Greg Rosner is the CEO of Pitch Kitchen and will be giving a keynote on turning presentations into conversations. Effective presenters collaborate with their audience through questioning rather than just transmitting information. Research shows that two-way presentations where ideas are engaged with are more memorable than linear presentations. Good presentations create an experience for both the presenter and audience. Structured conversations through a framework of starting with a question, proving credibility with facts, explaining problems and solutions, and ending with a question allows the presentation to truly become a back-and-forth dialogue.

1. KEYNOTE
Greg Rosner@PitchKitchen | greg@pitchkitchen.com
CHIEF EXECUTIVE OFFICER,
PITCH KITCHEN
NEW YORK, NY ~ MAY 8 – 9, 2017 | SALESSUMMITEAST.COM
#SalesSummitEast
How to Turn a Presentation
into a Conversation!

3. HOW TO TURN A PRESENTATION INTO A
CONVERSATIONCONVERSATION

4. May 1978

5. WHAT IS THE
PURPOSE OF
YOURPRESENTATION?

6. What makes a great presenter?

7. Research identifies collaborating with
prospects as one of the top ways to win
a sales pitch.1
Schultz, M. & Doerr, J. What sales winners do differently. RAIN Group. Retrieved
from: http://www.rainsalestraining.com/?LinkServID=059C80D7-DDD7-3C91-
A466DE06DB398F0B

8. The average buyer is over halfway through
their decision-making process before they
even speak to a salesperson.2
Pickus, P. & West, S. (2016). The Digital Evolution of B2B Marketing. CEB. Retrieved
from: https://www.cebglobal.com/content/dam/cebglobal/us/EN/best-practices-decision-
support/marketing-communications/pdfs/CEB-Mktg-ThinkB2B-Presentation.pdf

9. ASKS QUESTIONS, ALWAYS KEEN TO LEARN FROM OTHERS. THE WEAK
LEADER DOES ALL THE TALKING TO PROVE HOW MUCH THEY KNOW.”
“THE CONFIDENT LEADER
- SIMON SINEK

10. “I know this
already.”
“Duh.”
“ima gonna tweet
how stupid this is.”
“Why am I here.”
….1980…………….1990 …………….2000 …………….2010 …………….

11. ARE NO LONGER ABOUT INFORMATION
PRESENTATIONS

12. A GOOD QUESTION IS WORTH A MILLION ANSWERS.”
“ANSWERS ARE CHEAP.
- KEVIN KELLY

13. IS THE WRONG WAY
ONE WAY
LEARNING HAPPENS WHEN IDEAS ARE ENGAGED WITH – NOT JUST TRANSMITTED.
PHOTO: NORTH KOREA

14. 72% of survey respondents found two-way
presentations more memorable than linear ones.3
2016 State of Presentations Survey Report (2016). Prezi.

15. Presenting is 2-way

16. EXPERIENCE
PRESENTATIONS ARE ABOUT CREATING AN
THAT BOTH YOU AND
YOUR AUDIENCE
WILL NEVER FORGET.

17. THE RIGHT WAY
CONVERSATIONAL PRESENTING IS
TOPIC
PRESENTER
AUDIENCE
INTEREST
THE ZONE

18. REALITY: Your presentation is already a conversation.

19. GOOD NEWS
BAD NEWSPractice
Extrovert
Good design
Use Technology

21. STRUCTURED CONVERSATIONS
GREAT PRESENTATIONS ARE

22. HERE’S A WINNING
STRUCTURE

23. Start with a
question
“What are you trying
to accomplish?”
“What would you
like to focus on?” 1
Get insight.

24. Prove
credibility
Use facts, not
opinions.
2
1

25. Explain the
problem
What are the risks
and impact?
2
1
3

26. Talk about
the solution If it’s the audiences
problem it’s also
THEIR solution.
4
2
1
3

27. End with a
question
“What are your thoughts?”
5 2
1
3
4

28. HERE’S SOME EXTRA TIPS

29. VISUAL = MEMORABLE

30. USE PREZIINSTEAD OF POWERPOINT

31. BEFORE AFTER

32. MINDMAP
YOUR IDEAS

34. USE SLIDO.COM
INSTEAD OF ASKING FOR A SHOW OF HANDS

40. • Problem
• Solution
• Market Validation
• Market Size
• Product
• Business Model <<< KILLER SLIDE!
• Market Adoption
• Competition
• Competitive Advantages
• Team
• Press
• Users Testimonials
• Financial
Airbnb's pitch deck

42. HOW TO TURN A PRESENTATION INTO A
CONVERSATIONCONVERSATION

43. Questions?
greg@pitchkitchen.com
Spring 2018PODCAST