1. proposing technology solutions to a business audience
BEING ESSENTIAL
proposing technology solutions to a business audience
louis richardson – storyteller & enthusiast, social smarter work

2. most disclaimers are lame but you should know…
the views and opinions expressed in this session are mine and do not necessarily represent those of IBM.
any references to IBM presentations, either living or dead is purely coincidental.

3. are you TECH or LOB?

4. are you TECH or LOB?
if you were going to attend a dinner party and had the opportunity to sit next to a Director of HR or a Director of IT, which would you choose?

5. THEY just don’t get it!

7. INFORMATION AGE CONCEPTUAL AGE relates to function listens to argument
tendency to focus
swayed by logic
change is serious
relates to design
listens to stories
tendency to blend
swayed by empathy
change is fun
from Daniel Pink’s “A Whole New Mind”

8. how many of you are in SALES?

9. how many of you are MANGERS?

10. how many of you are PARENTS?

11. how many of you are in a RELATIONSHIP?

12. SURPRISE!
You’re in SALES!

14. to sell is to move others
you’re in the moving business

15. GUIDELINE #1
people don’t like to
be sold to…but
they love to buy!
Jeffrey Gitomer

16. top adjectives & interjections people offered when thinking of “sales” or “selling”

17. when you think of “sales” or “selling”, what’s the first picture that comes to mind?

18. GUIDELINE #2
start with “why”

21. we make decisions with our HEART
and we justify them with our
MIND

22. and the wallet will pop out
tug on the heart
and the wallet will pop out

23. and the wallet will pop out
tug on the heart
and the wallet will pop out
PROOF: what is the
“close ratio” of kids?

27. “sell” technology solutions is with proposals, presentations and demos
one way we try to
“sell” technology solutions
is with proposals, presentations
and demos

28. why do you do proposals, demos or presentations?

29. why do you do proposals, demos or presentations?
to get the audience to believe something you believe

30. what do you want them to believe?

31. know what they currently believe and what you want them to believe
GUIDELINE #3
know what they currently believe and what you want them to believe

32. what do they currently believe about the technology solution you’re proposing?

33. how would their beliefs need to change to align with what you are proposing?

34. how would their beliefs need to change to align with what you are proposing? THAT is your TARGET

35. and know what they believe about YOU

36. GUIDELINE #4
care about them

37. are you interested in them or just in the technology?

38. people don’t care how much you know until they know how much you care.
be provocative
people don’t care how much you know until they know how much you care.
be the doctor in the room.

39. differential diagnosis
ask “what if” questions about their current state
make them think

40. use your time (and their time) wisely
guideline #5
use your time (and their time) wisely

41. you’ve been given the privilege to give a 20 minute presentation/demo to <LOB sponsor title> on the topic of <technology solution>

42. think about the demo or presentation you would likely use

43. what are the top 3 things you want them to believe?

44. given your goals, how much time would you spend on:
history?
facts & statistics?
features?
-----
what else to add?

45. how does your current presentation or demo stack against your goals?

46. how much time I would spend on:
you
history?
facts & statistics?
features?
-----
what else to add?

47. my “what to lose”
this is my opinion and is based solely on my experience “moving people”

48. lose: fact-filled text laden slides
turn them into stories.
make them emotive and credible

49. thanks to Lisa Wright for preparing these for us

51. most people believe “figures don’t lie, but liars can figure.”
lose: statistics
most people believe “figures don’t lie, but liars can figure.”
stories sell where stats won’t

52. lose: any emphasis on you
it’s all about them

53. don’t educate them… enchant them
GUIDELINE #6
don’t educate them… enchant them

55. my “what to add”
again, this is my personal approach and may not be the opinion or practice of others

56. in a land of complexity, story is king
add: stories
in a land of complexity, story is king

57. you can EDUCATE
WITH
FACTS
you can ENCHANT
WITH
STORIES or

58. what you do is at the intersection of “people” and “technology”… each individually complicated, but together they are extremely complex

60. don’t document, demo or present features… craft a story

61. sticky note storyboard

62. we have micro-blogs

66. get them to feel something, then you can get them to believe something
add: emotion
get them to feel something, then you can get them to believe something

67. remember your first day on the job

68. don’t attack their idols?
add: be respectful
don’t attack their idols?

71. if you don’t act as if you believe it, why should they?
add: passion
if you don’t act as if you believe it, why should they?

72. social?

73. give the problem and the solution a handle they can hold
add: make it personal
use people’s names
give the problem and the solution a handle they can hold

74. add: opportunity to listen
WAIT: Why Am I Talking

75. “everything should be made as simple as possible, and no simpler”
albert einstein

76. a couple of subtle tips

77. 6 word novel ernest hemingway

78. for sale baby shoes never worn

81. The top 4 challenges

82. use space & position
E test

83. we are physical & observant beings
use tone & body
we are physical & observant beings

84. feedback is a gift it’s an honor if someone offers you their opinion
ask for #feedback
feedback is a gift
it’s an honor if someone offers you their opinion

85. why won’t this work here?

86. GUIDELINES people don’t like to be sold to…but they love to buy!
start with ‘why’
know what they currently believe and what you want them to believe
care about them
use your time (and theirs) wisely
don’t educate them…enchant them

87. other ideas? suggestions? comments?

89. you have something to say, not just something to sell

90. Sell yourself, not your content
Mark Twain