Less really is more

- Five science-based sales presentation strategies. Throughout my career I have given sales presentations, thousands of them. Sometimes they were face to face with groups of buyers. Other times they were on the phone with only a single decision maker. Over the years one thing has become very apparent. Sales presentations matter. In fact, there's a lot of evidence that they significantly impact the decision making process. According to the research and advisory firm, Serious Decisions, buyers rank them as one of the most important factors in their buying process. Hillary Chira address this in her New York article "Um uh, Like Call in the Speech Coach" in which she cite numerous examples of how sales presentations determine whether funding requests are met with acceptance or rejection. The reason sales presentations matter is because they are in the primary way that a sales message central of influence is conveyed. It's…