This is episode four of our 12-week series on how to win shortlist presentations or other types of group sales presentations. Last week, I gave you ten things you can do when preparing or delivering these presentations that will help you keep calm and poised.

I also talked about how, in shortlist presentations, it is important to "dig your well before you're thirsty," so to speak. High-level sales presentations have a tremendous amount of pressure, which causes a tremendous amount of nervousness and anxiety.

If you throw an unseasoned presenter into a pressure cooker without any help, you can really hurt that presenter (and your team.)

But that is one of the biggest mistakes that I see over and over again.

This week, we will cover how to do the team introductions. I cover a few ways to introduce your team so that you actually look like a cohesive team.

The main thing that is important to understand about shortlist presentations is that they are sales presentations. The technical presenters often forget this. They will want to score points in their introductions by just giving a laundry list of each team member's accomplishments.

However, your shortlist presentation should focus on how you can solve problems for the committee. So, your introductions should be focused on how your experience can help the committee.

And, if you want to really elevate your presentation, you can have your team members introduce each other. This was a technique that we discovered accidentally. But, once we tried it, we have used it in every single presentation since because it works so well.

This is episode three of our 12-week series on how to win shortlist presentations or other types of group sales presentations. Last week, I briefly overviewed the five biggest secrets I've discovered about these high-level sales presentations. These secrets are the things that have allowed us to win over 80% of the interviews that teams that I have coached have been on.

This week, I will give you ten things you can do when you are preparing or delivering these presentations that will help you stay calm and poised.

However, early on in this session, I tell a quick story about how important it is to "dig your well before you're thirsty," so to speak. High-level sales presentations have a tremendous amount of pressure, which causes a tremendous amount of nervousness and anxiety.

If you throw an unseasoned presenter into a pressure cooker without any help, you can really hurt that presenter (and your team.)

So, these ten tips can help reduce tension and nervousness. But you'll get a lot better results if you train your potential presenters well before they are under the heat lamp.

This is episode two of our 12-week series on how to win shortlist presentations or other types of group sales presentations. Last week, I explained what these presentations were and how I first got exposed to them. Just as a review, a Shortlist Presentation or Shortlist Interview is a very high-level sales presentation. Companies will often submit a proposal to a potential customer or client. The potential customer or client will weed through all of the proposals to create what they call a "shortlist."

Then, the remaining companies will often each get a shot to come in and pitch themselves to the customer. We talked about how this type of presentation can be nerve-racking even if you are a confident speaker.

This week, I briefly overview the five of the biggest secrets I've discovered about these high-level sales presentations. These secrets are the things that have allowed us to win over 80% of the interviews that teams that I have coached have been on.

Next week, I'll give you ten things you can do when you are preparing or delivering these presentations that will help you keep calm and poised. So we have a lot of ground to cover!