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: “The [television] network pitch room is a cold, ruthless, unforgiving setting with a very difficult audience,” Brant Pinvidic writes in his book The 3-Minute Rule: Say Less to Get More from Any Pitch or Presentation.

“Meetings start with smiles that last about ten seconds,” he writes. “If you’ve ever watched Shark Tank, that no-nonsense attitude and curt style was patterned after a TV network pitch.”

The year was … continue reading