This entertaining presentation on how to build and deliver killer presentations and pitches was given to the Hispanic marketing association AHAA! ar their annual conference: Miami 4/27/15. The presentation is from my book, "The Levitan Pitch. Buy This Book. Win More Pitches."
Yes, You Can Write and Publish A Business Book in 6 MonthsPeter Levitan & Co.
You can research, write and publish a business book in 6 months. I've done it twice.
This presentation was written for an advertising industry audience at HubSpot's 2014 Inbound Conference. But the learning and tips are relevant to every marketer. Here is one example of what I call content multipliers that will help you create a powerful book on virtually any subject... add expert interviews.
I did this for my book The Levitan Pitch. Buy This Book. Win More Pitches. It is up on Amazon.
When was the last time you we wowed by the customer service you received. This presentation will provide you with 10 crucial tips that will help you improve your overall customer service experience to your customer base.
It costs 5-15 more to acquire a new customer than it does keeping an existing one - that's why having an unforgettable customer service experience matters.
Also, I've published a book about providing that experience and how you can keep your customers happy and delighted with your service.
Venture Capital 101 - I'm a VC, Who Are You? Paula Marttila
"Venture Capital 101 - I'm a VC, Who Are You?" walks you through the essentials of venture capital, early stage funding alternatives, and the difference between good and bad VC to an audience new to fundraising. I first gave this talk to Interactive Communication students at Berghs School of Communications in Stockholm, Sweden, March 2013.
March 2016: Updated version to reflect the changes and trends in venture capital markets incl. additional pitch advice, recommended reading, and founder resources.
This entertaining presentation on how to build and deliver killer presentations and pitches was given to the Hispanic marketing association AHAA! ar their annual conference: Miami 4/27/15. The presentation is from my book, "The Levitan Pitch. Buy This Book. Win More Pitches."
Yes, You Can Write and Publish A Business Book in 6 MonthsPeter Levitan & Co.
You can research, write and publish a business book in 6 months. I've done it twice.
This presentation was written for an advertising industry audience at HubSpot's 2014 Inbound Conference. But the learning and tips are relevant to every marketer. Here is one example of what I call content multipliers that will help you create a powerful book on virtually any subject... add expert interviews.
I did this for my book The Levitan Pitch. Buy This Book. Win More Pitches. It is up on Amazon.
When was the last time you we wowed by the customer service you received. This presentation will provide you with 10 crucial tips that will help you improve your overall customer service experience to your customer base.
It costs 5-15 more to acquire a new customer than it does keeping an existing one - that's why having an unforgettable customer service experience matters.
Also, I've published a book about providing that experience and how you can keep your customers happy and delighted with your service.
Venture Capital 101 - I'm a VC, Who Are You? Paula Marttila
"Venture Capital 101 - I'm a VC, Who Are You?" walks you through the essentials of venture capital, early stage funding alternatives, and the difference between good and bad VC to an audience new to fundraising. I first gave this talk to Interactive Communication students at Berghs School of Communications in Stockholm, Sweden, March 2013.
March 2016: Updated version to reflect the changes and trends in venture capital markets incl. additional pitch advice, recommended reading, and founder resources.
Be Your Own Angel Investor - A Revenue Model for BootstrappingAmy Hoy
Building a product biz that'll take a long time to reach a comfy revenue, like SaaS? Need an infusion of cash to survive? Drop that venture capitalist, and learn how to Be Your Own Angel.
Enjoy these slides with the actual audio, too! Right here:
https://unicornfree.com/2015/be-your-own-angel-a-revenue-model-for-slow-startups
What Separates the Best From the Rest: What Makes Great Agencies GreatTim Williams
The truly great agencies share a set of principles and practices that distinguish them from the other 12,000 agencies in America and make them brands in demand.
This is the Metis way. We:
- Take risks
- Do our best work when the stakes are highest
- Earn respect by thinking and acting outside the confines of convention
Are you in?
In an age where the social customer has risen to new heights, customer support teams have been required to adjust to meet the needs of their customer base more than ever. For Desk.com, our team strives to provide what we like to call: "Customer WOW"
The real Customer WOW happens when you combine empathy and understanding for the challenge the customer is facing, identify and resolve the issue with skill (and bonus points for style), and drive and scale that learning back into the organization. Desk.com's Customer WOW team has taken it upon themselves to divulge some of the deep secrets of how to achieve these results. Check out their 13 principles to providing Customer WOW.
Curious about Desk.com? Download this free kit to get started: http://bit.ly/FreeCustomerServiceKit
New Agency Models Drive Collaboration : IAB KeynoteLindsey Slaby
The Next $50 Billion will come from media, ad tech & publishing being a part of the creative advertising idea. Learn about how Sunday Dinner inspires collaboration with partners through our process of Active Briefing.
Slides from speakers and sponsors from SalesJam 4.0, held in Durham on August 18, 2017. *Missing are slides from keynote speaker Brad Brinegar. They're posted separately on our SlideShare page.
So you want to boost your sales, more specifically your leads 10X. For starters it requires more work and efficiency today. This guide will give you some fresh insights and some old insights to boosting your service business, professional service, startup, etc. Enjoy
How Startups Can Build a Recruiting MachineDavid Skok
Something important has changed in the recruiting process: the best people are almost never on the market, and you have to develop recruiting processes to find and sell passive candidates. In many cases, it will take months or years of relationship building with these candidates to find the right moment when they are open to considering a change. Closing them takes greater selling efforts than in the past due to the intense competition over the good candidates. This leads me to believe that there is now a third crucial startup skill that needs to be developed: recruiting.
HOW WE ADVOCATED FOR INBOUND, UPSOLD ACCOUNTS, AND BUILT A BETTER ORGANIZATIO...HubSpot
In this session Drew Himel from PCR Agency will walk you through how his agency added close to $500,000 in new revenue in less than 8 months through upselling his existing client base and helped PCR become the fastest partner ever to reach Platinum. The session will cover the exact process PCR used to identify which clients were great candidates for upselling to Inbound Marketing and which clients they realized were profit suckers and how they handled each. Once you have identified which clients are the best fit for inbound marketing the next step is coming up with a well organized sales approach. You will walk away from this session with the exact questions PCR used, what documents and presentations they presented to advocate for an Inbound Marketing Budget and how they differentiated themselves from a Upselling clients is the critical first step but once you have sold an account, how do you implement the strategy outlined? The presentation will go over the exact proposals PCR used, their unique approach to fulfilling Inbound for clients, and the structure of clients meetings and what they cover. Drew will go over in detail how he completely reorganized his entire staff to become a full Inbound Marketing Agency. You will leave with the personality testing he uses to identify Inbound Marketers, interview process, training and education for employees.
Summary highlights from the book "Positioning for Professionals: How Professional Firms Can Differentiate Their Way to Success" by Tim Williams of Ignition Consulting Group.
When it comes to growing your startup, new leads and signups are you gold coins. Sure a new signup cold be nothing, or it could be your next big customer, key partner or strategic investor. So we asked 22 sales and marketing pros about what happens after they get a new lead. Here's what they had to say.
My Money Story Series: Credit Karma Talks Finances, Credit, and DebtKabbage
Visit our SlideShare to learn from our partner, Credit Karma, why you should check and build your credit report, best practices for establishing financial health, and how to recover from debt.
Originally presented at GDC 2004, this was a candid, no-holds-barred look at why my first start-up company, Escape Factory, ultimately failed. There are plenty of stories out there about game studios that succeed, but not enough about studios that fail.
This presentation was also in part an attempt to make good on a promise to our angel investor to share all the lessons we learned setting up Escape Factory.
Be Your Own Angel Investor - A Revenue Model for BootstrappingAmy Hoy
Building a product biz that'll take a long time to reach a comfy revenue, like SaaS? Need an infusion of cash to survive? Drop that venture capitalist, and learn how to Be Your Own Angel.
Enjoy these slides with the actual audio, too! Right here:
https://unicornfree.com/2015/be-your-own-angel-a-revenue-model-for-slow-startups
What Separates the Best From the Rest: What Makes Great Agencies GreatTim Williams
The truly great agencies share a set of principles and practices that distinguish them from the other 12,000 agencies in America and make them brands in demand.
This is the Metis way. We:
- Take risks
- Do our best work when the stakes are highest
- Earn respect by thinking and acting outside the confines of convention
Are you in?
In an age where the social customer has risen to new heights, customer support teams have been required to adjust to meet the needs of their customer base more than ever. For Desk.com, our team strives to provide what we like to call: "Customer WOW"
The real Customer WOW happens when you combine empathy and understanding for the challenge the customer is facing, identify and resolve the issue with skill (and bonus points for style), and drive and scale that learning back into the organization. Desk.com's Customer WOW team has taken it upon themselves to divulge some of the deep secrets of how to achieve these results. Check out their 13 principles to providing Customer WOW.
Curious about Desk.com? Download this free kit to get started: http://bit.ly/FreeCustomerServiceKit
New Agency Models Drive Collaboration : IAB KeynoteLindsey Slaby
The Next $50 Billion will come from media, ad tech & publishing being a part of the creative advertising idea. Learn about how Sunday Dinner inspires collaboration with partners through our process of Active Briefing.
Slides from speakers and sponsors from SalesJam 4.0, held in Durham on August 18, 2017. *Missing are slides from keynote speaker Brad Brinegar. They're posted separately on our SlideShare page.
So you want to boost your sales, more specifically your leads 10X. For starters it requires more work and efficiency today. This guide will give you some fresh insights and some old insights to boosting your service business, professional service, startup, etc. Enjoy
How Startups Can Build a Recruiting MachineDavid Skok
Something important has changed in the recruiting process: the best people are almost never on the market, and you have to develop recruiting processes to find and sell passive candidates. In many cases, it will take months or years of relationship building with these candidates to find the right moment when they are open to considering a change. Closing them takes greater selling efforts than in the past due to the intense competition over the good candidates. This leads me to believe that there is now a third crucial startup skill that needs to be developed: recruiting.
HOW WE ADVOCATED FOR INBOUND, UPSOLD ACCOUNTS, AND BUILT A BETTER ORGANIZATIO...HubSpot
In this session Drew Himel from PCR Agency will walk you through how his agency added close to $500,000 in new revenue in less than 8 months through upselling his existing client base and helped PCR become the fastest partner ever to reach Platinum. The session will cover the exact process PCR used to identify which clients were great candidates for upselling to Inbound Marketing and which clients they realized were profit suckers and how they handled each. Once you have identified which clients are the best fit for inbound marketing the next step is coming up with a well organized sales approach. You will walk away from this session with the exact questions PCR used, what documents and presentations they presented to advocate for an Inbound Marketing Budget and how they differentiated themselves from a Upselling clients is the critical first step but once you have sold an account, how do you implement the strategy outlined? The presentation will go over the exact proposals PCR used, their unique approach to fulfilling Inbound for clients, and the structure of clients meetings and what they cover. Drew will go over in detail how he completely reorganized his entire staff to become a full Inbound Marketing Agency. You will leave with the personality testing he uses to identify Inbound Marketers, interview process, training and education for employees.
Summary highlights from the book "Positioning for Professionals: How Professional Firms Can Differentiate Their Way to Success" by Tim Williams of Ignition Consulting Group.
When it comes to growing your startup, new leads and signups are you gold coins. Sure a new signup cold be nothing, or it could be your next big customer, key partner or strategic investor. So we asked 22 sales and marketing pros about what happens after they get a new lead. Here's what they had to say.
My Money Story Series: Credit Karma Talks Finances, Credit, and DebtKabbage
Visit our SlideShare to learn from our partner, Credit Karma, why you should check and build your credit report, best practices for establishing financial health, and how to recover from debt.
Originally presented at GDC 2004, this was a candid, no-holds-barred look at why my first start-up company, Escape Factory, ultimately failed. There are plenty of stories out there about game studios that succeed, but not enough about studios that fail.
This presentation was also in part an attempt to make good on a promise to our angel investor to share all the lessons we learned setting up Escape Factory.
A guide for entrepreneurs trying to raise angel and venture capitalguest8e6a0
Insight from a venture capital partner on the right way to think about the startup fundraising process. Whether you're approaching family, angels or large venture capital firms, many of the same themes apply.
On the Other Side of Real Impact Lies Serious MoneyMatt Wagner
Insurance agents can do WAY better if they understand the relationship between their impact and their revenue. Learn how to transform your business to make a LOT more money.
Voice of the Prospect: The Future of SalesPeopleMetrics
Welcome to the future of sales. Trigger simple surveys to your prospects in order to get the best information possible. Save deals with simple course corrects.
Our biggest challenge is to have everyone on the team busy, in production, happy, and profitable! Together Everyone Achieves More.
With the amount of competition in the market, it is no longer possible to simply do the bare minimum or maintain the status quo. In addition, marketing budgets alone will not keep buyers in the car.
The Challenge: It is now, more than ever, necessary for the agent to elevate and grow their business within a business. They must engage in each aspect of the process to maximize the potential of their business.
How to win on the customer experience battleground; where businesses are won ...Noojee Contact Solutions
Everyone's talking about customer experience. But what is it? And how can you really influence it, to give your business a winning advantage? Here's your action plan!
We take you step by step through how to define customer experience (hint: it's not the same as customer service!).
Then, through a series of checkpoints you'll begin to identify the touchpoints and interactions that you can influence, particularly in your contact centre.
Finally we'll take a look at how Zappos managed to transform their customer experience - and what the learnings are for you.
This is a great presentation to go through with your management team or a customer service team looking to find way to improve.
Get a Grip - The Marketing Power of Managing Customer RelationshipsPeter Levitan & Co.
10 years on this still makes the BIG point.
Most businesses spend considerable time and effort getting customers. But how many work at keeping those customers? View II examines the ways in which even big brands like Nike and Disney fail to get a grip on customers, and offers real-world solutions to help businesses keep their most profitable customers hooked.
More at www.peterlevitan.com
Strategic Philanthropy: How To use Good Deeds As A Business Development TooolPeter Levitan & Co.
This is precisely the time to consider why, how and where you donate based on adopting the principles of Strategic Philanthropy.
More smart thinking here: www.peterlevitan.com
VAT Registration Outlined In UAE: Benefits and Requirementsuae taxgpt
Vat Registration is a legal obligation for businesses meeting the threshold requirement, helping companies avoid fines and ramifications. Contact now!
https://viralsocialtrends.com/vat-registration-outlined-in-uae/
Buy Verified PayPal Account | Buy Google 5 Star Reviewsusawebmarket
Buy Verified PayPal Account
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Company Valuation webinar series - Tuesday, 4 June 2024FelixPerez547899
This session provided an update as to the latest valuation data in the UK and then delved into a discussion on the upcoming election and the impacts on valuation. We finished, as always with a Q&A
Premium MEAN Stack Development Solutions for Modern BusinessesSynapseIndia
Stay ahead of the curve with our premium MEAN Stack Development Solutions. Our expert developers utilize MongoDB, Express.js, AngularJS, and Node.js to create modern and responsive web applications. Trust us for cutting-edge solutions that drive your business growth and success.
Know more: https://www.synapseindia.com/technology/mean-stack-development-company.html
"𝑩𝑬𝑮𝑼𝑵 𝑾𝑰𝑻𝑯 𝑻𝑱 𝑰𝑺 𝑯𝑨𝑳𝑭 𝑫𝑶𝑵𝑬"
𝐓𝐉 𝐂𝐨𝐦𝐬 (𝐓𝐉 𝐂𝐨𝐦𝐦𝐮𝐧𝐢𝐜𝐚𝐭𝐢𝐨𝐧𝐬) is a professional event agency that includes experts in the event-organizing market in Vietnam, Korea, and ASEAN countries. We provide unlimited types of events from Music concerts, Fan meetings, and Culture festivals to Corporate events, Internal company events, Golf tournaments, MICE events, and Exhibitions.
𝐓𝐉 𝐂𝐨𝐦𝐬 provides unlimited package services including such as Event organizing, Event planning, Event production, Manpower, PR marketing, Design 2D/3D, VIP protocols, Interpreter agency, etc.
Sports events - Golf competitions/billiards competitions/company sports events: dynamic and challenging
⭐ 𝐅𝐞𝐚𝐭𝐮𝐫𝐞𝐝 𝐩𝐫𝐨𝐣𝐞𝐜𝐭𝐬:
➢ 2024 BAEKHYUN [Lonsdaleite] IN HO CHI MINH
➢ SUPER JUNIOR-L.S.S. THE SHOW : Th3ee Guys in HO CHI MINH
➢FreenBecky 1st Fan Meeting in Vietnam
➢CHILDREN ART EXHIBITION 2024: BEYOND BARRIERS
➢ WOW K-Music Festival 2023
➢ Winner [CROSS] Tour in HCM
➢ Super Show 9 in HCM with Super Junior
➢ HCMC - Gyeongsangbuk-do Culture and Tourism Festival
➢ Korean Vietnam Partnership - Fair with LG
➢ Korean President visits Samsung Electronics R&D Center
➢ Vietnam Food Expo with Lotte Wellfood
"𝐄𝐯𝐞𝐫𝐲 𝐞𝐯𝐞𝐧𝐭 𝐢𝐬 𝐚 𝐬𝐭𝐨𝐫𝐲, 𝐚 𝐬𝐩𝐞𝐜𝐢𝐚𝐥 𝐣𝐨𝐮𝐫𝐧𝐞𝐲. 𝐖𝐞 𝐚𝐥𝐰𝐚𝐲𝐬 𝐛𝐞𝐥𝐢𝐞𝐯𝐞 𝐭𝐡𝐚𝐭 𝐬𝐡𝐨𝐫𝐭𝐥𝐲 𝐲𝐨𝐮 𝐰𝐢𝐥𝐥 𝐛𝐞 𝐚 𝐩𝐚𝐫𝐭 𝐨𝐟 𝐨𝐮𝐫 𝐬𝐭𝐨𝐫𝐢𝐞𝐬."
Putting the SPARK into Virtual Training.pptxCynthia Clay
This 60-minute webinar, sponsored by Adobe, was delivered for the Training Mag Network. It explored the five elements of SPARK: Storytelling, Purpose, Action, Relationships, and Kudos. Knowing how to tell a well-structured story is key to building long-term memory. Stating a clear purpose that doesn't take away from the discovery learning process is critical. Ensuring that people move from theory to practical application is imperative. Creating strong social learning is the key to commitment and engagement. Validating and affirming participants' comments is the way to create a positive learning environment.
Digital Transformation and IT Strategy Toolkit and TemplatesAurelien Domont, MBA
This Digital Transformation and IT Strategy Toolkit was created by ex-McKinsey, Deloitte and BCG Management Consultants, after more than 5,000 hours of work. It is considered the world's best & most comprehensive Digital Transformation and IT Strategy Toolkit. It includes all the Frameworks, Best Practices & Templates required to successfully undertake the Digital Transformation of your organization and define a robust IT Strategy.
Editable Toolkit to help you reuse our content: 700 Powerpoint slides | 35 Excel sheets | 84 minutes of Video training
This PowerPoint presentation is only a small preview of our Toolkits. For more details, visit www.domontconsulting.com
Event Report - SAP Sapphire 2024 Orlando - lots of innovation and old challengesHolger Mueller
Holger Mueller of Constellation Research shares his key takeaways from SAP's Sapphire confernece, held in Orlando, June 3rd till 5th 2024, in the Orange Convention Center.
8. The Scenario
The Goal: Buy two apartment buildings
The Players: Dad and his lawyers
Older, very experienced owner
The Scene: Mid-town conference room
Time: After 7PM
13. “Terrible. Naive. Wishful. They get
creamed. They are up against
professional negotiators, and they
often put their unskilled (in negotiations),
nicest, most accommodating people
against Procurement. It’s generally a
blood bath.”
Gerry Preece, Owner, Preece Consulting
14. Why Agencies Get Slaughtered
Little to no negotiation training
No pre-meeting preparation & nice
Going in assumption: “We are so weak.”
The fear of losing – especially after incurring
the cost of pitching
17. WIN-WIN
Everyone wins. Not.
"I'll be so considerate of your
convictions and desires that
I won't have the
courage to express
and actualize my own."
Stephen Covey
19. BATNA: Best Alternative To
Negotiated Agreement
What happens if I don’t get what I want?
Fire staff – close the agency – move on
– go pitch Client “B”…
What is their BATNA?
start all over with Agency “B” - Lose face
– get less service & expertise
20.
21. Reservation Value
Calculate your walk away point.
What is the lowest offer you’d take?
How badly do you want this client?
What did it cost to get in the room?
Cost to run the account?
Cost to not have it?
22. Zone Of Possible Agreement
ZOPA is the set of all possible deals
that would be acceptable to both parties.
Know their Reservation Value.
Well, have an an educated guess.
23. Under Value Your Services
A major agency issue.
“Our margins have been crushed.”
“All agencies are interchangeable… our
competitors can do a similar job.”
“We will probably have to cave.”
25. You got this far, right?
You’ve positioned your agency well, right?
You started to seed your superior value on
your website, in the RFP and at the pitch.
You do deliver high value, right?
27. Know Why You Want Them
A high profit client
A high profile client
A client that wants great work
Decent human beings
And What You Want
28.
29. Start Preparing Early
Know who will be in the room
Know what they want from you
Know their agency comp plan (!!!)
Know their BATNA’s and Reservation
Values
30. Understand Their Wants
Make a “good” deal
Look good to their organization
Feel competent and respected
They pushed you to your limit
Not boxed in – want choices
31. Understand Their Wants
Good rationale
Add to his / her knowledge
Face-saving ways out of any problem
Be liked - considered “tough but fair”
Get it over with – avoid risk
33. Negotiate In Person
Verbal – words, content – 7%
Vocal – tone, pitch, intonation – 38%
Visual – body language, gestures,
facial expression – 55%
Albert Mehrabian
34. Bring Two Agency People:
Lead Negotiator & Summarizer
Establish the CEO role
Establish the #2 role (Observer)
Establish “Good Cop – Bad Cop”
35. Review Any Weaknesses
OK, you just might be in a ‘weak’ position
They think they hold the cards
They are this deal’s decision maker
There is always Agency B and C and D
37. Understand Your Assets
Management attention
Commitment & service
Reputation and / or Referral
Hey, didn’t their team picked you
Time is on your side
38. Are You Are Already A Corporate
Client?
Senior relationships
Marketing organization relationships
Reputation amongst peer companies
Ability to walk away / fire the client
Make “me” look good
39.
40. “Damn You Guys Are Expensive”
Not true.
We sweat the cost details….
Here’s some proof…
You seeded the cost control idea early.
It’s part of your agency credentials.
41. Just Like Ms. Client,
We Are Slavish To Cost Control
We benchmark 100% of our salaried and
hourly positions every year plus our
overhead and margins
We renegotiated office space costs –
down 10%
We renegotiated healthcare costs –
5% under market
42. We Are Slavish To
Cost Control
We hire buying professionals for all third
party buys, they use rigorous six-sigma
processes
We have examples of client cost savings
We use Six Sigma
43. Cases
Have relevant cases in your back pocket
Efficiency stories
Sales effectiveness stories
Creative stories
Development stories (!!!)
44. Sell Your Story
When Ads Work: New Proof That Advertising Triggers Sales
by John Philip Jones
45. Beware The Negotiator “%” Game
“I must have 20% less!”
But, they’ll actually take 5% or 8%
or 10% less…
“I just need to go back to the team with a
pricing story to look like a good negotiator.”
46. To Get Past Pricing, Add ‘Benefits’
Faster delivery dates
Contract length
Exclusivity
Custom programming & remember,
digital is a pain in the ass.
Future work (a concession?)
48. The Opening
Manage expectations before the meeting
You know their compensation system
Get them to go first (maybe!)
Go if you feel “influential”
Push on their opening – make no concessions
49. The Opening
Make big (and defensible) early demands
Set an “anchor” early – be prepared to justify
Example: blended rates
Use “givens” and beware of theirs
Example: our accounting policies
50. Concessions
Small concessions (conditional concessions)
Make them work for it (it increases the value)
Add value to it by giving it to them and then
acting like you want it back (Endowment Effect)
Go slowly
Ask for or give freebies
51. NO! Is OK
This is not forbidden
It is expected
You must have rationale
Push back delivers respect
It helps them do their job