What can we say about the perfect presentation? It doesn’t exist! However, delivering the best possible presentation should still be the goal. With that in mind, here are a few keys to delivering a (nearly) perfect presentation:
After spending some time last week with a really sharp group of Strategic Account Managers at the SAMA Academy in Chicago, a number of IMPAX’s of core beliefs were reinforced and clearer than ever, including:
Most business development people care deeply about their work. They are proud of their company, believe strongly in their solutions, and feel passionately about the impact they can make for their prospects and customers. Many of them also care about being successful, hitting quota, being...
At an account management conference we spoke at in May (the Strategic Account Management Association’s annual conference), we had a chance to see a procurement panel, featuring 3 different senior level procurement executives. These executives fielded questions from the moderator and shared their...
A question came up last week, and it’s a question we hear frequently when people are learning the IMPAX Process, “How long should a presentation take to deliver?”
Of course, there is no single answer. The answer depends on a number of factors. Here are a few of those factors:
...Networking is, and always has been, one of the most critical skills in business development. It is a skill that has opened doors, helped us build credibility and increased our odds of success. Although much has changed in business development over the past many years, the importance of...
Over the past few months, we have reviewed these 4 key steps of the Translation process:
Doing your research on the customer’s business and needs Determining which of the customer’s business objectives, strategies and/or issues you can align with to help drive critical business...This is the next Tip in a series supporting the concept of “Translation” – a process for developing more powerful business fit statements.
The process of Translation includes four steps. The first step is gathering the right knowledge about the customer by asking business and...
This is the next Tip in a series supporting the concept of “Translation” – a process for developing more powerful business fit statements.
The process of Translation includes four steps. The first is gathering the right knowledge about the customer by asking business and...
