In many organizations, conferences are the time to share ideas, collaborate and boost momentum. Often events include ‘report outs’ from team leaders. This is a terrific way to gain an overview of key initiatives, priorities and intersections. Whether you are working across functions or across regions, these leadership presentations set the tone for your entire event.

But.

Oops. There is a big ‘BUT.’ What if some executives dread speaking to a large group? What if some subject matter experts are more confident than others? The audience will feel it. They’ll have a clear and compelling picture from one team. However, from another…they’ll feel fuzzy about outcomes.

To add insult to injury, audiences watching a series of 8-10 presentations get confused and overwhelmed. In spite of a leader’s best intentions, it’s tough to create a pithy 7-minute overview.

How can you get maximum impact? Follow these 5 steps to gain ‘lift off’ for your event.

Step 1. Involve Leaders In Agenda Planning

Many organizations plan events. The most successful ones include leaders in building the agenda.

Gain buy-in for the story flow, timing and sequence of the event. By including team leaders and executives early on, leaders will be on the same page. This is a smart practice for gaining team buy-in before you begin.

Step 2. Slash Presentation Stress

Some executives exude natural confidence. Others…well, they’d rather be anywhere else than up on stage. To reduce headaches, panic or stress about presenting, be proactive.

Provide leaders with a storyboard to organize their ideas. Using a presentation storyboard helps presenters streamline messages. In addition, provide a presentation template for rapid design. Organize the template so leaders don’t have to do the work of planning a compelling story.

Step 3. Leverage Individual Strengths

Over the years, I’ve noticed that many leaders push presentation skills training off their ‘top priority’ list. It ends up as the ‘nice’ but ‘not urgent’ thing to do.

That is…until an event is on the calendar. If you notice that leaders are struggling or avoiding planning presentations, provide individual coaching. In a confidential environment it is easier to help each leader with their specific presentation questions.

The good news is with one-on-one coaching, it’s much easier to give people the kind of emergency coaching they need.

Step 4. Show and Tell The Story

In many organizations, leaders rely on PowerPoint slides to deliver their presentation. The best way to get the message across is to supplement slide presenting with real-time graphic capturing.

A skilled story boarder captures the essence in a colorful combination of pictures and words. This adds depth and longevity to each presentation. Charts created during the meeting stay on the wall…long after the slide presentation is over. Participants reflect on the information during the rest of the event. This leads to healthy discussion and ongoing collaboration.

Step 5. Connect The Dots

For maximum impact, make sure that you connect the dots. Show how diverse presentations weave together into a single compelling story. Tie the slide presentations together with the messages shown in graphic wall charts.

One of the best ways to achieve this is to use an external meeting facilitator. He or she will show how one presentation connects to the other, pulling the threads through from slides to charts to activities.

By following these 5 steps, you’ll create a dramatic conference…and boost presentation skills at the same time.

Naturally, the answer is, “you should start at the right time.”

Whiteboarding is not like scrambling eggs. It isn’t just a thing you do because you’re hungry, tired, hung over or not sure what else to cook. Whiteboarding is a powerful way to communicate. But it isn’t the only tool you have. And it isn’t the kind of thing to do to fill in the cracks.

Instead of thinking of ‘whiteboarding’ as a separate thing, use it as a tool to move your conversation forward.

Here are 6 times when it is not only ‘okay’ but also truly smart to go to the whiteboard

Opening The Conversation

Your client is curious about your solutions. But not familiar with the full scope of what you offer. Whiteboarding is a terrific way to open the conversation, show the big picture and engage people in a lively conversation.

Sketch and Simplify

While you’re sketching, keep this single word in mind: simplify.

Simplify your story. Simplify your drawings. Simplify what you show. Simplify how much you show.

By sketching and simplifying at the same time, people will get intrigued. It’s remarkable what a simple sketch does. Suddenly busy decision makers are curious, fascinated and receptive to learn more.

Translate Into Plain English

This is one of the best places for subject matter experts to use a whiteboard. Translate complicated stuff into things everyone understands.

If you’ve seen a leader, a financial wizard or a brilliant scientist skillfully whiteboard their ideas, you know the power. Suddenly complex ideas (the ones that usually give you a headache and make your eyes bug out) are easy to grasp.

Capture Questions

Audiences love to ask questions and be heard. There’s nothing that says, “I’m listening” better than writing questions as people ask them. Also, when you capture questions at the whiteboard, you’re providing open forum for conversation and interactive discussion.

People have questions. The more you use the whiteboard to capture these questions, the more people will feel engaged.

Collaborate On Solutions

Of course, once you’ve captured the questions…use the collective brainpower in the room to collaborate. Explore solutions. Solve problems. Make time to draw, write and sketch out possible opportunities.

By working at the whiteboard in real time, you are modeling an important behavior. This behavior shows that you value the expertise, insights and needs of your audience. You demonstrate a willingness to listen, interact and solve problems together.

Whether your presentation is an initial sales meeting or a recurring project briefing, open collaboration is very compelling.

Focus On Action

Whiteboarding excels in all the steps listed above…and even more so in focusing on action. Unlike prepared slides, you have complete flexibility to customize action steps to the group on hand.

Focusing on action is what marks a truly effective presentation from a dull one. While many meetings and presentations emphasize information transfer, the successful presentations all share a single aspect: focus on action.

Here’s a hint about action: focus on one. Target the easiest, most compelling and most essential next step. Do this with your audience. Gain agreement from attendees to take this action within a specific time period. This may be 24 hours, 48 hours or a specific date and time.

While it may seem like the least of your worries—action is the most important part of your successful whiteboard presentation.

Got a presentation coming up? Now…you’ve got one more thing to start whiteboarding about.

The US Army reports that misuse of PowerPoint is a huge issue. See The New York Times Article

According to General McMaster, quoted in the New York Times, the “worst offense is a rigid list of bullet points that take no account of interconnected political, economic and ethnic forces.”

Bullet points have a powerful effect.

It may currently be used to communicate in ways it was never originally intended for.

Some organizations tolerate this as a necessary state. Others are actively rebelling.

The military in particular is on the warpath.

PowerPoint is the antithesis of thinking, according to T.X. Hammes, in “Dumb-Dumb Bullets,” a July 2009 essay published in the Armed Forces Journal, http://armedforcesjournal.com/2009/07/4061641/

“Make no mistake, PowerPoint is not a neutral tool — it is actively hostile to thoughtful decision-making,” asserts Hammes.

In this essay, he details the many aspects that PowerPoint has affected, and deteriorated the decision-making process in the armed services.

Scary stuff.

Stop for a moment. Consider. What does this supporting or stifling decision-making? Are you achieving the impact you desire?

If you find that the use of slides is limiting or negatively impacting decision-making, use these four tips.

Tip 1: Discuss First

Open up a conversational discussion with your audience. Don’t turn to slides until you’ve talked about key issues. If the discussion goes longer than your allotted time, skip the slides.

You’ll have a powerful conversation with your audience and laid the foundation for smart decision-making. Your slides will not add more value to the process.

Tip 2. Provide Information In Written Form

Instead of relying exclusively on one media, expand your options. Write a 1-page or 2-page brief. Provide this brief in advance to your audience and key decision-makers.

This is especially important when working cross culturally or with audiences who speak different languages. Providing documents in advance is a gesture of courtesy. It allows everyone time to literally get on the same page.

Tip 3. Convey Ideas Visually

Use visual charts to show your story. Provide these in advance so participants can familiarize themselves with your content. Show process with visual charts and diagrams to convey information.

By working visually people with different decision-making styles will understand what you are presenting.

Are you supporting effective decision-making? As you prepare your next presentation, look for opportunities to share the full story. When you do this, you will create comments like these:

• “I’m so glad we had a chance to discuss the issues fully.”

• “I appreciate reading the brief before meeting. It helped me be completely prepared.”

• “The visual chart made a world of difference.”

Your creative actions foster open dialogue, peace of mind, and shared understanding. Think outside the bullet point!

At a meta-level, bullets convey a perception of fact, truth and over-simplification.

What does a PowerPoint bullet really do?

Let’s take a look at what a bullet conveys:

• Authority: Random information appears factual

• Simplicity: Complex information is captured in a single line

• Isolation: Information appears outside of context

• Cold Logic: No obvious story-narrative

Ouch. Not what you want to do when you’re delivering a powerful story to grow your impact.

Is the software at fault? Of course not.

Communicating with bullet points is a particular form of expression. It has a definite function and purpose. It is best used for organizing ideas, conveying factual information and preparing logical point-by-point presentations.

Keep in mind the origins of the software. PowerPoint was originally designed by engineers–for engineers.

Yet you are talking about many diverse topics when you give presentations. Most likely, you need to show nuances, connections, patterns. You need to tell a story to inspire enlightened decisions.

Are you using PowerPoint on automatic? Are you asking your audience to make important decisions based on your bullet-point slides–because it’s the best thing to do? Or are you choosing a slide-only presentation just because it’s ‘how things are done’ in your organization.

The problem extends well beyond the military briefings. In corporate boardrooms, meeting rooms, and conference halls, the majority of presentations rely on PowerPoint or Keynote slides.

To add flexibility and expand the conversation, think outside of slides.

Draw a Whiteboard Sketch

Use the whiteboard to create interaction and simplify ideas. Draw, show and interact with your audience.

If people have questions, answer and draw a simple sketch. Prepare your ideas and presentation flow in advance. But be prepared and ready to go with the conversational flow when you’re in front of your group.

A poorly drawn image is a bad idea. Still, a funky-looking drawing is better than relying on dull bullet-point slides. A poorly drawn image often is more effective at revealing the bigger picture, the emotional elements and the non-linear dimensions of your story.

If you need help with whiteboard sketching get help. You don’t have to struggle alone to achieve legible writing and powerful visuals. Build your skills with personal coaching and training.

As professionals, it’s easy to fall into a rut of fast-paced emergency decision-making. While sometimes you must make snap judgments, there are also times when people need a bit more time.

By allowing time for decision-making and reflection, you may discover a hidden bonus. This kind of foresight often saves time.

Here are a few ways to add ‘noodle time’ to your repetoire.

Allow Time to Step Away

Important decisions often are the result of unstructured reflection. Instead of always moving at a frantic pace, allow more time. Allow time for a natural creative decision-making process to work.

Decisions about big issues happen outside of work-time. You’ve most likely experienced this yourself. You get a great idea while taking a shower. Or going for a walk.

As this tends to be true for many adults, why not include this in your presentation toolbox?

Allow Time to Soak

If ‘stepping away’ sounds too scary, consider ‘soak time.’ This may be a break, a few hours or an alternate activity.

By moving off the topic for a bit of time, the subconscious has time to mull things over. This is a great alternative when you’re working with a room full of decision makers.

Take a break from a decision—for a bit of time. Then, circle back to it after you’ve allowed time to let it rest.

Allow Time To Sleep On It

Whether sleeping on it means overnight or over a few nights, many people find this is a helpful practice. No doubt, it will infuriate the people who want everything signed, sealed and delivered on the spot. However, sleeping on decisions is a spacious way to make sure everyone is comfortable and confident with choices. In addition, in the face of intense decisions, emotions often run high—clouding judgment.

By adding in the power of sleep to a decision-making process, you can count on a number of benefits. People are likely to be more clear headed, less emotionally entangled, and able to make smart decisions.

Noodle time. A wonderful addition to your presentation skill set.

This inspired an entire era of visual selling–with a whiteboard.

In leading software companies, this trend continues. High tech sales teams and pre-sales consultants use whiteboard displays to simplify complex solutions.

Many of my Fortune 500 clients want training for effective whiteboard presentations. Sales teams, facilitators, leaders and trainers want to show their story at the whiteboard. We help professionals who ‘can’t draw a straight line’ how to be effective with a marker—in front of C-level audiences.

A little while ago I coached a senior leader who thought he was “artistically challenged.” He wanted to use visual stories to share strategy with his team who were spread out all over the world.

He had a passion for visual storytelling. In private coaching sessions, we mapped out a presentation strategy. He decided to hold in-person fireside chats with his teams.

After practicing his talk, he put his new skills to work. He flew to remote locations and gave his fireside chats. Each time, he showed key ideas on a flipchart while discussing strategy with each group.

The result: every team got onboard. It was a huge success. He built a strong bond with people, although meeting face to face once a year.

Months later, still shaking his head in disbelief, he wrote me in an email, “Now my folks call me the UPS guy!”

For internal teams, clients or prospects… visual storytelling skills take your presentations to a whole new level.

Either you’re on the receiving end of a sale…or you’re don’t have a ‘selling gene’ but pushy selling is a drag. For several reasons. If you’re being sold to, you can’t get a word in edgewise. The best you can hope for is a quick exit.

If you’re on the selling side and don’t want to be so pushy, then you have to find an alternative.

Fortunately, that’s where story selling comes in handy. You don’t have to be a died-in-the-wool extrovert. You don’t have to be flashy, egotistical or one-directional in your communication.

With a quick shift in attitude, resources and skills, you can make selling a whole lot more fun. When selling is a collaboration, a conversation and a dynamic interaction, it’s a lot easier to embrace.

Many of my clients would call themselves introverts. They naturally gravitate towards data, research and analysis. If they could press a magic button, they would never show up on stage in front of an audience.

But then their terrific data, powerful insights and world-changing research would not see the light of day. If you’re feeling like you don’t belong at the front of the room…get ready for change. That feeling is about to dissolve.

Imagine for a moment that instead of presenting to your boss or client…you’re talking with a close friend. Your friend is anxious to know about your latest findings. He or she is sitting with full attention, hanging on your every word.

What do you have to say?

Most likely, speaking to a best friend is easy. You share your findings in a way that is easy to understand. Perhaps you draw a sketch—on a napkin or piece of paper. Then you give an example (a simple one that they’ll understand.) Finally, you explain how your research will save time, reduce effort and improve the quality of life.

Guess what? You’ve just used story-selling. And it wasn’t so rough, was it?

Let’s divide up what you just did into 4 easy steps.

Step 1. Speak conversationally

Just as you would to a friend, have a conversation. Hint: this works for every size audience. Whether you’re speaking to one person or 100.

Step 2. Sketch out the big picture

Don’t worry if your drawing is funky. Talk and sketch. Explain the big picture with simple pictures and words.

Step 3. Share easy-to-understand examples

Instead science-speak, speak in plain English. Use terms that anyone can understand. Share an example that is easy to relate to. Some of the best examples are from daily life such as taking a walk, driving a car, or having a cup of tea.

Step 4. Describe benefits in simple terms

Focus on benefits. Speak in terms any non-expert will understand. Benefits often include saving time, saving money and improving quality of life.

What do you notice about these 4 steps? They aren’t a bit ‘salesy.’ Instead, they are easy, fast and very interactive. At every step, you can ask questions and encourage discussion.

By using a non-sales approach to selling, guess what happens? Your ideas, insights and contribution see the light of day. Once people understand the value of what you have to offer… expect support for your project.

Would you like to start Story Selling? Find out how.

Usually this moment is accompanied with some variation of:

“Why the heck didn’t I think of that sooner?”

Presenters struggle with this very moment. The worst is when the realization hits you on the way to a client or prospect.

“Hey. He is a bike fanatic. Why didn’t I build in a bicycle metaphor?!”

These moments are usually swift. They come in like a flash. And if you’re joined at the hip to a slick PowerPoint presentation…they need to leave just as quickly.

But if you are able to adapt and flex in the final hour, then you can be more welcoming. Blinding flashes are embraced instead of pushed aside. For one single reason.

You know what to do.

What kind of presentation flexibility are we talking about here?

Whiteboard presenting. Sketch your idea in a blink of an eye. Draw a diagram to represent complex ideas. Ta Da. You can use your last minute insight to drive home a point.

How to make this ability your own?

• Build flexibility skills

Get better at whiteboarding. Learn how to organize ideas in visual stories. Appeal to visual thinkers, right brain thinkers and creative decision makers. The stronger your skills, the more you will connect the dots for your clients and prospects.

• Listen closely

Listen to your inner voice. Pay attention to momentary flashes and ideas. The more you listen, the better. You’ll build this strength just like you build muscle strength.

• Apply and multiply

Use your new insights to give creative custom presentations. Sketch while the audience watches. Find out what works best for your audience—and your topic. Apply new ways of communicating…and then multiply what works best.

I’ve used this simple system to unlock ‘yes’ for years. The more you use it…the better you get. Imagine: more creativity, more fun, more impact—and yes, more sales.

With this in mind, here are three ways to share ideas, promote vision and demonstrate leadership… without relying on slides:

Step 1. Share Ideas in Conversation

What is the most important part of a presentation or briefing?

Active conversation. Intense discussion. Lively Q & A. This is when people can really get to the meat of ideas and approach decisions with rigorous debate.

A lot of people shy away from debate. They steer clear passionate discussion. Why? Because they feel cautious, nervous or on guard. They are not sure how to share ideas with peers, teams or superiors.

What is the best way to get comfortable? Stay open.

Stay open minded rather than rigidly on-task. Stay open… listen deeply. Seek to truly understand what people are saying. Get to the core of what they are asking. When you are openhearted, it is easier to respond with care to concerns, issues and questions.

With an open conversational style in presenting, you can transform a routine briefing into an important and valuable event.

Step 2. Show Vision with Pictures

Recent research confirms what many of us have intuitively known for a long time: vision is best portrayed with visuals.

The work of Dr. John Medina, author of Brain Rules, highlights the brain functioning for why this is true. He states: “Vision trumps all other senses.”

This is why it’s important to share your vision–visually.

What kind of visual? A wide array of options: charts, diagrams, hand-drawn sketches at a whiteboard, photos to name a few.

Here are a few options:

• Use a storybook display to show ideas
• Show and tell your vision at a flipchart
• Sketch diagrams and frameworks at a whiteboard
• Draw process charts to highlight sequences and strategic flows
• Use colorful shapes to describe options
• Involve your audience in building the picture with you

What do these methods have in common? They invite collaboration, conversation and innovation. And one more thing. Visual impact is a broader universe than what shows up on a slide.

Step 3. Model Leadership with Specific Action

To demonstrate true leadership, define specific actions. Great leaders know this to be true in every communication.

Start with action as your true goal in every presentation. Focus on action. Before you build a storyboard. Before you work out your words. Before you plan your pictures.

Ask yourself a single question: “What do I want people to do?”

By do, I mean act, decide or take the next step.

Where can you use this 3-step approach? In every presentation. Whether formal or informal. In emails, voice mails, virtual presentations and face-to-face events. By taking a careful and strategic approach to presenting, you can and will rise to the challenge.

When it comes to business presenting, a lot of B2B and B2G marketers and sales professionals are confused about what really works for convincing decision makers

With just a few practical steps, you can boost your impact. Learn these 3 tips and expect to walk out of your C-level meeting with a ‘go forward’ decision.

Tip 1. Be Aware Of The Mood

Are you presenting to folks who believe your presentation will be sheer agony? Are they fed up with PowerPoint presentations?

Or are you presenting to a group of hardliners who will not accept anything but PowerPoint? Is your executive group only willing to look at solutions if presenting in PowerPoint?

Do your homework and find out. Pay attention to your research. Then, give people what they want the most. Stay in touch with the mood of the group so you will know how to proceed.

Tip 2. Go Beyond Generic Pictures and Visuals

Think about this for a second.

You don’t know exactly what’s happened before you walk in the room. In the last days, weeks, or months your audience may have seen hundreds if not thousands of slides.

If you use an easy-to-find image, over-used drawings, or pictures that have been floating around for years, you are putting your presentation at risk.

Tip 3. Take Advantage Of Opportunities

Getting in front of top decision-makers is an extremely powerful opportunity. So, use it wisely. Before you proceed, take a look around the room. What’s the most important way to spend the time you have together?

In many cases, you will do a demo, show a slide show and answer questions. You may want to do this in exactly that order. (It worked the last time, and the time before that.)

But wait. Is this the very best order for this group? Will it win attention? Will it stand out as different and unique?

Maybe you should do it in reverse. Answer the questions first. Respond at the whiteboard. Ditch the demo. Provide slides as a review tool.

We are not sitting side-by-side…to work this out step by step. However, expert presenters know that expectations of presentations evolve. Continuously.

To stay at your cutting edge and engage every C-level decision maker, don’t be predictably boring. Try things out. Experiment. Continue to evolve your style.

Now…don’t you have a presentation to work on?

At the end of this article, you’ll find a quick checklist to download. Use the tips to boost your credibility before your next presentation.

If you’re very experienced, you may tend to forget the need to establish credibility. You’ve done things for so long and for so many thousands of people, that you forget the obvious: every audience wants to be certain you are the expert they should listen to.

So, if you’ve been giving sales presentations for decades, it’s very useful to brush up your credibility-boosting skills.

On the other hand, if this is your first week in sales, you need help from the other end of the spectrum. You don’t have years of experience and thousands of examples to draw on. Don’t worry. There are plenty of ways to boost your credibility—even if this is your first time in front of clients and prospects.

Here are the top 5 ways to highlight your credibility—whether you are a solid pro or starting out fresh.

Boost 1. Provide expert quotes

Expert quotes make you look smart. Find quotes from industry leaders, prominent thinkers, and respected authors. You don’t have to have these titles yourself. Just quote highly respected people in your field, and your audience will see you in the company of great leaders.

Boost 2. Deepen your knowledge

Seek to constantly deepen your knowledge about your topic, customer and industry. When you’re ‘in the know’ about important topics, your customers and clients will look to you for advice, direction and expertise.

Boost 3. Borrow stories

Whether you’re just starting out or have been presenting for a while, grow your base of stories. Ask your team, peers and supervisors for personal experiences. Explore your company website, scouring for stories that you could use to enhance your presentation.

Boost 4. Share testimonials

There’s nothing like ‘third party’ testimonials to boost your status. Let other people do the talking, convincing and persuading for you. In fact, here’s a sample of a great client testimonial to give you a taste.

“This is one training session where I did not waste one second of my time. You connected so well with exactly what we needed. When I used the tools in my next presentation to senior executives I had my audience – hook, line and sinker. They bought everything. I wouldn’t have had that before – this made all the difference in the world!”

—Doug Baker, MBA

Morrison Healthcare Food Services

See how powerful testimonials are? Raise your credibility by letting other people share their experience of your products, services and solutions.

Boost 5. Look great with news

News is one of the most powerful ways to shine in the spotlight. Check today’s headlines. Get alerts on your topic delivered to your phone. Make sure that you are ahead of the news that is important to your audience.

Adding relevant news into your sales presentation packs a powerful punch. Your audience sees that you care and are right on the pulse. Plus, you look great and feel great. You’re giving an over the top performance that is extremely relevant and timely.

Now, as promised, here is one of my favorite checklists to highlight your credibility. Download the Shine In The Spotlight checklist right now. Be sure to use it before you give your next presentation. It’s the fastest way to shine in the spotlight—every time.

Specifically, your presentation can make or break your reputation.

The Total Package

Your presentation may be your only chance at a contract. Both presentation design and passionate delivery are important. The total package has an impact your current and future relationship with clients and prospects.

Before you go on autopilot, stop.

Challenge Your Assumptions

Question your assumptions. Sharpen your thinking and challenge each belief about how things should go. Test out new ways of presenting to take advantage of the situation.

But don’t stop there. Be sure to ask for feedback.

Your clients will tell you directly what works – and what doesn’t. They will usually be quite clear on the most productive way to spend time together.

Why Feedback Works

What happens when you ask for feedback? You let your clients know that you care about their experience, value their time, and are interested in doing what is most effective.

This is a powerful indicator of how you will behave and value the relationship on an ongoing basis. Communication skills speak volumes about how you run your business, make decisions, and take action.

Real world decision makers are people who have a big vision – and who notice tiny details. You can significantly improve your business when you include your clients with a feedback loop.

Often it comes down to taking the time to review and debrief. Ask a few questions such as:

• “Was there any spot that was confusing to you?”

• “Do you have any suggestions for how to improve?”

• “Could you show me where I could be clearer?”

This kind of care for details, concern for your viewer’s experience, and commitment to constant improvement are marks of a professional.

It’s not a myth that a single presentation can make or break your career. Find out how to inspire decision makers to take action. Command attention and gain buy-in for your recommendations.