Jack Malcolm
Jack Malcolm
Jack founded Falcon Performance Group in 1996 specifically to combine his complex-sale expertise and his extensive financial background to design and implement complete sales process improvement initiatives at top national and international corporations.
Is Ten Good Enough?
So you finally made it to a 10. After years of study, hard work, and deliberate practice, you can reasonably say you’re among the...
Max Cred Factor #3: Clarity
In the previous post we saw that the most important component of credibility is sound content. But that only works if you sound like...
Max Cred Factor #2: Lighthouse Content
There’s an old joke about a battleship cruising through the fog at night when the bridge sees lights approaching. The ship signals: “Move to...
Max Cred Factor #1: Credentials
We begin with credentials because they are the one element of credibility that precedes you into a presentation or persuasive conversation. They’re the minimum...
Max Cred: How to Build and Preserve Personal Credibility
Unless you’re a dictator, hermit or independently wealthy, a lot of what you need or want to do in life depends on your personal...
Book Recommendation: The Startup Pitch by Chris Lipp
While I specialize in sales and executive level presentations I’ve always had a spectator’s fascination with startup pitches, because of their high stakes, no-nonsense...
Everybody Is Ignorant
“Everybody is ignorant, only on different subjects.” Will Rogers This quote came to mind today as I was conducting a personal coaching session for presentation…
Take the Temperature of Your Audience to Figure Out Your Presentation Goal
In my last post on presentations, I cautioned against taking a one-size-fits-all approach to presentations, and suggested that you should adjust the relative length...
The Anatomy of Willingness to Pay: Part 1
The previous article in this series introduced the concept of Willingness to Pay as an effective approach to quantify and justify a higher price...
Mismeasuring Influence?
Lee Iacocca once remarked that he wished he had learned earlier in life how important the ability to communicate is. That’s a sentiment that...
Tailor Your Presentation for a Perfect Fit
Most effective business presentations have a clear structure in which the individual parts fit like pieces in a puzzle. Different structures may be more...
How Good Are They, Really?
If you sell for a smaller company against the behemoths that dominate your industry, you know that their superior resources can make them tough...
Never Pass Up an Opportunity to Shut Up
Former Secretary of Defense Robert Gates used this phrase in his memoir, Duty: Memoirs of a Secretary at War. In his case, he was...
Book Recommendation: It’s Not All about “Me”
One of the key themes of this blog is outside-in thinking, so it’s no surprise that a book entitled, It’s Not All About Me:...
Ditch the Logos
How many times have you seen a sales presentation where the slides were plastered with so many different logos and designs that you feel...
Short Term Gain, Long Term Pain
I had one of those moments this weekend that vividly reminded me of something salespeople know is true but often don’t do a good...
The Hard Core Method to Make Over a Broken Presentation
I was once asked to work with a team of engineers who were slated to deliver presentations at an upcoming conference. I asked to...
Beyond Value: What Are They Willing to Pay?
You know those infomercials that offer you a $50 “value” for only $19.95? Who are they to tell you what the value is? How...
How to Move a Stubborn Ass
Does that sound like many of the people you might be trying to persuade? I don’t claim to be a livestock expert, but I did...
What Makes You So Smart?
The key premise of consultative or insight selling is that the salesperson can bring new ideas to clients to show them how to improve...