Latest Ditch the Pitch Posts

The Rules for Selling with a PowerPoint Deck
When I told one of my team members the title for this article, her answer was, “That’s a simple one for you to write. You’ll just say, ‘Don’t, don’t and don’t.’” Yes, it’s...
How to Help B2B Prospects Convince Colleagues
A B2B client called me recently and shared this frustration: “A senior executive was very interested in working with us, and his company would be a great fit for our product. But after he met with...
A Sale is the Result of a Great Conversation
How do you convince customers to buy from you? With sell sheets? PowerPoint decks? Explanations of new product features? Hardly. To lead your customer to a thoughtful decision where...
Two Tips for Your Next Presentation
Everyone who subscribes to this newsletter – and I mean everyone – has to give presentations from time to time as part of their job. Here are two tips to help you give better...
How Not to Fail at Retail
A friend of mine recently went to Crate and Barrel to buy a couch. The store didn’t stock the color she wanted, so the sales clerk said, “You can just go buy it online.” She took his advice,...
It’s not about Michael Jordan. It’s about you.
Your customers care a whole lot more about themselves than they care about your products or your messages.  That’s why your marketing and sales communications shouldn’t focus on your products. ...

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