America's largest healthcare recruiting firm.

 



For over fifteen years, I have utilized Buckman Enochs Coss to hire over one hundred individuals for Sales and Sales Management positions for a variety of healthcare technology firms. Whether it’s been for Fortune 500 companies or early stage, VC backed start-ups, BEC has always done a terrific job in sourcing top-talent.

Scott Schlesner
Vice-President of Sales
Elsevier

Does Your Sales Pitch Really Need a Presentation?
In our digital age, most of us tend to interact with the world through screens, and as screen time increases, so does a baseline association between “information” and “presentation.” Learning seems to become a passive activity by default, and in the sales field, it seems impossible to believe an audience might learn anything unless they’re subjected to a mesmerizing hour-long presentation. If a presentation doesn’t work, sales pros respond by attempting to improve it. They work to make it more entertaining, hard-hitting or informative. 

But it may be time to rethink the idea of presentation altogether. As you prepare for your next meeting, consider making your delivery less passive and more engaging. Here are a few considerations to keep in mind. 

Talking to, talking at, and not talking at all. 

People don’t like being talked at. There are no surprises there. If you encourage your audience to sit back and then subject them to a droning one-sided monologue with no visual elements, you can expect them to glaze over pretty quickly. But even adding some visuals and drama won’t guarantee their attention. Even if your presentation touches on their points of interest, your audience will allow their minds to wander as soon as they have something more interesting to think about. Instead, consider dialing back and letting them do some, or all, of the talking. 

Encourage engagement. 

Allowing people to speak during your presentation can be a great way to keep their minds and eyes on you and your delivery. Even better, try encouraging them to speak, or even handing the floor over completely. Design your presentation along a question-and-answer or open forum format, and give your audience an incentive to share their thoughts, knowledge, feelings and desires in words. Reverse the flow of information and see what happens. 

Don’t turn listening into an empty gesture.  

When your audience begins to speak, listen, respond and encourage. Direct their focus toward each other, not just toward yourself. And when they share their thoughts or express their concerns and interests, don’t just listen and write things down; instead, actively process this information in the meeting and engage in a full two-way discussion that adds value to both the session and the relationship. 

Adjust the ratio of speaking to silence. 

If you don’t direct the conversation at all and simply expect your audience to start speaking and take control, you may frustrate or confuse them. So choose a ratio that keeps them engaged but still accomplishes your shared goals. For example, spend the first third of the session setting the stage and the remaining two-thirds listening while others speak. 

For nearly three decades at Buckman Enochs Coss and Associates, we've concentrated on placing top executives and sales professionals in key positions within select healthcare industry segments. Contact our great team of healthcare recruiters today to get started!