4 Ways to Stand Out at Every Stage of the Sales Process
Could not agree more with the idea of making your presentations more personal and telling meaningful stories. I think the number one thing we need to do is acknowledge the customer's issues and challenges - the reason we are there to help them - BEFORE sharing our great company stories, customer logos and accolades. Work those in after you have established credibility in your understanding of the customer's challenges. Then demonstrating your own credibility is much easier.