Episode 8 – Making Strategic Sales Presentations with Jack Malcolm

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Jack Malcolm is President of Falcon Performance Group where he prepares and trains salespeople. His focus is the complex sale, but Jack weaves military history, behavioral economics, and cognitive psychology into a powerful approach to influence and persuasion. Jack is also a public speaker, and we caught up between my trip to Australia and his trip to China. I ask Jack to share his best ideas about how to give better presentations, how stories are like handles but need data, and how to open bigger.

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