PRESENTATION/SALES CASE STUDIES
1. High Stakes – The IPO Roadshow
Challenge: To transform a low-key, conservative CEO into a passionate communicator for the value of his shipping company as he traveled to institutional clients all over the country and Europe.
Solution: We strengthened the flow of the presentation his investment bank had created so that it was an easier, more coherent message for him to deliver. We also eased him into a more energetic delivery by enriching his own style rather than by forcing any superficial techniques.
Result: “Very many thanks for your help putting together a great presentation and in helping (my CFO) and myself deliver it in a way which did justice to the work done behind the scenes by yourself and the bank.”
2. The Beauty Contest
Challenge: Successful Senior Vice President of leading Boston investment management firm wanted to strengthen her presentation skills in an industry where business is frequently won or lost in competitive “bake-offs” or “beauty contests.”
Solution: We focused on how to distinguish her firm from the competition, make her remarks more relevant, and deliver the presentation with more authority.
Result: “The techniques you taught me are already starting to pay off. Last week, I won a new $30 million account. I was delighted. I faced very tough competitors, but the Board decided within one hour of the meeting to go with my company. Thank you.”
3. The Frog to Prince Transformation
Challenge: To transform a tech support person in an HVAC company into a sales person.
Solution: I listened as this person attempted to sell me his services to identify missed opportunities and counter productive behaviors. I provided tips, phrases, and strategies to replace those and then we practiced these in a series of role plays.
Result: “We cannot be happier with the results. Mike has sold upwards of $200,000 since your coaching.”
4. The Technology Speaker
Challenge: Twenty technology professionals in the leading dot.com technology company had to present at their upcoming client conference. Their performance at this event the previous year had been disappointing.
Solution: We did a marathon of individual coaching rehearsals. People came in groups of four for a half day each, during which time they were videotaped while they presented. We re-worked their visuals and content to make them more coherent, more interesting, less wordy, more interesting, simpler, and made them more energetic in their delivery.
Result: “Everyone I spoke with about the training found it incredibly beneficial and would certainly like to participate again next year. The conference went very well and of the 5 top speakers, 4 were our very own!” Thanks for everything.”
5. The Magic Moments in Selling Workshop
Challenge: To help a team of inside sales reps increase their conversion rates.
Solution: After a number of interviews with this digital company team, I developed a workshop that focused on building the skills and strategies for key moments in their sales process.
Result: “Sales increased by 10% within six months.”
6. The Slightly Flawed Fast Tracker
Challenge: To help a talented Senior Brand Manager at a major media company improve her professional presence particularly when presenting to Senior management at key clients. Her enthusiasm was high, but her delivery was less than satisfactory.
Solution: Part of the problem turned out to be structural, which we fixed with a proven format that guarantees a logical flow. Then, we eliminated her self-defeating habit of speaking too quickly.
Result:“I really enjoyed and got a lot out of our one-on-one session. You are a joy to work with and your ability to share effective techniques and information was great. My meeting this week was a smash and I received great feedback from the attendees and my team on a job well done.”
7. The 2000 Person Audience
Challenge: To ensure a successful speaking experience for this Director of an investment management firm before such a large audience.
Solution: We worked very carefully on the message, making sure it struck just the right note and incorporated a variety of techniques to make it both useful and entertaining. We also reviewed techniques for managing natural public speaking anxiety.
Result: “Thank you for the help you have given our entire organization this past year, particularly the ones you did in London “sensitizing” them to selling in the American market. On a personal note, I want to thank you for the work you did for me on my recent speech. It was a great success, due in no small way to your help.”