Creating Compelling Sales Presentations

In #datastorytelling, you often want a specific point to stand out or “POP” in each data scene in your data stories. I’ve developed a 💥POP💥 method that you can apply to these situations: 💥 P: Prioritize – Establish which data point is most important. 💥 O: Overstate – Use visual emphasis like color and size as a contrast.   💥 P: Point – Guide the audience to the focal point of your chart. The accompanying illustration shows the progressive steps I’ve taken to make Product A’s Q3 $6M sales bump stand out. Step 1️⃣: Add headline. One of the first things the audience will attempt to do is read the title. A descriptive chart title like “Products by quarterly sales” is too general and offers no focal point. I replaced it with an explanatory headline emphasizing the increase in Product A sales in Q3. The audience is now directed to find this data point in the chart. Step 2️⃣: Adjust color/thickness I want the audience to focus on Product A, not Product B or Product C. The other products are still useful for context but are not the main emphasis. I kept Product A’s original bold color but thickened its line. I lightened the colors of the two other products to reduce their prominence. Step 3️⃣: Add label/marker I added a marker highlighting the $6M and bolded the label font. You’ll notice I added a marker and label for the proceeding quarter. I wanted to make it easy for the audience to note the dramatic shift between the two quarters. Step 4️⃣: Add annotation You don’t always need to add annotations to every key data point, but it can be a great way to draw more attention to particular points. It also allows you to provide more context to help explain the ‘why’ or ‘so what’ behind different results. Step 5️⃣: Add graphical cue (arrow) I added a graphical cue (arrow) to emphasize the massive increase in sales between the two quarters. You can use other objects, such as reference lines, circles, or boxes, to draw attention to key features of the chart. In terms of the POP method, these steps align in the following way: 💥 Prioritize – Step 1 💥 Overstate – Step 2-3 💥 Point – Step 4-5 Because data stories are explanatory rather than exploratory, you need to be more directive with your visuals. If you don’t design your data scenes to guide the audience through your key points, they may not follow your conclusions and become confused. Using the POP method, you ensure that your key points stand out and resonate with your audience, making your data stories more than just informative but memorable, engaging, and persuasive. So next time you craft a data story, ensure your data scenes POP—and watch your insights take center stage! What other techniques do you use to make your key data points POP? 🔽 🔽 🔽 🔽 🔽 Craving more of my data storytelling, analytics, and data culture content? Sign up for my newsletter today: https://lnkd.in/gRNMYJQ7

One five-slide deck helped close the first $100 million at Gong. The product never appears in it. Neither does the company. We used it in the first few minutes of a discovery call, and by minute seven, buyers were telling us everything. Here's the structure. Slide 1: Introduce a change in the world. A shift in their market that represents a threat or an opportunity. For us it was the move from growth-at-all-costs to efficient growth. End it with a question: "How is this showing up in your world?" Slide 2: Show the pain that change inflicts. Make it concrete. Only 48% of reps hit quota. Skill gaps that stayed hidden in an easy market get exposed in a hard one. Then ask: "Which of these is screaming loudest at you?" Slide 3: Show what everyone is trying, and why it fails. 87% of sales training is forgotten within 30 to 90 days. Your buyer has lived this. Watch them nod. Slide 4: Tell one painful narrative that ties it together. A story they can see themselves in, start to finish. Leadership pushes for efficiency, reps miss the number, training gets thrown at it, nothing sticks, morale slides, and the cycle repeats. Slide 5: Pass the torch. "Enough about the problems we solve. Help me understand the challenges you're facing." The whole thing takes five minutes. Then the buyer talks for thirty. Why does it work when generic discovery gets stonewalled? A mentor taught me this years ago, and it's the principle underneath the entire deck: When you describe your buyer's problem better than they can describe it themselves, they automatically assume you have the best solution. The content of our deck changed constantly. The structure never did. Build yours this week. P.S. Articulating the buyer's problem better than they can is one of the 11 skills our research found behind every enterprise deal. Get the full breakdown → https://lnkd.in/g63fcp2D

Many amazing presenters fall into the trap of believing their data will speak for itself. But it never does… Our brains aren't spreadsheets, they're story processors. You may understand the importance of your data, but don't assume others do too. The truth is, data alone doesn't persuade…but the impact it has on your audience's lives does. Your job is to tell that story in your presentation. Here are a few steps to help transform your data into a story: 1. Formulate your Data Point of View. Your "DataPOV" is the big idea that all your data supports. It's not a finding; it's a clear recommendation based on what the data is telling you. Instead of "Our turnover rate increased 15% this quarter," your DataPOV might be "We need to invest $200K in management training because exit interviews show poor leadership is causing $1.2M in turnover costs." This becomes the north star for every slide, chart, and talking point. 2. Turn your DataPOV into a narrative arc. Build a complete story structure that moves from "what is" to "what could be." Open with current reality (supported by your data), build tension by showing what's at stake if nothing changes, then resolve with your recommended action. Every data point should advance this narrative, not just exist as isolated information. 3. Know your audience's decision-making role. Tailor your story based on whether your audience is a decision-maker, influencer, or implementer. Executives want clear implications and next steps. Match your storytelling pattern to their role and what you need from them. 4. Humanize your data. Behind every data point is a person with hopes, challenges, and aspirations. Instead of saying "60% of users requested this feature," share how specific individuals are struggling without it. The difference between being heard and being remembered comes down to this simple shift from stats to stories. Next time you're preparing to present data, ask yourself: "Is this just a data dump, or am I guiding my audience toward a new way of thinking?" #DataStorytelling #LeadershipCommunication #CommunicationSkills

I warmed up a prospect for 3 months on LinkedIn before our first call. They signed a £75K deal in 3 days. Modern selling demands a new approach: cold outreach fails, warm relationships win. Think about it... That prospect had consumed 47 of my posts. Watched my videos. Read my articles. Engaged with my content. By the time we jumped on that first call? They already trusted me. They already knew my approach. They already understood the value. I didn't have to sell them. They'd already sold themselves. Here's my framework for turning content into closed deals: 👇 1. Build trust at scale BEFORE the pitch Stop spraying and praying with cold messages. Start building relationships through value. Each post builds trust. Your insights mark credibility. Stories create connection. Your content is doing the heavy lifting while you sleep. 2. Let buyers self-educate on THEIR timeline Modern buyers don't want to be sold to. They want to discover solutions themselves. ↳ 70% of the buying journey happens before they talk to sales ↳ They're researching you before you even know they exist ↳ Your content is either attracting or repelling them Give them what they need to make informed decisions. 3. Recognize the REAL buying signals Forget MQLs and SQLs. Think about PQLs (product qualified leads) Here's what actually matters: - Multiple engagements across different posts - Bringing colleagues into the conversation - Asking specific, detailed questions - Moving from public comments to private messages These aren't leads. These are pre-qualified buyers. 4. Keep momentum BETWEEN meetings Here's where most deals die: The 167 hours between your calls. While you're chasing other prospects, your buyer is: ↳ Getting cold feet ↳ Talking to competitors ↳ Forgetting why they were excited Smart sellers stay present even when they're not there. This is where tools like Consensus come in. They let buyers explore demos on their own time. Answer their questions at 10 PM. Share materials with their team. Stay engaged between touchpoints. It's how you keep social selling momentum right through the demo stage. https://lnkd.in/ePVWw-Bi 5. Close with confidence, not pressure When trust is already built? When value is already proven? When buyers are already educated? Closing feels natural, not like a battle. The best deals I've ever closed felt inevitable. Because the relationship started months before the opportunity. Here's what this approach delivers (in my experience): ✓ Significantly faster sales cycles ✓ Much higher close rates ✓ Bigger deal sizes (pre-sold = less negotiation) ✓ Happier customers (they chose you, not the other way around) Stop thinking of social selling as "nice to have." Start treating it as your primary sales strategy. Your next big deal isn't in your CRM. They're scrolling LinkedIn right now. What content are you creating to catch them? #ConsensusPartner

🚫 STOP creating sales-driven content. I can promise you one thing… Your audience is tired of being sold to. What they’re really craving is VALUE. They want to know how you can make their lives better. They want to know how you can solve their problems. By focusing on content that addresses these needs: You build trust. You build authority. You build loyalty. And here’s what happens next: They keep coming back for more. They share your content with others. They start reaching out when they’re ready to buy. At the end of the day, it’s about them, not you. So how do you create content that converts into $$? Understand Your Audience’s Pain Points —> Research their specific problems through social listening. Provide Solutions Through Content —> Offer actionable advice or tips that directly address these pain points. Use Storytelling to Connect Emotionally —> Share relatable stories that resonate with your audience’s struggles. Educate, Don’t Sell —> Focus on teaching something new, positioning yourself as an expert. Offer Free Resources or Tools —> Provide downloadable resources that offer immediate value. Analyze What’s Working and Iterate —> Regularly review performance and refine your strategy based on data. Give them what they need, and the sales will follow. P.S. Are you too focused on sales-driven content? Be honest!

Master the art of Financial Storytelling 🧑🏫 Your numbers tell a story, but are you telling it right? 👇 Numbers without context are just digits on a page. The real power comes from transforming those numbers into insights that drive action. ➡️ COMMON MISTAKES IN FINANCIAL REPORTING Let's start with what NOT to do when presenting financials: 1️⃣ Dropping raw numbers without context Raw data overwhelms your audience. When you say "Revenue grew to $100K," what does that mean for the business? 2️⃣ Reading slide content word-for-word Your presentation should add value beyond what's written. Share insights that aren't visible in the numbers. 3️⃣ Rushing through without pausing for questions Financial data needs time to digest. Create moments for discussion and clarification. ➡️ BUILDING A COMPELLING FINANCIAL STORY Here's how to transform your financial presentations: 1️⃣ Start with the fundamentals Always begin by establishing context. What's normal? What's exceptional? What benchmarks matter? 2️⃣ Connect data points to strategy Show how financial results link to business decisions. If working capital improved, explain which specific actions drove that improvement. 3️⃣ Use comparisons effectively - Period over period changes - Budget vs actuals - Year over year trends - Industry benchmarks 4️⃣ Structure your narrative - What happened? - Why did it happen? - What does it mean for the future? - What actions should we take? ➡️ COMPONENTS OF GREAT FINANCIAL STORYTELLING 1️⃣ Clear Dashboards Start with a clean, focused view of KPIs that matter most. Don't overwhelm with data. 2️⃣ Strategic Context Show how financial results connect to company goals and market conditions. 3️⃣ Forward-Looking Analysis Use current data to paint a picture of future opportunities and challenges. 4️⃣ Action Items End every presentation with clear next steps and decision points. ➡️ PRACTICAL TIPS FOR IMPLEMENTATION 1️⃣ Know your audience CFO needs different details than the marketing team. Adjust your depth accordingly. 2️⃣ Use visual aids Graphs and charts can illustrate trends better than tables of numbers. 3️⃣ Practice active listening Watch for confusion or disengagement. Adjust your presentation based on real-time feedback. 4️⃣ Create discussion points Plan specific moments to pause and engage with your audience. === Remember: Financial storytelling isn't about making numbers sound good. It's about helping stakeholders make informed decisions. What techniques do you use to make financial data more engaging? Share your thoughts in the comments below 👇

I MISSED THE OPPORTUNITIES! There was a time when I would speak at events and not fully seize the opportunities before me. Too focused on the performance of my talk, I overlooked the chance to build my network and meet potential collaborators. I realised I needed to make the most of each speaking opportunity. So I put together a strategy to connect more effectively with my audience, ensuring every interaction could lead to deeper relationships and future collaborations. Here’s how I changed my approach to audience engagement: ONE ↳ Meet and greet networking - I started actively networking with my audience, treating it like a meet and greet. This face-to-face interaction made my presence more memorable and personal. TWO ↳ Resource kit via QR Code - I created a QR code for attendees to scan, giving them access to a resource kit related to my talk, like a parting gift that keeps giving. This could be my slides or additional content to help them take further action. THREE ↳ Business literature - I ensured that everyone could leave with my contact information through well-crafted business literature, making it easy for them to reach out later. FOUR ↳ Collaboration with organisers - I worked with event organisers to feature in their follow-up emails. This not only reinforced my message but also kept my name in circulation among the attendees. FIVE ↳ Post-talk conversations - Staying behind to answer questions or have further discussions showed my commitment to the audience beyond just delivering a talk. And guess what? It worked. These steps didn’t just enrich my speaking engagements; they turned each appearance into a networking opportunity. I started building a strong network, discovering great opportunities, and developing long-term relationships. Now, every time I step off the stage, the conversation isn’t over; it’s just beginning. Engaging with the audience post-talk has taught me that the true value of speaking engagements often comes after the applause stops. It’s all about the follow-up. To anyone looking to make the most out of their speaking opportunities: Don’t just share your knowledge, be ready to build lasting connections. It’s these relationships that will carry your message further and open new doors. To your successes, Zoe

If you want your content to generate sales calls (not just vanity metrics) Here are 6 non-negotiables I've discovered after helping 25+ clients convert content into contracts: 1. The Million-Dollar hook Your opening sentence determines who stops scrolling. Never start with "Today I want to talk about..." Instead, name your buyer directly or call out their specific pain point. When you write "For SaaS founders tired of..." or "If your sales team can't close inbound..." you create an immediate filter. The right prospects feel seen, while everyone else scrolls past. That's exactly what you want. 2. Proof-First Authority isn't claimed, it's demonstrated. Lead with concrete results before sharing insights. Start with "After analyzing 1,000+ high-converting posts..." or "From generating $2M in client revenue through content..." This isn't bragging – it's positioning. When you establish credibility upfront, everything that follows carries more weight. 3. The Conversion Triangle Every high-converting post balances three elements: pain, insight, and solution. Pain without insight is just complaining. Insight without pain is just teaching. But when you combine both and point toward a solution, that's when you're selling. It's about showing prospects you understand their problem, have solved it before, and can solve it again. 4. The Language Mirror Take the exact phrases your clients use in Zoom calls. Their objections become your hooks. Their questions become your content. When prospects read their own thoughts in your posts, they feel understood at a deeper level. That's when they reach out. 5. The Strategic CTA Never end your posts with a generic "thoughts?" Instead, make engagement meaningful. Guide readers to save your post for specific situations. Ask them to comment for additional resources. Every call to action should move them one step closer to becoming a client. 6. The Inbound Trigger Plant buying signals throughout your post. Phrases like "We help founders who..." or "Our clients typically see..." give readers permission to reach out. Make it clear who you serve and what results you deliver. The best prospects will self-identify. Liked what you read? Repost ♻️ and share it with your network. PS: This is Day 12 of my #75dayhard challenge on LinkedIn.

People don't remember numbers! ☝️ You will get a lot better engagement and retention from your presentations if you display the magnitude of the numbers visually. So, rather than showing the numbers in a boring table, it’s a lot more effective to build a simple Income Statement waterfall (in #Excel!) and reveal one section at a time (in #PowerPoint!), creating a narrative as you commentate during your live presentation. Here's why this approach works: ⭐Studies have shown that visuals are more memorable than text alone. By using images along with the numbers, you can help your audience remember the information long after the presentation. ⭐This method not only aids comprehension but also speeds up the process of understanding, as our brains are wired to process visual information faster than text. ⭐Interactive presentations that unveil information step-by-step keep your audience engaged, making them more likely to stay focused and retain the information presented. ⭐When you display data visually, it reduces the cognitive load on your audience, allowing them to see the bigger picture without getting bogged down by overwhelming details. Incorporating these techniques into your presentations can transform dry numbers into compelling stories that resonate with your audience that they will actually remember! ⭐⭐⭐⭐ 👋Hi, I'm Danielle Stein Fairhurst. This tip comes from my latest LinkedIn course, “Excel and PowerPoint: Creating High-Impact Financial Presentations”. If you like it, consider taking the course which you can find on the top of my profile. In addition, I’ll be delivering a keynote presentation on a similar topic at the Global Excel Summit in London at the beginning of February. Hope to see you there online or even better, in person! (and be sure to use the discount DANIELLE10) #financialmodelling #linkedinlearning #presentations #FinPresGES25

Here’s the thing nobody tells you about speaking on a panel or podcast. Most people are so focused on sounding smart that they forget the ONLY thing the audience cares about. Connection. Real, human, punch-you-in-the-chest connection. After speaking at SXSW, SEAT, and presenting to teams at Disney Entertainment, Live Nation Entertainment, Peloton Interactive, and a few others who definitely didn’t have time to be bored, I’ve learned one truth. Public speaking is not a performance. It’s a service. And when you treat it like service, everything changes. Here are the data-backed habits that actually move the needle. 1. Speak in 12-second blocks. Studies show the average listener tunes out after 12 to 18 seconds. Break everything into short, clean blocks. No paragraphs. Just punches. 2. Start with a story, not a credential. Neuroscience says stories activate up to 7 regions of the brain. Credentials activate one. Make them feel before you make them think. 3. Give one controversial take. Panels are full of "nice" opinions. Be the person who says the thing everyone is thinking. Bold viewpoints create 3 to 5 times more engagement. 4. Make every answer actionable. People remember speakers who solve problems. Not speakers who speak. Every point you make should pass the "can someone use this tomorrow" test. 5. Let your personality leak. Humor increases retention by 20 percent. Vulnerability increases trust by 40 percent. Combine both and you’re basically cheating. 6. Slow your pace by 15 percent. Most speakers rush. Research shows listeners rate slower speakers as more credible, more confident and more strategic. 7. End with a takeaway, not a thank you. Give them the line they quote later. The line they text to a friend. The line that gets screenshotted. If you’re stepping onto a stage or into a podcast, remember this. You’re not there to impress. You’re there to impact. And when you shift your mindset, the audience shifts with you. #sales #publicspeaking #podcast