Presenting to Win

Weissman, the world's #1 presentation consultant, shows readers how to connect with even the most high-level audiences and transform presentations from dry recitals of facts into compelling stories with a laser-sharp focus on what matters most: what's in it for the audience.

Foreword to the Paperback Edition

xxiii

Preface: What's Past Is Prologue

xxvii

Introduction: The Wizard of Aaaahs

xxix

The Mission-Critical Presentation

The Art of Telling Your Story

A New Approach to Presentations

The Psychological Sell

Company Examples: Cisco Systems

Microsoft

You and Your Audience

3

(12)

The Problem with Presentations

The Power Presentation

Persuasion: Getting from Point A to Point B

Audience Advocacy

Getting Aha!s

Company Examples: Network Appliance

Luminous Networks

The Power of the WIIFY

15

(12)

What's In It For You?

WIIFY Triggers

The Danger of the Wrong ``You''

Company Examples: Brooktree

Netflix

Luminous Networks

Getting Creative: The Expansive Art of Brainstorming

27

(24)

The Data Dump

Managing the Brainstorm: The Framework Form

Brainstorming: Doing the Data Dump Productively

Focus Before Flow

Company Example: Adobe Systems

Finding Your Flow

51

(32)

The 16 Flow Structures

Which Flow Structure to Choose?

Guidelines for Selecting a Flow Structure

The Value of Flow Structures

The Four Critical Questions

Company Examples: Intel

Cisco Systems

BioSurface Technology

Tanox

Cyrix

Compaq Computer

ONI Systems

Epimmune

Capturing Your Audience Immediately

83

(26)

Seven Classic Opening Gambits

Compound Opening Gambits

Linking to Point B

Tell 'em What You're Gonna Tell 'em

90 Seconds to Launch

Winning Over the Toughest Crowd

Company Examples: Intuit Software

DigitalThink

Mercer Management Consulting

Cisco Sytems

Yahoo!

Macromedia

Argus Insurance

TheraTech

Microsoft

Network Appliance

Cyrix

ONI Systems

Laurel Elementary School

Communicating Visually

109

(14)

The Proper Role of Graphics

Presenter Focus

Less Is More

Perception Psychology

Graphic Design Elements

Company Example: Microsoft

Making the Text Talk

123

(20)

Bullets Versus Sentences

Wordwrap

Crafting the Effective Bullet Slide

Minimize Eye Sweeps with Parallelism

Using the Build

Bullet Levels

Verbal Style

Visual Style

Text Guidelines

Making the Numbers Sing

143

(14)

The Power of Numeric Graphics

Bar Charts

Pie Charts

Typography in Numeric Graphics

The Hockey Stick

Using Graphics to Help Your Story Flow

157

(32)

The 35,000-Foot Overview

Graphic Continuity Techniques

Presenter Focus Revisited

Graphics and the 35,000-Foot View

Company Examples: Intel

Modex Therapeutics

Bringing Your Story to Life

189

(26)

Verbalization: The Magic Ingredient

Spaced Learning

Internal Linkages

Internal Linkages in Action

Phraseology

Company Example: Central Point Software

Customizing Your Presentation

215

(16)

The Power of Customization

The Illusion of the First Time

External Linkages

Gathering Material for Customization

External Linkages in Action

Company Examples: Integral Capital Partners

Cisco Systems

Pitching in the Majors

231

(6)

End with the Beginning in Mind

It All Starts with Your Story

Practice, Practice, Practice

Every Audience, Every Time

Company Example: Microsoft

Animating Your Graphics

237

(20)

How versus Why and Wherefore

Perception Psychology

Cinematic Techniques

Microsoft PowerPoint 2003

Animation Options

A Preview of Future Animation Capabilities

Animation and the Presenter

Company Example: Microsoft® PowerPoint

The Virtual Presentation

257

(16)

Anytime, Anyplace, Anyone

How the Virtual Presentation Works

Preparing for Your Virtual Presentation

Connecting with Your Invisible Audience

Creating the Winning Virtual Presentation

The Future of the Virtual Presentation

Company Example: Microsoft® Office Live Meeting

Appendix A: Tools of the Trade

273

(4)

Appendix B: Presentation Checklists

277

(6)

Acknowledgments

283

(4)

Index

287

What is included with this book?

The New copy of this book will include any supplemental materials advertised. Please check the title of the book to determine if it should include any access cards, study guides, lab manuals, CDs, etc.

The Used, Rental and eBook copies of this book are not guaranteed to include any supplemental materials. Typically, only the book itself is included. This is true even if the title states it includes any access cards, study guides, lab manuals, CDs, etc.

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Summary

Table of Contents

Supplemental Materials