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: “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