Using a 15-Minute Presentation to Get People to Talk About Their Biggest Pain Point

I almost never want to introduce myself first, I'd much rather hear them introduce themselves and ask all kinds of questions. And then once I have all that context, I can really weigh more effectively tailor my whatever the, my introduction or parts of my background that are the most relevant or personal experiences that tie in with that. The other day, I spent time with a sales leader who was talking about this product that he's been out there trying to sell. He would just realize that by the end of those 40 minutes, people's eyes were glazed over. So instead of going through every feature, he'll jump right into number three. It became a night and day result.