Presentations in Action - Jerry Weissman [63]
Mr. Weissman founded Power Presentations, Ltd. in 1988. One of his earliest efforts was the Cisco Systems IPO road show. Following its successful launch, Don Valentine, of Sequoia Capital, and then chairman of Cisco’s Board of Directors, attributed “at least two to three dollars” of the offering price to Mr. Weissman’s coaching. That endorsement led to more than 500 other IPO road show presentations that have raised hundreds of billions of dollars in the stock market.
Mr. Weissman’s focus widened from coaching IPOs to include public and privately held companies. His techniques have helped another 500 plus firms develop and deliver their mission-critical business presentations.
Mr. Weissman is also the author of three books, the bestselling Presenting to Win: The Art of Telling Your Story, named by Fortune magazine as one of eight must-reads; The Power Presenter: Technique, Style, and Strategy from America’s Top Speaking Coach; and In the Line of Fire: How to Handle Tough Questions...When it Counts.
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Index
A
A123 Systems, 94
accountability when answering questions, 136–137
Active Listening 133–134
to multiple questions, 133–134
silent reactions and, 135
speed of Q&A responses, 131–132
understanding questions before answering, 146
“Aha!” Moments, 32–33
airline example (flow of presentations), 34–35
Alito, Samuel, 149
all-caps, initial caps versus, 71–72
Allen, George, 122
Allen, Woody, 22
anecdotes 50–52 See human interest stories
animation 168–169
pausing, 168–169
of text, 80–81
tips for, 82–83
answers, keeping short 144–145 See also Q&A sessions
Archimedes, 32
Aristotle, 17, 41
Armstrong, Louis, 163
Army (U.S.), 24–25
Arnheim, Rudolf, 165
Art and Visual Perception (Arnheim), 165
The Art of Conversation (Blyth), 89
asking questions, customizing presentations, 6
Astaire, Fred, 101, 113
audience 36–37
assuming intelligence of, 36–37
avoiding disconnect with, 10–11
benefits for, 44–45
concentration on, 95–98
connecting with, 8–9, 24–25, 160–163
Audience Advocacy, 46–49
B
Ball, Lucille, 160
Ballmer, Steve, 45
Barber, Red, 115
basketball example, 124–125
“Be All That You Can Be” slogan, 24–25
Bell, Alexander Graham, 32
Bellet, David, 144
benefit statements 10–11 See WIIFY (What’s In It For You?)
benefits for audience, 44–45
Blanchett, Cate, 22
Blumenthal, Richard, 147
Blyth, Catherine, 89
Bodow, Steve, 45
body language, 118–119
“Body Wrap” position, 118–119
Bohan, Caren, 141
Bonding: Building the Foundations of Secure Attachment and Independence (Klaus, Kennell, Klaus), 89
Brand, Rachel, 149
breath, pausing for, 103–104
breathing, 121
brevity in answering questions 144–145 See also length of presentations; slogans
Brillat-Savarin, Jean Anthelme, 127
bullets, clarity of, 67–68
Bumiller, Elisabeth, 84
Bush, George H.W., 9, 50
Bush, George W., 48, 50, 149
C
cadence of voice, 101–102
call to action, 44–45
capitalization, all-caps versus initial caps, 71–72
Carson, Johnny, 12, 135, 161
Cervantes, Miguel, 38
Chaucer, Geoffrey, 32
Chronological Flow Structure, 17
Cisco Systems, 158–159
clarity, 15, 67–68
Clear and to the Point: 8 Psychological Principles for Compelling PowerPoint Presentations (Kosslyn), 62
Clinton, Bill, 26, 50, 106–107
Clooney, George, 91
CNN, 80, 126
The Cognitive