with Oren Klaff
Don’t miss this killer episode of #BizLockerRadio with Oren Klaff, author of “Pitch Anything.” Yes, the book is about pitches to venture capital firms, but it is mesmerizing — and there is much to learn and apply in the world of sales when it comes to the psychology of presentations. Don’t miss this one!
“To make a clear point: you have about 30 seconds to make a compelling presentation about your deal,” say Oren. “If the structure of your deal does not immediately and forcefully communicate VALUE, it will be set aside, passed off to an underling, or dropped in the recycle bin.” This week, Oren will present ideas from the fields of neuroscience and psychology that will rock your sales world!
This week, Miles joins me in the Xs & Os segment to talk about XiQ. After the short preview last week, I can’t wait to get the details! And make sure you follow Miles — The Web Tools Guy — at www.fillthefunnel.com!
About Oren Klaff:
“Long before I had even $1 million to buy and sell deals with, before I hired cognitive scientists and neuroscientists to show me the foundations of human attention, and before I had $400M of deals under me, I was flying blind in the world of deal making.
I consulted every resource I could think of to find better ways to pitch a deal.
Neuroeconomics combines neuroscience, economics, and psychology to study how people make decisions. It looks at the role of the brain when we evaluate decisions, categorize risks and rewards, and interact with each other. This was my first exposure to a credible group of people studying the same thing as me – how the brain responds to financial offers. This was the first time I came to believe a unified algorithm for pitching could be developed and used.”
Kelly Riggs is a business performance coach and founder of the Business LockerRoom. A former national Salesperson of the Year and serial entrepreneur, Kelly is a recognized thought leader in the areas of sales, management leadership, and strategic planning. He serves clients ranging from small, privately held companies to Fortune 500 firms. Kelly has written two books: “1-on-1 Management™: What Every Great Manager Knows That You Don’t” and “Quit Whining and Start SELLING! A Step-by-Step Guide to a Hall of Fame Career in Sales.”