1 rich Libsyn https://www.libsyn.com 90 600 Terri walks through how a background in competitive speech and debate evolved into a 30+ year career helping top performers—CEOs, brokers, sales teams, and even members of Congress—win more often by mastering persuasive communication. Her foundation is simple but powerful: communication is not about what you say—it’s about what the listener hears, processes, and acts on. She shares how her early career “breaking territory” through cold calling and filling rooms from scratch shaped her philosophy: you must be both scrappy enough to earn attention and skilled enough to convert it. The core problem she sees today: experienced professionals rely on confidence instead of preparation, while newer professionals lack structure—so both default to “winging it.” And that’s costing deals. Her latest book, Presentation Ready, is built on a multi-phase research study identifying the 12 most common mistakes that cause professionals to lose opportunities—based on both self-reflection and buyer feedback. What You’ll Learn (from Terri) Why “winging it” is the silent deal killer – Veterans rely on experience → leads to complacency – Newer professionals lack a repeatable structure – Result: inconsistent messaging and missed outcomes The real mistake: being informative instead of persuasive – Most professionals “data dump” instead of influencing decisions – Buyers don’t reward information—they reward clarity and conviction The disconnect that’s costing you deals – You think you’re clear → your audience thinks you’re boring – #1 feedback from buyers: “The presentation was boring” Why recording yourself is non-negotiable – You cannot fix what you don’t recognize – Watching yourself exposes verbal habits, weak structure, and lack of impact The importance of scrimmaging (roleplay) – Top performers don’t practice presentations—they rehearse outcomes – Like athletes, drills build specific skills that show up under pressure Why “scrappy + structured” wins in today’s market – Scrappy gets you in the room – Skill gets you the deal About Terri Sjodin Terri Sjodin is the Founder of Sjodin Communications and one of the leading experts in persuasive presentations and sales communication. She is a New York Times best-selling author, Hall of Fame speaker (National Speakers Association), and has worked with Fortune 500 companies, national sales teams, and government leaders. Her latest book, Presentation Ready, is based on decades of real-world experience and a multi-phase research study on what actually causes professionals to win—or lose—opportunities. The Massimo Show https://rodsantomassimo.com/podcasts-1/ <iframe title="Libsyn Player" style="border: none" src="//html5-player.libsyn.com/embed/episode/id/40698450/height/90/theme/custom/thumbnail/yes/direction/forward/render-playlist/no/custom-color/88AA3C/" height="90" width="600" scrolling="no" allowfullscreen webkitallowfullscreen mozallowfullscreen oallowfullscreen msallowfullscreen></iframe> https://assets.libsyn.com/secure/content/201731480