Failing to Prepare = Preparing to Fail

My job as a Sales Pursuit Coach is to help teams WIN. I help teams prepare and practice for the client presentation (aka orals). Here are my tips:

𝟭. 𝗣𝗿𝗮𝗰𝘁𝗶𝗰𝗲 𝘃𝘀. 𝗥𝗲𝗵𝗲𝗮𝗿𝘀𝗮𝗹 

Often professionals with technical presentations believe a 𝘱𝘪𝘵𝘤𝘩 𝘱𝘦𝘳𝘧𝘦𝘤𝘵 𝘳𝘦𝘩𝘦𝘢𝘳𝘴𝘦𝘥 𝘴𝘤𝘳𝘪𝘱𝘵 𝘢𝘯𝘥 𝘴𝘭𝘪𝘥𝘦-𝘥𝘦𝘤𝘬 𝘤𝘰𝘮𝘣𝘰 is the ideal to win. The reality is different: Clients connects with YOU first, not your expertise, technical knowledge or slide-deck. You need to show up HUMAN. 

𝗥𝗘𝗛𝗘𝗔𝗥𝗦𝗔𝗟 focuses on memorizing a script, 𝗣𝗥𝗔𝗖𝗧𝗜𝗖𝗘 creates mastery.

Mastery is:

•  Knowing your value differentiators

•  Telling your story clearly

•  Comfortable pivoting based on the client’s needs. 

Mastery provides confidence = the ability to articulate, and the capacity to pivot under pressure.

 𝟮. 𝗗𝗿𝘆 𝗥𝘂𝗻𝘀 𝗠𝗮𝘁𝘁𝗲𝗿

Dry runs give you confidence, it shows off the team and how they work together. Make sure to:

𝗕𝗹𝗼𝗰𝗸 𝘁𝗶𝗺𝗲 𝗼𝘂𝘁 𝗳𝗼𝗿 𝗮 𝗱𝗿𝘆-𝗿𝘂𝗻

Humans avoid practicing because it’s uncomfortable. Make it a priority.

𝗨𝘀𝗲 𝘀𝘁𝗮𝗴𝗲𝗱 𝗿𝘂𝗻𝘀

Great presentations evolves through staged runs:

🗣️ Talk-Through - Align the story, flow, and key messaging. Who’s covering what? 

👣 Walk-Through - Work on delivery, presence, energy and smooth transitions. Is the team engaging the audience?

🏃 Run-Through - Simulate the real thing: Timing constraints, tough Q&A, and feedback loops.

🟥 RED card any team member multitasking during this process. 

𝟯. 𝗦𝘂𝗰𝗰𝗲𝘀𝘀 𝗶𝘀 𝗺𝗼𝗿𝗲 𝘁𝗵𝗮𝗻 𝗮 𝗴𝗼𝗼𝗱 𝘀𝗰𝗿𝗶𝗽𝘁

The right script has to be spoken during practice, because:

•  What looks perfect on paper changes when you say it out loud.

•  Written words often sounds stiff in conversation.

•  The only way to refine delivery is by actual verbalization - get comfortable with your voice, tone, and pace.

𝟰. 𝗦𝘁𝗮𝘆 𝗣𝗿𝗲𝘀𝗲𝗻𝘁 

Teams often hyper-focus on their individual roles instead of the bigger picture. Note:

•  Can you tell your teammate’s story if needed?

•  Are you actively listening during the presentation, or just waiting for your turn to speak?

𝟱. 𝗣𝗿𝗲𝗽𝗮𝗿𝗲 𝗳𝗼𝗿 𝗤&𝗔 

To practice Q&A is the most impactful thing you can do for your presentation. Focus on:

•  Run tough, unscripted Q&A drills - preempting the hardest questions, think and talk them through

•  Develop composure, clarity, and control under fire.

𝟲. 𝗚𝗲𝘁 𝗮 𝗖𝗼𝗮𝗰𝗵 

A sales pursuit coach is 100% invested in getting you to the win. Identify someone who will be:

•  Hard on issues but soft on people.

•  Push you, challenge you, and make you better.

 🏆 𝗣𝗿𝗲𝗽𝗮𝗿𝗮𝘁𝗶𝗼𝗻 𝗮𝗻𝗱 𝗣𝗿𝗮𝗰𝘁𝗶𝗰𝗲 𝗶𝘀𝗻’𝘁 𝗷𝘂𝘀𝘁 𝗮 𝘁𝗮𝘀𝗸 - 𝗶𝘁’𝘀 𝗔 𝗖𝗢𝗠𝗣𝗘𝗧𝗜𝗧𝗜𝗩𝗘 𝗔𝗗𝗩𝗔𝗡𝗧𝗔𝗚𝗘.