Named by FORTUNE Magazine as a "Must-Read" "Jerry Weissman makes the challenge of producing and delivering effective presentations delightfully simple. Read it and benefit!" Tim Koogle, Founding CEO, Yahoo!
"A great read for all of us who have ever struggled with any aspect of our public speaking skills. Presenting to Win contains the same timeless techniques that helped me  years ago." Jeff Raikes, former President, Microsoft Business Division, Microsoft Corporation, and CEO, Bill and Melinda Gates Foundation
"Jerry is The Man when it comes to making great pitches. If your pitch doesn't get a whole lot better after reading this book, something is wrong with you." Guy Kawasaki, Managing Director and Chairman, Garage Technology Ventures, and bestselling author of The Art of the Start
"Presenting to Win is the shortest path to applause for any presenter. It will be your bible for the PowerPoint Age. It's loaded with easy actions and real examples that really work. I've used them. I know." Scott Cook, Founder, Intuit
Thirty million presentations will be given today. Millions will fail. Millions more will be received with yawns. A rare few will establish the most profound connection, in which presenter and audience understand each other perfectly!discover common ground! and, together, decide to act.
In this fully updated edition, Jerry Weissman, the world's #1 presentation consultant, shows how to connect with even the toughest, most high-level audiences … and move them to action!
He teaches presenters of all kinds how to dump those PowerPoint templates once and for all and tell compelling stories that focus on what's in it for the audience.
Weissman's techniques have proven themselves with billions of dollars on the line. Thousands of his elite clients have already mastered them.
Now it's your turn! What you must do to tell your story
Focus before Flow: identifying your real goals and message
The power of the WIIFY: What's In It For You. Staying focused on what your audience really wants
Capture your audience in 90 seconds! and never let go! Opening Gambits and compelling linkages
Master the art of online Web conferencing: Connecting with your invisible audience
From brainstorming through delivery: Crafting the Power Presentation, one step at a time
Contents of Presenting To Win: The Art of Telling Your Story by Jerry Weissman
Foreword to the Updated and Expanded Edition
Preface: What's Past Is Prologue
Introduction: The Wizard of Aaahs
The Mission-Critical Presentation
The Art of Telling Your Story
A New Approach to Presentations
The Psychological Sell
Company Examples: Cisco Systems * Microsoft
Chapter One: You and Your Audience
The Problem with Presentations
The Power Presentation'
Persuasion: Getting from Point A to Point B
Company Examples: Network Appliance * Luminous Networks
Chapter Two: The Power of the WIIFY
What's In It For You?
The Danger of the Wrong "You"
Company Examples: Brooktree * Netflix * Luminous Networks
Chapter Three: Getting Creative: The Expansive Art of Brainstorming
The Data Dump
Managing the Brainstorm: The Framework Form
Brainstorming: Doing the Data Dump Productively'
Focus Before Flow
Company Example: Adobe Systems
Chapter Four: Finding Your Flow
The 16 Flow Structures
Which Flow Structure Should You Choose?
Guidelines for Selecting a Flow Structure
The Value of Flow Structures
The Four Critical Questions
Company Examples: Intel * Cisco Systems * BioSurface Technology * Tanox * Cyrix * Compaq Computer * ONI Systems * Epimmune
Chapter Five: Capturing Your Audience Immediately
Seven Classic Opening Gambits
Compound Opening Gambits
Linking to Point B
Tell 'em What You're Gonna Tell 'em'
90 Seconds to Launch
Winning Over the Toughest Crowd
Company Examples: Intuit Software * DigitalThink * Mercer * Management Consulting . Cisco Systems * Yahoo! * Macromedia * Argus Insurance * Thera Tech * Microsoft * Network Appliance' * Cyrix * ONI Systems * Laurel Elementary School
Chapter Six: Communicating Visually
The Proper Role of Graphics
Less Is More'
Graphic Design Elements
Company Example: Microsoft
Chapter Seven: Making the Text Talk
Bullets Versus Sentences
Crafting the Effective Bullet Slide
Minimize Eye Sweeps with Parallelism
Using the Build'
Chapter Eight: Making the Numbers Sing
The Power of Numeric Graphics
Typography in Numeric Graphics
The Hockey Stick Subtle?
Yes, But …
Chapter Nine: Using Graphics to Help Your Story Flow
The 35,000-Foot Overview
Graphic Continuity Techniques.
Presenter Focus Revisited
Graphics and the 35,000-Foot View
Company Examples: Modex Therapeutics * Intel
Chapter Ten: Bringing Your Story to Life
Verbalization: The Special Technique
Internal Linkages in Action
Company Example: Central Point Software
Chapter Eleven: Customizing Your Presentation
The Power of Customization
The Illusion of the First Time
Gathering Material for Customization
External Linkages in Action
Company Examples: Elevation Partners * Cisco Systems
Chapter Twelve: Animating Your Graphics
How Versus Why and Wherefore
Microsoft PowerPoint 2003 and 2007
Animation and the Presenter
Company Example: Microsoft PowerPoint
Chapter Thirteen: The Virtual Presentation
Anytime, Anyplace, Anyone
How the Virtual Presentation Works
Preparing for Your Virtual Presentation
Connecting with Your Invisible Audience
Creating a Winning Virtual Presentation
The Future of the Virtual Presentation
Company Examples: Microsoft Office Live Meeting. * Cisco Systems WebEx
Chapter Fourteen: Pitching in the Majors
End with the Beginning in Mind
It All Starts with Your Story.
Practice, Practice, Practice
Every Audience, Every Time
Company Example: Microsoft
Appendix A Tools of the Trade
Appendix B Presentation Checklists
“The greatest danger in times of turbulence is not turbulence; it is to act with yesterday’s logic”. — Peter Drucker
The shift from manual workers
who do as they are being told — either
by the task or by the boss —
to knowledge workers
who have tomanage themselves ↓
profoundly challenges social structure …
“Managing Oneself is a REVOLUTION in human affairs.” … “It also requires an almost 180-degree change in the knowledge workers’ thoughts and actions from what most of us—even of the younger generation—still take for granted as the way to think and the way to act.” …
… “Managing Oneself is based on the very opposite realities: Workers are likely to outlive organizations (and therefore, employers can’t be depended on for designing your life), and the knowledge worker has mobility.” ← in a context