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.
Book Recommendation: Succeed by Heidi Grant Halvorson
I bought Succeed: How We Can Reach Our Goals with limited goals in mind, but I received more from it than I expected or...
Rules of Structure for Executive Sales Presentations
Last week I wrote about how important it is to have a clear structure for your executive sales presentation. This article is about three...
Calculated Authenticity
An article in last Sunday's New York Times discusses the current trend to tout the importance and value of being "authentic". As it says,...
Have A Clear Structure for Your Presentations
Remember in school how you were told to outline what you were going to write before starting an essay or a report? There was...
Simplicity Sells
Any persuader who has to sell an idea faces a dilemma: simplicity sells, but the truth is usually more complex. Given the increasing connectedness...
Bad Is Stronger than Good
Last week I attended a meeting in which an author spoke about his book. Overall, he was a very engaging speaker and his message...
Make Your Message Vivid to Make It Stick
Which do you think is more likely, that you might be killed by a shark attack or by a falling airplane part? Most people guess...
What Kind of Agreement Do You Want?
One of the most important steps in any persuasion attempt is to first clarify in your own mind exactly what you want from the...
Take Control of Your Attention
Last week we looked at the benefits of being in control of your own attention. This article tells you how to do it. The good...
Modern Sales Wisdom from a Classic Source
It's amazing how much sales wisdom must be relearned every day. I've just finished reading Confessions of an Advertising Man by David Ogilvy, which is...
Four Pillars of Persuasion Power
Today marks exactly one year since I launched Practical Eloquence blog, and I would like to take this opportunity to summarize and stress four...
Book Recommendation: Resonate by Nancy Duarte
My last book review was a pan, so I'm happy to restore the karmic balance by giving a hearty and glowing recommendation to Nancy...
How to Close a Presentation with Style and Punch
When Martin Luther King ended his famous speech on the national mall, he did not say, "Well, I see our time is up. Thanks...
How to Write a Successful Sales letter
I teach a class on "Getting In", which includes how to write a communication that will grab the attention of a senior level prospect...
How to Get the Most Value from Sales Training
This is not one of my recommended methods You have just been selected to attend sales training; I offer my congratulations or condolences, depending on...
How to Read a Business Book
I've recently re-learned how to read, and it's making a tremendous difference. Just like everyone else, I've been reading since a very young age,...
Book Review-Enchantment: the Art of Changing Hearts, Minds and Actions
Having read some excellent posts from Guy Kawasaki and noting how ubiquitous his name is in marketing circles, I bought this book with high...
Is Your Presentation Age-Appropriate?
One of the easiest mistakes for a presenter to make is to use language that your audience does not understand. Two of the most...
Persuading Through the Power of Pride
What are you proud of? When you go home and talk about what you did that day, what do you say? If you were...
Do You Ask Too Many Questions?
Do you believe it's important to ask questions during a sales call? How many questions do you typically ask? What do you ask about?...