Before sitting down to write a sales presentation, it’s first necessary to understand what kind of a change you want your prospects to make. To do this, you need to understand what they are doing now, and what you are asking them to do instead. With this understanding, you can set clear (and SMART) sales presentation objectives.

Most of the time, an introduction doesn’t need a slide explaining who your company is, or who you are. The best way to build credibility isn't to talk about yourself for five minutes, but to talk about your prospect's challenges and concerns in an intelligent and insightful way. There are plenty of clueless salespeople from large companies, so being big isn't enough.

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Ever wanted to get more out of your PowerPoint animation? Here's a trick you can use to make PowerPoint animations more versatile. I used it to recreate the elegant motion of pendulums in a Harvard Sciences Lecture Demonstration.

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The opening is a great place to try to teach prospects how to see the world with your sales presentation. This article provides a template for your sales presentation opening, to help you display understanding and influence your prospect.

For a sales tool to be effective, it needs to work for those expected to use it. This means that sales tools designed for a new sales team need to capture the sales pitch that the charismatic leader gives – but not to reply upon being a charismatic leader to work.

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Love the idea of visual slides, but feel you can’t use a visual approach as your content is too technical? Find yourself falling back on bullet points, as your ideas are too complex for simple visuals? Think again!

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I spend a lot of my time with clients helping them to craft persuasive sales presentations. When I ask the right questions - and clients really think about the right answers - the process runs like a dream. Here are the top 10 questions to ask when you want to write a winning sales presentation.

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Can a PowerPoint user be converted to Keynote? Is this the perfect excuse to use his Mac more? And how well do these presentation technologies work on iPad? As more users bring Macs to work comes the question: ‘Can we do this on Keynote?’ We answer.

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Your presentation style shouldn't be based on Steve Jobs' presentation style. If you mostly deliver presentations to small groups, for heaven's sake, don't model your approach on someone who was great at doing something completely different.

How do you identify, and then use, the key messages for your sales presentation? How do you get the right sales presentation messages? This post looks at how to make sure your sales messages are relevant, and differentiated.