You Attend an Event, You Own It

Tony Compton, Managing Director
GettingPresence

Ah, Springtime. Another week, another round of “gotta be here” industry events.

Finding the activity from these events is easy. Just find event Tweet streams by hashtag or look on your LinkedIn profile page and eventually you’ll see all kinds of evidence from shows which span the globe: pictures, quotes, comments, etc. from attendees on the scene. Smiling pictures of people at the event are the norm, but pictures of booth giveaways, convention food, and the host city from a hotel room view are also par for the course.

Meanwhile, back at headquarters, the boss probably wants to know why you’re attending that event. I’m not talking about being an employee of a company sponsoring an event or a member of the corporate team producing the event. (Those attendees have their own separate challenges justifying their reasons for attending an event.) I’m talking about being a regular event attendee.

Oh, and let’s cut through the clutter about what an event is called. Trade Show, Convention, Conference, Summit, Workshop, Meeting, User Group… it’s all the same here. If you attend an event, you own your attendance.

So let’s get right to the point. The boss should want to know two things upon your arrival from your event attendance:

1. What did you learn at that event?

2. What were the business reasons you attended that event?

If I’m sitting in the boss’ chair, I’ll go one further:

3. Tell me what you learned, and show me the business reasons for attendance.

Do it without charts, a dashboard, slides, or electronics. And no paper printouts.

Go.

Note I wrote that the boss should want to know, vs. will want to know. Some just don’t give a damn. Bad boss, and maybe you should be the boss or your company should get another one who does give a damn. Or at least care enough to know why you attended that event, how much it cost, and what were the results.

But aside from a few platitudes, I wonder if many event-goers could articulate what they learned at an event, let alone speak intelligently about the business benefits, and results, shortly-after the conclusion of an event.

Here are some reasons why:

The Inactive Event Learning Experience

Go back to that event Tweet stream or review your LinkedIn profile and look at those event pictures. What do you see? Attendees sitting in sessions from keynotes to track breakouts. Some watch. Some listen. Many are playing on their electronic devices. Few learn little of anything. And when one session ends, it’s on to the next. Rinse and repeat. If an attendee has stuck around long enough for the last session on the last day, chances are they’re part of the dwindling group. Many others have left for the airport before the event concludes. It’s standard practice for the conference and trade show industry to conduct “educational” sessions this way. Tidbits are gained, and stories are told. But two or three days worth of cramming an information overload in this type of event format down the throats of stagnant audiences isn’t conducive to effective learning. I know ‘cause I’ve been there, done that…

Speaking of Keynotes…

So you’re an attendee sitting in Row 49 in the back of a crammed ballroom attempting to watch a keynote speaker. The speaker seems to be genuinely interested in delivering a good performance but is somebody using eye-chart graphics worthy of inclusion in the Ophthalmology Hall of Fame. More, the keynote session is wrapped around with cornball entertainment meant for others who clearly don’t get out of the house often enough. Exactly what would you say is of value in that cheesy and cramped ballroom setting?

Shopping, Anyone?

Are you attending an event to wander the exhibit hall and go shopping for your next piece of technology? Newsflash: you don’t have to. Vendors will come to you, at no cost to you. But hey, if getting endless sales pitches and gathering trade show junk that will go from a vendor’s booth, to your bag, to the nearest garbage can is worth your time and investment, have at it. But what are you learning from that exercise? And why are you paying for it?

Ill-Prepared Presenters

There are some phenomenal public speakers in business. But they are in the minority. Most speakers are more worried about the content of their presentation vs. their ability to communicate their content. They’re more concerned with slick slides than audience value, and the learning experience. The end result is a poor attendee experience where little is gained.

I’m all-too-aware that most speakers don’t prepare or adequately practice before their presentations. Heck, most don’t practice their communication skills at all – ever. Either out of fear, or arrogance, or laziness. And most companies do little or nothing to help. But you, the attendee, are still paying thousands to sit in those sessions and learn nothing. Nothing you can deliver with confidence back in the office.

You Attend, You Own It

So be prepared to answer what you learned, and describe in detail the business benefits of your attendance. Because all of that vendor stuff you brought back with you on the plane doesn’t count. Neither does your electronic file of endless slides. Nobody is going to read those. Those pictures of smiling people at the registration counter don’t count. And that smartphone video of the entertainment act is worthless.

If I’m the boss, and you just spent four days out-of-the-office attending an event to the tune of thousands of dollars, you’d better come prepared on Monday morning with clear, concise, concrete answers about your attendance. But taking a look at what I’m seeing on these Tweet streams, what’s going to be learned is that event attendees aren’t really learning anything useful at all – except how to spend money and create excuses for being OOO.

Visit: http://www.gettingpresence.com, or email: info@gettingpresence.com

Your Words, Your Voice, Your (Lack of) Credibility

Tony Compton, Managing Director
GettingPresence

#Content isn’t the most important part of your next presentation. It’s how you look, and it’s how you sound. Not how your slides look. Not how your handouts look. Not how your pre-recorded demo sounds. And it’s certainly not the furniture selection for your next six-person sleep-inducing panel discussion.

Yes, content is important. But it’s how you look and sound as a presenter that makes the difference.

It’s the how you sound portion that’s the focus of attention in this post.

When I hear a somebody in a presentation, video, podcast, or interview who employs poor speech habits and a substandard vocabulary, bad impressions are made. Impressions of not being prepared, of not being well versed in content, of being evasive, uncertain, and uncaring. Uncaring to give an audience the best possible effort in being ready for a business appearance.

Say these, and risk your #business credibility:

1. Filler Words

You’ve read about filler words. You’ve also heard them, and about them, for as long as you can remember. The global epidemic of their usage continues, so here’s more ammunition for the professional bombardment asking, begging, and telling people to stop, breathe, and think before uttering another filler word.

Filler words are the “umms, uhhs, I mean, I think, well, look, and you knows” which permeate the vast majority of the spoken part of presentations, webinars, demos, corporate videos, sales pitches, panel discussions, speeches, meetings, interviews, conference calls, and regular old business conversations each of us experiences every day. Filler words are worthless.

How to get rid of them? Before you say anything, breathe deeply and think. Think about what you’re going to say. Then crank up the volume of your voice. Speak with volume, emphasis, and conviction. (I’m not taking about yelling.) When you do these things, your filler words will disappear. Try it. Bob and Eileen Parkinson taught me this years ago. Still works today. It’ll always work – no matter the venue, format, or environment of your next presentation, speech, conference call, or meeting. Practicing this vocal technique will serve you well.

Want to have some fun with this one? Here’s what I do… Count the number of times a presenter uses filler words during a presentation. Silently count on your fingers and toes. Chances are good you’ll run out of appendages within four or five minutes. It may take longer, but I’ve seen and heard filler words accumulate much, much faster.

Even more fun would be to take any recorded business presentation and edit out the legitimate corporate content. Leave the filler words and run them together in one long voice track. Over the course of a 60 minute presentation the net result may be several minutes of filler language that did nothing for the audience. Look at it as several minutes that could’ve been better spent delivering value to an audience.

2. Go and Like

The word is said. Not go – or went.

As in “…and then I go, You should be more careful when you cross the street…”

Or “… and then I went, You should be more careful…”

Or “…then he goes, We should get a bigger boat…”

You didn’t go anywhere. He didn’t go anywhere. You said something.

Same for the word “like” in conversation.

As in “…I was like, You really needed a bigger boat.”

Nobody was like anything. Somebody said something.

You may have to verbalize those lines in your head in your favorite ‘daydreamer’ accent, but you’ll get the drift. Eliminate the annoying misuses of the words go, like, and their derivates.

If you said something, say that you said something.

Or it’ll be, like, whatever

3. Amazing

The award for the most annoying overused word in the English language goes to the word amazing. Dinner was amazing. The performance was amazing. The interior of that refurbished house is amazing. We had an amazing time. It all turned out to be amazing. The word has been overused to the extent that it’s lost all meaning. Pull up your thesaurus and find an alternate.

4. Going Forward

This short phrase is gaining traction, and that’s not a good thing. Remember the next time you are treated to something along the lines of, “Going forward, our new CEO will seek to grow the business.” Or, “Going forward, the new coach will take the team in a new and exciting direction.”

Going forward? As opposed to what? Going backward? Or sideways? Unless a time machine is hanging out in the office, you’re always going to be going forward.

5. Background, History, Review, Overview, Timeline…

Your company’s Founder may have been a nice, no-nonsense business person born in the late 1800’s. And I’m sure times were tough when your company’s first product was launched in 1901. But nobody is attending your presentation to see black and white pictures of your company history, a timeline of the last 100 years, pretty pictures of your corporate campus, or anything that has anything to do with sleep-inducing topics entitled background, review, history, and the rest… If you want to get an audience to tune out and drop out from the jump, include the words Summary and Review with those already listed and you’ll be on your way to nap time.

Here’s one tip for today: Record your next presentation, speech, or webinar, and hear what your audiences hear. Listen to yourself.

I once worked with a VP who was a bright, articulate, and experienced executive. But his continual usage of the phrase “you know” during his presentations severely undercut his credibility. I also worked with another senior executive who liberally used a variety of filler words during an interview. It didn’t help that the interviewer didn’t prepare his communication skills, either. If only these former colleagues could hear what the rest of the world could hear, maybe they would’ve prepared for their vocal skills for their future business presentations. Why they didn’t take their vocal skills seriously remains puzzling.

So record yourself, listen, and analyze. You’ll start to notice where you can improve your vocal skills, credibility, and overall communication abilities. Most people don’t do this. It’s either out of fear, arrogance, or pure laziness that they don’t. Enjoy knowing that when you record and improve your vocabulary and vocal skills, you’re strengthening a significant business advantage for yourself.

Here’s a bonus tip about what not to do, and what not to say. If you’re giving a presentation or speech in a setting where you’re wearing a wireless microphone, remember when you have that microphone on your person. In the aftermath of a presentation, a couple of speakers have forgotten that they’re still wearing a microphone. Some have been known to trash talk other presenters while still wearing a microphone. One story even recalls how a presenter took a live wireless microphone into the men’s bathroom after a presentation. I don’t know if any of that was recorded, but it might’ve been.

Always know where the microphones are, promptly remove any microphone from your person after a presentation, and always treat any microphone as if it’s turned on.

In public speaking, presentations, and event management, there’s no substitute for experience.

Visit: http://www.gettingpresence.com, or email: info@gettingpresence.com

10 Reasons Not to Worry About Being a Good Public Speaker

Tony Compton, Managing Director
GettingPresence

Next time you’ve logged onto LinkedIn (or any social business site) – scroll down. Scroll, scroll, scroll until you reach the first picture you see from a recent industry event. Don’t worry, it’s in there. A picture that shows the audience at the latest “can’t miss, we’re so happy to be here!” event in front of a formulaic stage set-up that’s been employed in hotel and #convention ballrooms worldwide since the 1970s.

It’s the picture you’ll see where the audience is:

Pre-occupied.

On their laptops.

Holding tablets.

And their phones.

Doing something else – other than paying attention to their surroundings, and the presenter(s).

You read about it and hear about it everyday. People are most afraid of public speaking. But fear no more, the business world has now evolved to such a state that the fear of public speaking has become outdated. Irrelevant. Why? Here are 10 reasons:

1. Few Are Paying Attention

Just look at that posted, boastful picture of the last great industry event. I’ve seen that picture and I’ve attended that event. There used to be a time when event presenters actually had to connect with audiences and deliver value for the time and monetary investment. Not anymore. With the onset of multiple mobile devices, most in the audience find it perfectly acceptable to show up, but tune into something else during presentations. Yes, it’s rude, inconsiderate, and a complete waste of time. But who cares? It happens everyday, at every event, and nothing is done about it. Don’t worry about your next presentation, most aren’t watching or listening. And when it’s done, rest assured you’ll receive a pleasant, gratifying round of applause.

2. You’re Given Little to No Help

Your company would never spend a dime on helping you improve your presentation skills, so you have the perfect excuse for another poor, nerve-wracking performance. Despite your best efforts and pleas for help, your corporate leaders don’t feel as if your professional development is worth the time or the money. They’ll sweat you about that $50 you spent because you took a more convenient nonstop flight to get home to your family, and they’ll throw away thousands on marketing programs that don’t payoff, but any request for presentation help is ignored. Again, don’t be afraid. They certainly can’t blame you for another poor performance if they won’t help.

3. Mediocrity Rules

It’s not just mediocrity, it’s simply getting through a presentation and hoping nobody says anything or does anything about it. Example: the build-up to your next webinar is tremendous. Hundreds register – and actually turn up. Your webinar technology rocks. Your mind-numbing slides are in place. And while you go on and on and on for 58 minutes of your allotted hour, the audience multi-tasks. (Kinda like point #1.) When you finish, that’s it. The reviews are in. The performance was ok. The report is filed away, any sponsorship checks have been cashed, and it’s on to the next thing. Audiences have been so used to accepting watered down performances that it’s become routine. Don’t worry if your next presentation is nothing special. You’ll fit right in.

4. Everybody Rocks!

Not only do some of your colleagues and company big shots think they’re great presenters, but they’ll be the first to tell you that whatever they do easily transfers to other forms of media: video, ebooks, podcasting, interviews, etc. This means anything goes – consistent, developed talent or not. So even if you can’t stand in front of an audience, it doesn’t matter. Neither can they. Oh sure, they may be magnanimous and say they can use some help here and there, but they’ll never give it any more than a passing thought. And if they don’t need public speaking coaching and practice, neither do you. Just follow their example of self-absorbed communication performance and you’ll be on your way.

5. Panel Discussion? Just show up for those…

I never heard anybody say, “Gee, I wish this convention had more panel discussions. I just love sitting in cavernous ballrooms watching six people on stage drone on about software…” Rest easy, if you’re on a panel discussion all you have to do is show up. You should only get one or two questions. You’ll have a few minutes to provide some nonsensical answer about a mundane topic. Kinda like those political tv talk shows with eight guests – and a host. Each person only gets a few minutes to say what they have to say. Relax, you’ll be in and out of that panel discussion before you know it.

6. Who Cares? It’s a One-Time Assignment

You’re a digital marketer. A damn good one. Your company doesn’t care whether or not you can stand up and tell a story. Or influence an audience. Or motivate your customers. Your job is heads down on your laptop all day. But some genius thought it’d be a good idea for everybody to present at the next departmental meeting, so you have to do it. But it’ll all be over in an instant. You don’t have to make a good impression on sales, or the C-suite, or partners, or your marketing colleagues. Get through it and go back to your desk. It’s not worth worrying about. Or caring about. Or applying any energy, thought, or passion. Dumb assignment, anyway.

7. Your Slides (or Demo, or Video) Will Do the Talking

Yes, yes, yes — your presentation is coming up but you’re clever enough to not have to practice, prepare, or even give a damn. That’s because you have an ace up your sleeve. The “this presentation has already been given, and I have the slides” trick. Good for you. That’s a great way to beat the system. And you’re correct in assuming that nobody will notice that you’re reading somebody else’s presentation. Ot that’s it’s outdated. But it’s a tremendous way to not worry about being a good presenter – and it’s an even better way to cheat the audience.

8. You’re Only Presenting for 5, 10, or 15 Minutes

You have that all-important 30 minute presentation that your company sponsored, but you’re only speaking for 15 minutes. That analyst (customer, vendor, academic, etc. ) is speaking for the other half. All you have to do is cobble together five or six slides and talk about a company history, roadmap, or filler content, then turn it over to the next speaker. A few planted questions and answers at the end of it all and you’re home free. Nothing to fear, except that somebody paid $15,000 to sponsor that presentation. Whatever.

9. Forget About the Audience

Who cares about them? Why bother? They’re not spending their money going to Las Vegas to attend that show, it’s their company’s money. So why bother putting in the extra effort in your presentation? Boring panel discussions are perfectly acceptable to most. So are text-filled slides presented by sleep-inducing speakers. Chances are you won’t draw much of a crowd anyway, so it’s not worth putting in the extra effort. Just sit there, shut up, and speak when spoken to. Don’t rock the boat and be a hero by putting on a performance that stands out in the crowd of sessions. In fact, you’ve spoken a dozen times to other groups about the same subject. You’ve put in your time, the audience doesn’t care, so don’t worry about having to give that 13th performance. You’ve done it plenty, and I’m sure your sick of it by now.

10. You’re Just Not a Public Speaker

Nobody is going to blame you for not being able to deliver a good presentation. It’s not who you are and you never have to worry about how you look and sound in front of an audience. You’ll never be called into action, so it should be the furthest thing from your mind. Look at where you work! Nobody at your company takes presentation skills seriously, especially at the executive level. If they don’t care about things like that, somebody like you shouldn’t care – let alone worry. You’re simply not a public speaker, and you never will be.

#sarcasm

Absurd? You bet. But the vast majority deliver presentation performances and event experiences that demonstrate otherwise. And I refuse to accept mediocrity, not to mention subpar personal communication performances.

What’s really riding on your next public speaking performance?

  • Your business communication ability to connect with distracted audiences.
  • Your ability to perform, with little to no corporate help.
  • Your company’s investment in the event sponsorship, but not your professional development.
  • Sales.
  • Jobs.
  • Your professional reputation.

If you don’t think your business #communication, #presentation ability, or impromptu public speaking skill set will ever come into play, read this. But for those who recognize and put into practice skills and techniques to handle any pubic speaking and presentation opportunity, you’ll have an arrow in your quiver that’ll rock your competition. They’ll not only fear competing with you, and they’ll still fear having to give that competing presentation.

And that’s your winning combination.

Visit: http://www.gettingpresence.com, or email: info@gettingpresence.com

Five Product Marketing Train Wrecks You’ll Want to Avoid

Tony Compton, Managing Director
GettingPresence

I can’t quite completely close my eyes and write this article. I have to see my laptop and its keyboard to get the job done. I don’t employ any sort of speech-to-text technology, so it’s the traditional method of typing another post for me.

But I can close my eyes and envision the repetitive, copycat product marketing job descriptions plastered across Internet job sites and career centers – before writing my own generic summary of them. On average, those descriptions read something like… Product Marketing Help Wanted: candidates who have experience understanding market dynamics, setting #strategy, enabling #sales, forecasting accurately, being subject matter experts, displaying fluency in the competitive landscape, cobbling together a SWOT analysis, talking to analysts, supporting product launches, interacting with partners, supporting campaigns and lead generation efforts, writing and creating #content, recognizing opportunity, representing the company at major events, trade shows and conferences, running and delivering departmental reports…

Since my work has largely been in the B2B enterprise software and professional services space, I think I’m fairly close in my assessment of those one-size-fits-all product marketing job descriptions. Sure, you may add your own flavor to your own description, and add a bit about deep, deep, deep precise technical knowledge, the need to be a social media or SEO/SEM keyword rockstar, or know something about SaaS and other software delivery models, but my breakdown lands close to center.

But it’s what’s not included in those product marketing job descriptions that can – and has – led to disaster. Here are just five examples:

1. Nothing to Show for Product Marketing Efforts

For all of that fancy talk of marketing strategy this, and content creation that, if at the end of the next fiscal quarter product marketing can’t produce and deliver some form of measured economic value report, trouble is brewing. And I’m not talking about running some last-minute lead generation report off of a CRM or Marketing Automation system. Product Marketing must know why deals in each and every quarter were won or lost, the revenue gained or lost, why business events transpired the way they did, and what worked and didn’t work, in which regions, the content used, the communication skills deployed, the marketing channels engaged, and the corrective actions that will be taken.

2. It’s 1st and Goal from the 1, but Your Team Can’t Take the Field

Some product marketers can (seemingly) be very good at what they do. Astute market strategy, fantastic compilers of content, technically fluent, and all around good people. The problem lies in product marketing’s lack of ability to help get the team across the goal line. I’ve seen it before: good people, with good products and services. But they’re wholly ineffective at taking what they have to market, which leads to boatload of go-nowhere marketing clutter and terrible sales enablement. Their team can’t take the field, let along cross the goal line. This is far more common than you may realize.

3. Zero Personal or Team Presentation Skills

I’ve watched company presentations allegedly orchestrated by product marketing that have included everybody from product management, to executives, to sales engineers, to consultants, and beyond. (Sometimes I wonder what happened to the overnight security guard.) Product launches, corporate updates, etc… Far too many product marketers are consumed with helping create slide decks with over 100 slides that encompass everybody under the sun. Yes, over 100 slides. Then the attempt to cram that slide deck into a 55-minute presentation is even more amusing, especially when a group of colleagues each takes a piece of the presentation. What’s memorable about it (besides the mess left behind for the audience to decipher) — is nothing. Any product marketer with any sense of business presentation skill should know better than to go down the path of these types of presentations.

4. Inability to Inform, Train or Coach Colleagues

Let’s keep building on the sales partnership front. As a product marketer, I’ve had the task of working with global colleagues to introduce them to the latest on products, services, competitors, customers, etc. But I had to do in both in-person and virtual formats. Even on-camera. That means having the skill to seamlessly move from communication format to communication format to discuss all that was fit to share. It’s one thing to create strategy, plans, content, and recommendations and upload it to an internal portal or sales enablement tool and dump it on the team. It’s another ballgame to stand in front of your audience, introduce it, and work with them on its effective use. BTW – product marketing must do this constantly, and quickly. No more waiting around for the January sales kickoff or that mid-year company boondoggle where marketing gets 30 minutes on the corporate agenda.

5. Being Captain Obvious: One Step Away from Product Marketing Automation 

So product marketing must compile what those at Gartner, Forrester, and the rest have to say about the market? Take information and run reports off of the CRM system? The same for the marketing automation tool? To quote and use the Office Space line, “What would you say Product Marketing does here…” I can envision much of what product marketing does as becoming robotic — data to be inputted into standardized quarterly and annual reports that any stakeholder can see. The solution – product marketing should take everything into consideration and develop thoughts, opinions, and original strategies of its own. Things nobody will hear anyplace else. Product Marketing commoditization should be a thing of the past. Tell me (and every single audience) something I don’t already know and can’t get anywhere else.

For the CXOs Only: The Product Marketing Challenge

Here’s one rapid, sure-fire way to evaluate the communication skills of your product marketing team. Invite your product marketers to participate in a departmental challenge, one person at a time. You can either have them prepare for this, or it can be a complete surprise. Pick a topic central to their work, one that your product marketers should know inside and out and have them present it back to you – or any audience. The twist? Shortly before they begin their presentation, pull the plug. Meaning = they can’t use anything electronic to tell their story. No slides, no demos, no computer, laptop, videos, tablet, or smartphone. Flipchart, whiteboard, sure. If you wish, this can be done virtually with a laptop and an electronic napkin – but no webinar-type slides. See how everybody does. Product marketers should be able to fluently talk to their audiences about everything pertinent to the business, without the aid of electronic presentation crutches. If they can’t pass the simple product marketing test of personal business communication, the rest is inconsequential. Get back to basics and get to work.

At least that #productmarketing test is one train wreck you’ll see coming.

Visit: http://www.gettingpresence.com, or email: info@gettingpresence.com

Putting Your Sales Team, and Your Enablement Program, into the Presentation Gauntlet

Tony Compton, Managing Director
GettingPresence

Here’s something you don’t see everyday: a post that combines Marcus Lemonis and Bruce Lee.

Last week, I wrote about how Mr. Lemonis debuted his CNBC TV show The Partner, and quickly put 10 experienced job candidates through an initial test: an impromptu, solo #presentation task two-and-a-half minutes in length in front of an unexpected conference room filled with several dozen well-dressed extras to go with bright lights, at least one television camera, and one senior-level decision maker. 10 candidates entered the room. All good people with solid, professional credentials. A few did alright, but most did not fare well. As executives, all should have been able to handle the task, but it was clear that there was presentation work to be done across the board.

In the third act of Bruce Lee’s unfinished 1972 film The Game of Death, Bruce’s character enters a pagoda with two associates in an attempt to fight their way up the building to the top floor. Standing in the group’s way is a martial arts expert on each floor. For Bruce and his friends, the object is simple: fight and defeat the bad guy on one floor, and move on to the next until they reached the top – where an indoor sunglasses-wearing Kareem Abdul-Jabbar waits in a dimly lit attic. Defeat Kareem, and it’s mission accomplished.

Unfortunately, Bruce died in 1973 before he could finish his movie, but material found over 10 years ago reveals about 40 minutes of footage unseen for 30 years. It shows how Bruce is the only one out of his trio capable of defeating the bad guys. His associates try to fight, but they’re no match for the pagoda inhabitants. In fact, at times they’re used as comic relief. On the #sales and #marketing front, this footage reminded me of how a senior-level account executive will take junior sales and marketing reps on visits to customer sites. The junior reps would stand no chance at closing a deal with major league decision makers – some arrogant enough to claim they eat salespeople for breakfast. But a more seasoned rep will walk out of these meetings with a signed contract.

Now combine observations and lessons learned from Bruce Lee’s film and Marcus Lemonis’ TV show.

I appreciated Mr. Lemonis putting the candidates through the presentation challenge, but the reality is that challenge was basic. Barely table stakes for any business leader. If executive-level candidates have trouble handling a short, surprise, professional presentation situation, they’ll have little chance of walking into and orchestrating any presentation scenario – planned or unplanned. No matter how good their sales enablement content is.

Now back to Bruce.

His Game of Death character was able to fight and defeat all pagoda opponents, no matter the fighting style or weapons they used. He was experienced, and prepared. His associates were not. No matter the style of opponent, Bruce’s friends couldn’t win. It was up to Bruce to save the day.

Now to your sales team, your sales enablement program, and the presentation gauntlet.

I view the premier episode of The Partner as an example of the senior-level presentation deficiencies which run rampant throughout the corporate world. I also draw upon my experience watching presentations of all shapes and sizes over the past 30 years. Early on in my professional life I used to be surprised at what I saw on the trade show, conference, webinar, and corporate event circuit. Not anymore. What I saw on The Partner confirmed my observations, and the same observations certainly shared by many of you reading this article. People need help in this area of professional development, and many companies either overlook it, don’t care, don’t want to spend the money or shortchange it, feel as if it’s not important, or leave it up to individual employees to fend for themselves. The real-world results speak for themselves.

Which brings me to the other side of the coin: salespeople (and marketers, and customer service reps, and executives, and IT pros, and numerous other departmental staff) who crave the help, practice, coaching, and continual improvement they need and want in their presentation game. Like the candidates on TV, and similar to those who benefit from content-rich support: your colleagues – at this very moment – are seeking options to improve their skills to better communicate and interact with audiences across multiple channels because the market demands it. The business world demands it from them, they need the skills to do their job, yet help is hard to find – if it’s available at all.

Your sales team equals the candidates on a TV show, working through a surprise presentation challenge in order to compete, and win.

Your sales team also equals Bruce Lee and his associates on a raid of a sales pagoda having to conquer different presentation formats and styles on each floor.

You, as an enabler, have to equip your people with #content and personal performance skills to succeed, and pass, every test. To advance, and win business.

My presentation gauntlet for your sales team is simple: a series of presentation challenges throughout the business day, using various styles and formats, incorporating sales enablement content made available to them. If I looked at a typical Outlook calendar day for a typical salesperson, I’d expect to see conference calls, in-person sales presentations, a webinar or virtual session, various internal and external #meetings, product #demos, partner activities, and on-camera, #video meetings. Maybe some booth duty at a trade show or even an interview with an industry reporter. Not only is it reasonable to expect that these type activities would fill the average day of the typical salesperson, it’s mandatory to see this on a regular basis.

Specifically, make an internal event out of the presentation gauntlet for a day or two. Imagine, one conference room in your office is set for your salespeople to conduct individual, executive-level sales pitches, the next, a webinar. On another floor, a larger room doubles as your trade show booth, while still another houses a laptop camera to mimic a video conference call. Employees play the part of the audience, and judges. Put your colleagues through the gauntlet of different presentation styles and formats. Score the performances. Mix it up and make it a competition. Have fun.

Prepare everybody, throw curve balls and surprises throughout the exercise, customize the activity, and practice the #communication techniques and personal skills needed to succeed in any format, in front of any #audience, with or without content, computer, and modern-day presentation crutches.

To be certain, while some high-performing closers will do well in an area or two, ways to improvement performances for all will undoubtedly present themselves. For others outside of #business development and not used to #publicspeaking, my prediction is that the gauntlet results will be even more revealing.

The other day, my friend and communication expert Bob Parkinson said something apropos on the subject of business presentations, a presenter’s physical and vocal skills, and communication effectiveness: “If it was all about content, we’d all be Shakespearean actors.”

The point is clear. Shakespeare’s content has been available to all for hundreds of years. Yet only coached and experienced actors can deliver a performance worthy of the material. Because it’s the skill of presenter, working with the content, that makes for an effective performance. Getting to that high-level of performance doesn’t just happen overnight, and the process of practicing, staying sharp, and improving performance never stops. Now more than ever, this applies to professional performance in the business world.

Just ask Marcus Lemonis about the ability to present yourself, your story, your brand, and your message. Then imagine what Bruce Lee would say about what it takes to prepare for competition, and to succeed and win.

Or maybe you could ask Michael Jordan, who was the first one to practice in the morning and the last one to leave at night – even while he was at the top of his game.

So now if you’re really enabling your sales team for success, and preparing them for any given situation, in front of any type of an audience, sign yourself and your team up for your internal presentation gauntlet. Observe the performances, measure the results, and improve. Because most aren’t doing this, and you’ll have a communication advantage over so many who are lacking.

Your team will love it.

Visit: http://www.gettingpresence.com, or email: info@gettingpresence.com

Don’t Let These 10 Types of Presenters Ruin Your Next Event!

Tony Compton, Managing Director
GettingPresence

I’ve watched presentations of all shapes and sizes over the past 30 years.

And I’ve also given a few presentations.

I thought about these 10 over a cup of coffee.

I also thought about another 10 for another time.

And another 20, very good – if not outstanding – presentation types.

But I thought I’d start with these.

Share your own, and add the ones you’ve experienced to this list if you’d like.

1. The Superhero

The show can’t go on without the Superhero. At least that’s what this presenter thinks. Trouble for the Superhero is that the show will go on, if necessary, without their presentation. The Superhero believes that all other presentations are inferior. Yes, the Superhero may be a headliner. Yes, the Superhero may be a keynote. But even if the Superhero’s flight to the next conference is delayed or canceled, life will go on. Never display the attitude that your presence at an event will “save the day” for attendees. The audience will survive, with or without you. Be humble.

2. Captain of The Rudderless Cluster

You’ll encounter this presenter more on virtual presentations vs. in-person sessions. With virtual presentations, there’s usually a defined period of ‘single’ presentation time: 30, 60, or 90-minutes. The “captain” is the one that’s supposed to lead a session that involves multiple presenters. When there’s a lack of coordination on a presentation with multiple speakers, the presentation goes astray by becoming disjointed, erratic, and long-winded. Instead of taking charge, the “captain” leads a rudderless presentation that goes nowhere.

3. The Opinionated

Not that having a business opinion or an industry point of view is a bad thing, but the opinionated can take it too far. This presenter can get personal, critical, and preachy. They’ll even tell you who they support in the upcoming election, even though the business attendees in the audience are there to learn something – not get a political lecture, guilt trip, or twisted arm. Stick to the business issues, and leave opinions on personal matters at the door.

4. The Ill-Prepared Substitute

The ill-prepared substitute is magnanimous in stepping-in for another speaker, but that doesn’t excuse that person from the required presentation preparation work. Simply obtaining another’s slides and materials without proper review and preparation doesn’t work. And standing in front of a crowd and saying “I just got this material because my colleague can’t make it…” isn’t an excuse. Only sub for another speaker if you can do the job.

5. The Time Indifferent

The speaker that doesn’t start the webinar until five minutes after the top of the hour. The long-winded presenter that talks 15 minutes too long and cheats the next presenters out of their time. The group of presenters that trickle one-by-one onto a virtual presentation and make everybody wait. Then they shoot the breeze with chit chat and waste even more time. When 60 minutes isn’t really 60 minutes, you know the time indifferent have arrived. Respect schedules. Be on time.

6. The Panelist and The Moderator

It’s the Fall event season which means panel discussions. Lots of ‘em. And I have thing for panel discussions. Bad panel discussions. Poorly planned and poorly executed panel discussions. You’ll see three types of panel set-ups: those with panelists in cheap hotel conference room chairs, in airport-lounge quality padded chairs that you would never have at home, or on stools. Panelists sit, moderators drone on and ask softball questions. The audience sits and stares. The energy quickly dissipates. The panel comes off as if they’re testifying before Congress. Look at the body language during panel discussions. There are so many ways to be creative and engaging above and beyond tired panel discussion formats!

7. The Salesperson

Is it an educational presentation? Dunno. Will I learn something in this session? Maybe. But sometimes the presentation abstract that tells attendees that they’re going to take away the “Top 3 ways to measure return on marketing investments” can be nothing more than a cover story for a thinly-veiled vendor sales pitch. And when a co-presenter from an end-user client company in your industry doesn’t turn up for a session, watch out. When a vendor goes solo on a session, the sales pitch can’t be far behind.

8. The Up-Sell/Cross-Sell Salesperson

This is different than the ‘salesperson’ giving the thinly-veiled sales pitch. This is when you’ve bought and paid for products and services from a company, and ask for counsel, advice, or insight into meeting challenges you’re having – after you bought whatever they’re selling that was supposed to help. The Up-Sell/Cross-Sell Salesperson will tell you that need to buy more, or something different, or a product from a partner, or a service from another division to fix whatever your problem is. People don’t appreciate it when they’re told that whatever they originally bought won’t completely solve their problems, and that they need to spend more. That helpful presentation just turned into a sales pitch.

9. The Robot

A relative of the substitute, The Robot is somebody who will find a presentation, its slides, and 2012-dated format on an internal portal or “borrow” it from a colleague and regurgitate, everything. This mechanical presenter will prepare but inevitably start with slides entitled “Overview, History, Review, or Background.” Then a company timeline dating back to 1895 will be inserted. Next, somebody else’s content makes up the majority of the presentation. The conclusion? The same old boring stuff on visiting a website, booth, or another generic call to action. You’ll know this person when you see this same presentation and format again, if you stay awake long enough.

10. The Enthusiasm Enforcer

This is the presenter that pounces on stage and screams “HELLO Chi-ca-go!” only to have the unsustainable pep rally injection wear off and yield to a monotone drone about data-driven software platforms for the next 59 minutes. Passion is great, but phony enthusiasm is a turn-off. There’s no reason to scream, yell, or shout at your audience to artificially pump up the excitement.

My next post will explore other types of presenters such as The Mumbler, The Wannabe Statistician, The Insider, and The Content-Driven Presenter. After, I’ll share some thoughts on some of the best presenters I’ve seen and what made their sessions special.

Without slides.

Visit: http://www.gettingpresence.com, or email: info@gettingpresence.com

 

Political Stunts and Corporate Events Don’t Mix

Tony Compton, Managing Director
GettingPresence

Every attendee should feel welcome at your next corporate event. Every single attendee. No matter their political background. No matter their views on the current US presidential race. Leave politics out of your next business event.

Never plan or permit a political stunt like the one seen during the “entertainment” portion of this past week’s Dreamforce. Dreamforce is the annual tech convention produced by Salesforce, the #software company with its origins in the Customer Relationship Management (CRM) industry. Dreamforce welcomed 170,000 attendees to downtown San Francisco this week, and its website billed the rock group U2 as an event headliner.

For the record, I did not attend #Dreamforce.

Also for the record, I’ve seen U2 perform twice – both in the Chicago area. Once in 1986 for Amnesty International, and once at a regular tour stop in 1996 at Soldier Field.

And this article is not in defense of Donald Trump.

When I woke-up Thursday morning, my #Twitter feed alerted me to the political stunt that took place during U2’s Dreamforce benefit concert held Wednesday night outside of the Cow Palace in Daly City, California. During the concert Bono, U2’s lead singer, engaged in a fake conversation with video snippets of Donald Trump, the nominee of the Republican Party for President of the United States in the 2016 election. Bono “conversed” with segments of Trump’s campaign trail video recordings on a giant split screen above the Dreamforce stage. Recorded Trump videos on the left, live Bono video on the right. In front of a general crowd of tens of thousands of paid convention attendees at a business event.

If you need a more detailed breakdown of Bono’s conversation with Trump, here’s an article about the event by The Wall Street Journal. And another from TechWorld.

But let’s examine the scenario from an attendee’s point of view. If a Dreamforce attendee paid the full conference registration price to attend, had to fly to/from San Francisco, find an area hotel for several nights, arrange for ground transportation, and budget for food and beverage, the total cost of attendance would be several thousand dollars. (At least.) Plus the work time invested. More, companies sponsoring Dreamforce were presented a menu of event options that included five-, six-, and seven-figure packages. Numerous sponsoring and exhibiting companies sent multiple teams of people this past week to Dreamforce. For those organizations, the cost of participation was substantial. For some, this was their major 2016 sales and marketing expenditure.

So paying customers attended Dreamforce. Companies sponsored the event and sent their people. Event attendees looked forward to seeing U2. Event attendees, at a business function, from all walks of life. Different backgrounds, different political viewpoints. Together, at a concert, at a work function. Only to surprisingly witness Bono tear into the candidate that many in the audience support, blindsiding and alienating paid attendees who do not share Bono’s political viewpoints.

If this political stunt was orchestrated with the permission of #Salesforce executives, that’s wholly unacceptable. Any political stunt held at any business event that alienates any segment of an attendee population should never be allowed. You should never risk alienating even one single attendee. On either side of the political aisle. Get down to business, have fun, but leave politics out of your next event. I wouldn’t permit any stunt against Donald Trump, Hillary Clinton, Gary Johnson, Jill Stein, Bernie Sanders, Tim Kaine or Mike Pence. Or any candidate, politician, or political party for that matter. Especially one month before a US presidential election.

Yes, US presidents, current and former politicians, and foreign dignitaries often find themselves on the speaking platforms at major international events. Comedians who poke fun at all sides of political issues are hired to entertain large corporate gatherings. And political quips from presenters will always find their way into event #presentations. But in those cases, event producers and paying attendees generally know what to expect. What happened this week during U2’s Dreamforce concert was none of the above.

Bono and his U2 bandmates are entitled to their opinions.

So is Salesforce CEO Marc Benioff.

So am I, and so are you.

But nobody should have their political viewpoints trashed at a corporate function.

Nobody.

When people pay to attend corporate events, they pay to learn something, to network, to grow their business, and to enjoy themselves.

I’ve worked with many people, from all walks of life, with diverse backgrounds and political perspectives. I’ve had my share of debates, discussions, and respectful arguments. But #business is business, and #political stunts that may make people feel uncomfortable, unwelcome, or out of place have no place in the office, in a #workplace environment, or at any corporate #event. Certainly not to the extent seen during U2’s #Dreamforce concert.

The Wall Street Journal reported that U2’s concert raised about $10 million for the UCSF Benioff Children’s Hospitals in San Francisco and Oakland. That charity work is outstanding and all would applaud that fundraising effort to help children.

But political stunts and corporate events don’t mix.

It’s ironic to think that a #CRM software company like Salesforce didn’t do a better job of managing all of its Dreamforce customer relationships.

Next time, leave the politics out of it.

Visit: http://www.gettingpresence.com, or email: info@gettingpresence.com