned earlier that time in these type of meetings can be on the low side. So does your prospect really want to know every little detail about your company?

Well, they might, maybe they want to get into the nitty gritty of your products before finding out more about you ethos and reputation.

This is where interactive navigation is your best friend, forget the old fashioned click through presentations where you have to ask them to hang on a sec while you skip through all the ‘about us’ slides.

A menu with interactive navigation will allow the sales person to start the conversation, assess then and there where it’s going and tap effortlessly to the areas the prospect wants to talk about.

This gives the prospect an element of control and the sales person the flexibility and the power to go with it.

I really hope you’ve found this Tech Season scenario useful and that you can put the Presentation Landscape into good use on your presentations in the future.

If you need any help with anything though, you know where we are.

“Coming a Close Second” – Beaten by a Better Story

Thursday, June 25th, 2015 by Simon Morton<

Let me paint a picture of what could be viewed as sales nirvana.

You’ve been asked to pitch (along with a number of other companies) to a new prospect who has a well defined need perfectly matching your company’s services.  It’s a level playing field but, on the surface at least, it looks like things are weighed in your favour – you know the sector, have the better product, can demonstrate expertise through great testimonials and, joy upon joy, your pricing is extremely competitive.

Happy days indeed…  The date of the pitch is booked, you deliver it with well versed confidence and await the phone call.

“Thank you very much for your time but we’ve decided to go with another vendor.  It was a tough decision but you came a close second”.

You lost. 

In case of emergencyIt’s official yet still seems unfeasible for the simple reason that all the cards were stacked in your favour.  Best product, best references, best fit…yet they decided to go with what is widely recognised as lesser competition.

Cue the excuses…

“They’d made up their minds before we even met”

“The competition must have bought the business”

“Maybe they’re related to the competition?”

In my experience, it has less to do with these (occasionally) plausible excuses and more to do with something at your end – the ugly truth is that the competition’s story was simply better than yours. 

But what does this mean?

In simple terms, they delivered their message in a way that truly resonated with the prospect.  This might have been the way they engaged the audience at the start of the presentation (here’s an idea – open up your pitch by sharing insight and understanding of your audience’s needs/sector than rather than banging on about how many offices your business has around the globe).

It might have been the way they used technology and visuals to memorably connect with the audience (a simple visual is worth a thousand corporate speak bullet points).

Heck, it might have simply been the fact that they listened intently to the specific needs of the prospect rather than rolling out the same ‘one size fits all’ generic presentation that had bored less inquisitive prospects before.  Perhaps taking a moment out to carefully plan their response won them the deal.

In short, when it came down to the inevitable beauty parade, you turned up on time, went through the motions as professionally as the next person…but left without ever demonstrating your understanding of their needs or building an authentic connection with the audience.
You undoubtedly have a great story to tell (most successful businesses have a plethora of engaging content hidden way gathering dust) but the sad fact is that you’ve probably forgotten it over time.

Step 1

Take a step back from your well worn ‘creds presentation’ and review it through the eyes of your audience – does the story engage, excite or entice?  Do you feel any connection with it whatsoever…or is it the same collection of business buzzwords and elaborate and overly complex diagrams that do little to differentiate you from the competition?  Answer one simple question – is it fit for purpose in today’s marketplace?

Step 2

Go through your win-loss reporting for the last 3 months (or longer as sales cycles dictate) and honestly ask yourself the question – how different would this be if your sales team were equipped with a story and tools that truly and comprehensively engaged your audience on their terms?

Step 3

Go back to a selection of those lost deals and ask them what they remember of your pitch.  If the answer is that they recall your key message, chances are your presentation is in good stead and you may want to review your value proposition.  If the answer is “um…I can’t recall any specifics”, it’s time to review your story and presentation.

Unfortunately sales isn’t like the Olympics – there are no prizes for second place.

PS – If steps 1 – 3 don’t focus the mind, call upon the professionals to conduct a thorough Presentation Healthcheck and get your story back on the straight and narrow).

Are You Trying To Fax An Elephant?

Thursday, June 18th, 2015 by Matt<

The Power of Story – The Content Battle

Here at Eyeful we know a bit about content. When we began in 2004 it seemed like every presentation included a picture of a Head Office and photos of the board members. We got to where we are today by being the first presentation company to ask why?

Once we’d persuaded people to cut out the unnecessary we started to get them focusing on what really mattered…

The breakthrough started with a simple premise – message and content reign supreme.

We stopped talking about slides and started telling stories.

There’s a reason that you recount the plot of a film when trying to remember an actors name – it’s the power of story.

Tapping into this power can allow you to draw prospects in and help them engage with your content.

It’s not touchy-feely mumbo-jumbo stuff we’re talking about; it’s the heart of Sales Enablement.

Connecting with prospects and communicating effectively with them is the difference between “interesting” and “where do I sign?”

Telling your story

A great story that no-one hears is no story at all.

Once your people know the ‘what’ of messaging it’s time to address the ‘how’.

The array of hardware, software, technology and methodology available to modern business storytellers is stupefying. Many companies invest heavily in technology to get their story across but unless the message, the tech and the audience are compatible you may as well be trying to fax an elephant.

While the vast majority (theoretical physicists excepted) will immediately see the absurdity of that statement, many Sales and Marketing functions will have been guilty of attempting similar feats.

Presenting to ten people on a tablet device, sitting a single prospect in front of a cinema sized screen and dimming the lights or wasting precious time battling uncooperative technology are all examples of how to get it wrong.

There are no bad ways of communicating but there are a thousand ways to communicate badly.

Somewhere in the depths of time a phrase was coined that should strike fear into the hearts of storytellers everywhere – ‘Death By PowerPoint’. This phrase has become shorthand for everything that is wrong in modern business communication and has implications that reach far beyond traditional slides delivered in traditional ways.
Every interaction you have with your prospects and customers is, in the purest sense, a presentation. You present your company, yourself and your product or service every time you interact. And once you realise that every part of your Sales Enablement process is another presentation you’re ready to start addressing the issues that can cloud your story and overshadow your message.

Knowing how to communicate effectively for the (seemingly) limitless combinations of audience/technology/environment/time combinations can seem daunting but is largely common sense and a skill that anyone can master. We call it Blended Presenting but in this context it can be thought of as the interactive and engaging aspect of Sales Enablement.

Regardless of the tools and technology used, they only need to achieve one thing – bringing your prospect and your story together.

If you need help doing this, then just contact the presentation experts.

Introducing ‘The Mantra’

Thursday, June 4th, 2015 by Simon Morton<

We’ve been having a bit of a clear out over at Eyeful Towers recently.  Not so much in terms of the clutter you’d expect (old CD cases, bits of redundant technology, that sort of thing) but in the way we think about ourselves.

We’re 11 years old now (although God only knows where that time went) and over this time we’ve morphed and evolved in line with the needs of our clients, changing technology and our own abilities and aspirations.  In short, we’re a completely different beast to the fresh faced and charmingly naive business we were 11 years ago.

It’s time to re-align ourselves and capture what makes Eyeful, well, Eyeful.  At this point, most business sages will point you in the direction of a Mission Statement but frankly, we’ve always had a bit of a problem with such things.  Often they are at the root of many of the issues we see with our clients’ presentations (pre-Eyeful-ing, obviously).  They tend to be verbose, pompous and distant from the people who they should be touching – your team and clients.  More of a lesson in clever business speak than an attempt to truly communicate what you’re really all about…

So where to turn for inspiration?  After much pondering and research, we came across a YouTube clip from Guy Kawasaki* who pretty much nailed what we were after – a Mantra.

So what is Eyeful all about these days?  In short, we’re about optimising the business presentation experience.  This might be through creating the right story and structure for you, implementing the right presentation technology (we’re fiercely agnostic) or providing presentation creators and deliverers with the skills to truly engage an audience.

So far, so good…however a Mantra is nothing more than an aspiration if you don’t have the ability to deliver on it.  So we looked at what fuels our Mantra – To Optimise The Business Presentation Experience – and realised that it was time for our renowned ‘Eyefulocity’ culture to step up to the plate.  Impartiality, passion, fairness, curiosity and teamwork have long been the key ingredients that make Eyeful tick.  The same goes for the Mantra – without these deeply ingrained behaviours powering the vision, the Mantra is little more than a cool cousin of the dreaded Mission Statement.

The Eyeful Way

So there you have it.  The clutter of 11 years of evolution has been cleared away and we now have a Mantra that will drive, guide and support the next phase of the business.  It retains our maniacal focus on the art of presentations but gives us sufficient ‘wriggle room’ to extend our influence in related disciplines.  To date our experience has allowed us to confidently use our skills and insight in the areas of sales enablement, internal comms and technical presentations.  Looking to the future, the Mantra provides an anchor from which we can exploit new opportunities when the time is right.

And you know what?  We’re rather excited about what the future holds – not just for ourselves but for our customers, readers and partners too.  Fancy joining us?

* Guy is a World renowned smart cookie who has built up a huge following with his no-nonsense approach to business, some of which I agree with (The Mantra approach) and some I have problems with (see the Myth Busting section of The Presentation Lab).

Most B2B presentations are failing (and here’s why)…

Thursday, November 13th, 2014 by Matt<

The vast majority of B2B presentations are not fit for purpose – scary but true.

Leaving this key sales tool unloved is a sure fire way to miss out on opportunities, damage your reputation and give your competitors the advantage. Ignore your presentation at your peril!

Eyeful’s Simon Morton is here to share some tell-tale signs that you could be missing out on sales as well as giving a few ‘insider secrets’ on turning up the sales power of your presentation.

Not sure if your presentation is fit for purpose? Simply contact us for a chat or download our Sales Enablement Whitepaper.

Sales Enablement – The Whitepaper Is Here

Monday, February 10th, 2014 by Simon Morton<

It’s been a while in the making and it’s caused some serious navel gazing here at Eyeful Towers.

We’ve already shared our thoughts on The Content Battle, enlightened our readers on The Power of Story and investigated how Catalysts for Change can be harnessed (and future presentation panic avoided).

So, here we are at the denouement of our foray into Sales Enablement and it is our pleasure to introduce the culmination of all our hard work *insert magnificent, imagined launch scene here* simply click on the image below for your free copy.

Sales Enablement Whitepaper

If you’d like to know more about how an optimised presentation can become the cornerstone of a great Sales Enablement strategy simply drop us a line and we’ll show you how.

 

Sales Enablement – Catalysts For Change

Friday, February 7th, 2014 by Simon Morton<

We’ve all been there; the coveted would-be customer eventually agrees to give you some of their precious time – tomorrow.

The need to impress overrides the need for sleep and the addition of wine seems like a fine idea. While we have to state clearly that this isn’t a recipe for success, it can produce some surprisingly good stuff.

Fast forward three months and you can almost guarantee a version of the following conversation….

“Can you remember that thing you did for that pitch, the one where we had to reprint it in the morning ‘cause of the red wine spill?”

“Yes, that was the pharma company with the yellow logo that looks like a frog swimming – what were they called?”

“Give me a minute and I might remember, I know we didn’t get the job”

“Will it be on the server?”

“No, I did it at home so it’ll be on a memory stick somewhere – I think I had to use my daughters’ ballerina one”

“Bugger there was a really good bit in there about how we understand marketplace positioning……”

If only you’d got your story and content sorted in the first place neither the initial panic proposal nor the loss of the one gem it contained would have happened….

So intros over, it’s almost time for the whitepaper itself, see you on Monday 10th February when all will be revealed.

Sales Enablement – The Power Of Story

Thursday, February 6th, 2014 by Simon Morton<

The importance of having and telling a strong story is not in doubt, but a story that nobody hears is no use to anyone.

Telling your story effectively does not have a one size fits all solution. Connecting with your audience begins with understanding them but it doesn’t end there. Great connections are made when you, your audience and your technology come together seamlessly.

There are no bad ways of communicating but there are a thousand ways to communicate badly.

Here Simon reveals how Eyeful’s Blended Presenting methodology addresses some of the issues that modern presenters face and helps you wade through the quagmire of presentation options.

Tomorrow we’ll be looking at Catalysts for Change and our Sales Enablement white paper will be available for free download on Monday 10th February.