1: They call him Columbo.
After the television character in the 1970s detective show of the same name, Jeffrey Fox writes in How to Become a Rainmaker.
Columbo is the top salesperson at an adhesives company. He has two degrees in engineering and a postgraduate degree in mechanical engineering.
“He knows how things are made,” Jeffrey notes. “He can take apart anything and put it back together. He knows … continue reading
1: “Why did Bambi’s mom die at the beginning of the film?” asks Hollywood producer and author Brant Pinvidic.
“Disney could easily have told the story of Bambi just getting lost, or not shown Bambi’s mom dying, or done it later in the film,” he writes in his book The 3-Minute Rule: Say Less to Get More from Any Pitch or Presentation.
Why? Because doing so puts our … continue reading
1: “When I’m working with someone or speaking, I always say, ‘Let’s identify the problem,’ “Hollywood producer Brant Pinvidic writes in his book The 3-Minute Rule: Say Less to Get More from Any Pitch or Presentation.
“Without fail,” he writes, “everyone thinks I’m referring to the problem that their product or service is solving for the audience.”
Because that’s been the typical sales script forever: We identify the problem. Then, … continue reading
1: To land the sale. . .
To win the deal. . .
To generate genuine excitement for what we are pitching. . .
We must find something that will give our presentation. . . an edge.
“The edge is a cool fact or anecdote that makes someone metaphorically (and sometimes literally) sit up and take notice,” Brant Pinvidic writes in his terrific book The 3-Minute Rule: Say Less to … continue reading
1: Brant Pinvidic sat in a room with his client, Keith. Brant is a top Hollywood producer who has successfully sold nearly fifty TV series using his 3-Minute Rule, which is also the title of his book on how to deliver a successful presentation.
Brant’s brother was on the speakerphone. Keith’s assignment: Deliver his 3-minute pitch to Brant’s brother.
Afterward, Brant told his brother: “I need you to pitch … continue reading
1: Hollywood producer Brant Pinvidic was delivering a keynote speech at the National Speakers Association.
“I put a big picture of Katy Perry up on the screen,” he writes in his book The 3-Minute Rule: Say Less to Get More from Any Pitch or Presentation.
I said, “I’d like to introduce you to one of my friends, Katy Perry. I know you know her and her music.”
Next, he put … continue reading
1: “We are going to revolutionize the healthcare industry” is a typical opening statement in many presentations.
The likely reaction: “Really? I find that unlikely,” Brant Pinvidic writes in his book The 3-Minute Rule: Say Less to Get More from Any Pitch or Presentation.
Even if the rest of our pitch lands with our prospect, the best we can hope for at the end of our presentation is, “Yeah, it’s … continue reading
1: Paraag Marathe‘s first major task as president of the San Francisco 49ers was to build a new stadium.
The team’s former stadium, Candlestick Park, was falling apart. As in, actually falling apart.
The team’s owners, the York family, had decided they would never move the team to another city.
The other option was to build. Which would be no easy task. “Imagine a nearly $2 billion project that … continue reading
To deliver a 3-minute pitch, must we dumb it down? Just the opposite.
Brant Pinvidic is a Hollywood producer who has sold more than three hundred TV and movie projects, including the mega-hit The Biggest Loser.
Pitching in Hollywood is no different from “raising money, convincing parents at the PTA meeting, asking for a promotion, marketing our company, and getting board approval,” he writes in his book The 3-Minute Rule: … continue reading
1: Most of the advice about delivering an excellent presentation focuses on how to present, how to speak in public, or how to overcome being anxious.
“The truth is that none of those things matter very much,” Brant Pinvidic writes in his book The 3-Minute Rule: Say Less to Get More from Any Pitch or Presentation.
“Whether our delivery is confident or nervous, whether or not we use our … continue reading
