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We hope this newsletter finds you healthy and optimistic.
Bring on the Spring!
The Fusion Learning Team
If you have any feedback or contributions, we would love to hear from you!
Insights@fusionlearninginc.com
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 Presentations - Less Content More Strategy! You have a critical presentation coming up fast. You have lots of information and ideas, but not enough time. Sound familiar? In coaching presenters, one of the biggest challenges we see is the "dive in" syndrome - diving into the content without first stepping back and looking at the big picture. Here is a process that can help you to be more effective and efficient with your presentations:  What are your strengths and challenges in this process? In this article, we will explore the key elements of the first step - Developing Strategy Understand Players and Analyze Audience Here are some key questions to ask yourself to better understand the "players" and to analyze the audience: - What is the culture of the organization/group? - What is their key concern? What problem do they need to solve? - What do I have in common with them? - How many people will be present? - Who are the key decision makers/influencers? - What has the audience been doing before my presentation? Getting clear answers to these questions will help you focus the rest of the steps. Establish Purpose That Aims to Influence Clearly articulate your purpose. Most presentations do not have a clear or specific enough desired outcome. We find it helpful to be able to finish this sentence: "The purpose of my presentation is to cause the audience to..." The word CAUSE is carefully chosen here. If your presentation is about convincing (versus educating or informing), then crafting a clear statement of what we want to cause our audience to think/feel/do is an important ingredient for success. It helps you filter out unnecessary content and enables you to choose what needs to be said and discussed. It gives you true focus. Position Yourself As Harry Beckwith said in The Invisible Touch: "You do not choose to have a brand. You have one." Every presentation is an opportunity to build on your brand. The brand of your company and your own personal brand. What are the desired messages (said and unsaid) you wish to communicate to your audience? You must plant the right seeds. In summary, be disciplined about developing strategy for your presentations. Take a step back. Think about less content and more strategy. This approach will help streamline your preparation, focus your content, engage your audience and maximize your chances for success. |
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 Account Huddle Account Planning takes discipline and creativity. There are many levels to account planning, from devising a formal annual account plan for a key account, to no planning at all. One account strategy tool our clients have found useful is the "Account Huddle." What is an Account Huddle? It is a quick, five minute brainstorm on an account that a sales representative or professional is finding challenges with. An account huddle is best with three or more people, so that it illicits a few fresh perspectives on the account. It can occur in a regular sales meeting, or in an informal discussion. It is a brainstorm, but it has a well defined structure to quickly generate ideas and momentum to create progress with the account. Account Huddle Format a/ Briefing - 2 minutes Account Representative/Professional gives an overview of the account, overview of services provided to date, current sales opportunities, key players and help needed. b/ Questions - 1 minute Team asks questions to clarify their understanding. c/ Ideas - 2 minutes Team brainstorms and provides ideas. Account Representative/Professional is silent and takes notes. Every idea is a good idea. Try this format in your next team meeting for a couple of accounts and see how it can spark results! |
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 "Good theory, very practical in application. I liked the Ultimate question exercise and the physician buying steps model." -Participant, National Business Meeting, Solvay Pharma, January 2005   How to Acquire Clients: Powerful Techniques for the Successful Practitioner By Alan Weiss Why you should pick it up: Alan's book targets the professional service audience, but there are plenty of insights and ideas that will help any sales professional with the acquisition of new business. A Quote from the book - Page 16: "If you build an intelligent plan and are willing to persevere, eventually you will reach a key buyer. If you simply throw yourself repeatedly against the side of their headquarters, you will eventually kill yourself."  Please click here to send us the e-mail address of any colleagues or associates who might benefit from Insights... To unsubscribe click here. To talk with a human please call 416-424.2999 Ext. 23  "Knowing is not enough, we must apply. Willing is not enough, we must do." - Goethe "Being an elite performer on the playing field of life is not about being perfect. Rather, it is about cultivating a mental focus towards mastery in every area of your life. It is about committing yourself, from the core of your heart, to manifest and polish your highest talents and become the person you are destined to be." - Robin S. Sharma "Try not to become a man of success but rather a man of value." - Albert Einstein |
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