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The Scent of the Deal

Did you know that of all of our senses, the sense of smell is the most powerful in terms of driving emotions and memories? I know . . . it’s not something we think about often in terms of business marketing and sales, but we should, because it is a significant influencer. Retailers know this, which is why they often test the air and modify the scent to evoke certain feelings about their merchandising and branding. Read more »


Death by Talking . . . Too Much!

Salespeople . . . PLEASE shorten those big PowerPoint presentations
I experienced another overlong sales presentation recently.  It could have naturally ended three or four different times and it easily could have been cut in half and had much more impact. Read more »


What We Can Learn About Presenting from Spielberg, Lucas and Scorsese

Want to Craft a Killer Presentation? Take a Lesson From Hollywood!
Next time you watch a good movie, keep an eye on how writers and directors use the ‘THREE ACT” structure to build a powerful experience for the audience.
Act I – Act I is the set up. The director’s goal in the first act is to capture the audience’s attention and hold it. Usually, they set up a question which the audience feels compelled to answer. 
In the sales world, the question might be something like, “We have found a way to reduce your occupancy expenses by $2 Million over the next ten years. How would $2M in savings affect your business?” This sets up tension which adds excitement to the presentation. Read more »