Sales Presentation Archives - The Sales Evangelist

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TSE 412: Why I Stopped Using PowerPoint In Sales Meetings

Powerpoint, Sales Presentation, Demo, ValueWhat do you usually use to give a sales presentation? PowerPoint by default, yeah? And doesn’t it get too old and boring now? Today, I’m sharing with you why I actually stopped using PowerPoint several years ago and how I got converted to a more remarkable tool.

So you see I switched from using PowerPoint (PPT) to Prezi. Prezi is an interactive presentation software that customers will actually enjoy and definitely remember.

My Prezi Experience

I got tired of using the same, old, boring slide presentations. So I used Prezi while I was doing presentations when I was hustling back in the world of software sales. It was something that our competitors weren’t doing so it made us stand out from the pack. And I’ve used Prezi since then.

The other day, I gave a keynote presentation in New Orleans through Prezi and people came up to me afterwards to ask about the tool I was using. It simply blew them away! It offered them an experience and they came back for more. They wanted to learn more and go further. Basically, it made me stand out against everyone else.

How Prezi can help you put out awesome presentations:

  • It helps you differentiate yourself from what everybody else is doing.
  • It helps you tell a story that several other tools can’t.
  • You can use whiteboard features where you can tell a story and build on something.
  • It helps your prospects become more engaged and be able to understand complex things a bit easier because their broken down into a simpler process.
  • People remember you for it because of the rich experience you’re able to deliver.

Now if you’re going to do the same old slide deck that everyone else is doing and doing the same thing – talking about your company history, mission statement, and whatnot, that’s totally going to drown you out since you’re not any different than the rest.

You need to STAND OUT from the pack.

Need help? Feel free to connect with me. The folks over at Prezi have a free demonstration that you can get. Simply go to

Episode Resources:

The Three Value Conversations by Erik Peterson, et al.

Visit Prezi to get your free demo today.

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The Sales Evangelist, Donald Kelly, TSE Hustler's League, Whiteboarding

TSE 395: TSE Hustler’s League-Whiteboarding Concept Part 1″

The Sales Evangelist, Donald Kelly, TSE Hustler's League, WhiteboardingToday, I’m going to share with you a concept named Whiteboard Conversations. I got it from an amazing book called The Three Value Conversations. But first, picture this out:

You go to a prospect, work your thing, do your presentation, get finish and leave. Follow up with the prospect in a couple of days. You remind them about it. They remember you. But they don’t fully remember the full context of your presentation.

They don’t want to be embarrassed so they’ll tell you they do remember it but I doubt they actually remember the true essence of your presentation. Then they tell you they’d think it over and ask you to send a recording of it so they can review it for which the likelihood of them reviewing it is, well, zero.

So then what do you do?

There needs to have a conversation between you and your prospect in a way that engages them. A conversation consists of two people talking, sharing thoughts and ideas. You come to your prospect. You try to establish that “unconsidered need” and share with them your solution but you have to break this down to them the simplest way possible.

Understanding the old or the reptilian brain versus the new brain:

The Old Brain: The decision to change takes place in the emotional or the intuitive part of the brain. It’s a simple “machine” that makes fast decisions, creating contrasts to simplify the process

The New Brain: Justification and validation of the decision takes place in the logical part of the brain called the neocortex or the new brain.

Your job:

  • Simplify the process to your prospects.
  • Make sure you give them a visual stimulation that is going to make it simple for them and easy for them to understand.
  • Make it as simple as possible for your prospects to understand with simple logic and simple pictures and visualizations such as white boarding.

Why Whiteboarding?

  • It’s simple and easy for your prospects to grasp and understand.
  • People remember only 10% of what you say within two days of meeting with you. But when you’re able to implement a concrete visual, 65% of what you shared will be remembered.

How Whiteboarding Works:

  1. Write the problem on a white board or an easel pad (instead of putting it on your slide presentation)

Do not just put up a slide with a problem on it. Instead, write it out on a white board or an easel pad. This leaves a mystery in your mind that allows your brain to process, think, and engage in the presentation.

  1. Tell an engaging story.

Being able to tell an engaging story to your prospect increases the likelihood of them thinking of you over your competitors.

Episode Resources:

The Three Value Conversations by Erik Peterson, Tim Riesterer, Conrad Smith and Cheryl Geoffrion

Pitch Anything by Oren Klaff

Please support us in our Indiegogo campaign, a movement to inspire others to Do Big Things. Simply go to

Get a free audiobook download and a 30-day free trial at with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

Register Today!


Martin Clay, The Sales Evangelist, Donald Kelly

TSE 131: TSE Success Story- Changing The Game with Sales Presentations

Martin Clay, The Sales Evangelist, Donald Kelly In this episode, I had the honor of interviewing one of our Sales Evangelizers! Martin Clay applied a sales presentation method he learned from one of our guests, Patricia Fripp (TSE 020), and was able to see remarkable success in the first application.

Martin is a medical equipment sales representative, selling to clients in the North American market. The challenge he faced was the fact that every time he met with doctors to do a sales presentation, it was inevitably always in the afternoon, after lunch, and the doctors would fall asleep during the presentation or get “pages” and had to go. This left his presentation feeling unfulfilling and incomplete.
As Martin listened to our podcast and heard Patricia Fripp, he found a better way to demonstrate his product that was guaranteed to engage the listener and cause them to recognize more value.
As you listen to the episode, you will hear the steps Martin used to see remarkable success. Here a few of them below:
-Don’t thank them for their time, thank them for the opportunity to be there
-Congraulate them on something they have accomplished
-Publicly recognize your champion
-Clearly paint a picture of the challenges
-Present viable solutions
-Encourage them to take action
Martin’s major takeaways:
Follow the process and incorporate it! These steps will drastically change your results right away.
Remember, until you apply what you have learned, NOTHING will happen!
To stay in touch with Martin via email at
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Donald Kelly, Donald C Kelly, The Sales Evangelist Podcast



TSE 020: Discover the Secret to Effective Sales Presentations with Patricia Fripp!

Patricia Fripp

Patricia came to this country from England as a young 20 year old with $500 as a hair stylist and soon realized that she needed to do “BIG THINGS”. Patricia Fripp, CSP, CPAE is a CPAE Hall of Fame keynote speaker, business presentation expert, sales presentation skills trainer, and highly sought-after executive speech coach. Named “One of the 10 most electrifying speakers in North America” by Meetings and Conventions magazine, Patricia delivers high-energy, high-content, and dramatically memorable presentations.

For over 25 years, Patricia has transformed sales teams and coached executives on how to deliver dynamic and inspiring presentations. She delights and entertains audiences while delivering practical, personalized content and consistently exceeds client expectations.

Patricia’s most in-demand topics include:

  •  Preparing and Presenting Powerful Presentations. Effective speaking skills can mean life or death. Learn to start, structure, tell stories, and connect with every audience.
  • Super Star Sales Presentations: The Inside Secrets. How many more sales could your sales professionals make if they stopped making stupid mistakes and started giving awesome presentations?
  • Opportunity Does Not Knock Once. Opportunity does not knock once; it knocks every time we hear the sound. To maximize opportunities we need to reflect on past experiences, acknowledge successes, and develop new habits.
  • Selling Yourself and Your Ideas to Senior Management. If you have brilliant ideas but lack the confidence to share them, you will never receive the credit you deserve. Learn career-building strategies that get the attention of upper management and have a long-term impact on your career.

Some of the major take aways from Patricia are:

  • Mom said “who you hang around with is going to make a great difference on what happens to you”
  • Always listen to your customers and offer what “THEY NEED”
  • Product knowledge is important, client research is important, but sales people need to know “what” to say when they are in front of their prospects
  • The first comment when giving a presentation is to congratulate the client and say something nice         about them
  • Thank them for the “opportunity to discuss (your service here)”, NOT “thank you for the time”. Everyone else thanks them for the time, you want to be different
  • Then thank your “white knight”, the person championing the project who has brought you this part of       the project
  • Setting the structure of the presentation is based on what information your “white knight” or champion gives you
  • Whenever you give a presentation you must PRACTICE, PRACTICE, PRACTICE! Rehearsal is the word and performance is the presentation
  • Know your intro and closing like the back of your hand

Listen to the podcast here in iTunes or Stitcher! (Get plenty of Free presentation & sale information here)


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Donald Kelly, Donald C Kelly, The Sales Evangelist Podcast


TSE 019: Keys To A Championship Presentation From “Ryan Avery”

Ryan Avery - Keynote SpeakerDuring this episode I had the pleasure of interviewing Ryan Avery, the youngest World Champion of Public Speaking. Ryan is currently a professional speaker working with audiences all over the world. In our conversation, Ryan offers great tips that you can apply to advanced your ability to deliver a great presentation.

Some of the things Ryan shares are:

  • Break the ice by showing you are vulnerable (laugh at yourself)
  • Know your audience by learning about each individual who will be in the room
  • When seeking to connect with your audience, dress to relate not to impress
  • When preparing for a presentation, you are always developing and refining it
  • How you practice will determine how you play
  • When giving a presentation make it simple, impactful and relatable
  • When giving a presentation show that you are human
  • Differentiate yourself by being YOU! This will give you an edge over your competitors because they can’t be you!
  • PowerPoint should not have more than 10 words. Ryan recommends the use of videos instead of pictures sometimes
  • Focus on ONE message that you want your audience to get

These are some very practical tips and advice that any of us can begin implementing today to see a difference. Please try them and let me know how effective it was for you.

You can stay in touch with Ryan via his contact information below:

Website: “How to Be a Speaker”

Twitter: “How to Be a Speaker”

Facebook: “How to Be a Speaker”

Check out Ryan’s New Book: