{"version":1,"type":"rich","provider_name":"Libsyn","provider_url":"https:\/\/www.libsyn.com","height":90,"width":600,"title":"Episode 103 \u2013 Terri Sjodin "Presentation Ready"","description":"Terri walks through how a background in competitive speech and debate evolved into a 30+ year career helping top performers\u2014CEOs, brokers, sales teams, and even members of Congress\u2014win more often by mastering persuasive communication. Her foundation is simple but powerful: communication is not about what you say\u2014it\u2019s about what the listener hears, processes, and acts on. She shares how her early career \u201cbreaking territory\u201d 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\u2014so both default to \u201cwinging it.\u201d And that\u2019s 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\u2014based on both self-reflection and buyer feedback. What You\u2019ll Learn (from Terri) Why \u201cwinging it\u201d is the silent deal killer \u2013 Veterans rely on experience \u2192 leads to complacency \u2013 Newer professionals lack a repeatable structure \u2013 Result: inconsistent messaging and missed outcomes The real mistake: being informative instead of persuasive \u2013 Most professionals \u201cdata dump\u201d instead of influencing decisions \u2013 Buyers don\u2019t reward information\u2014they reward clarity and conviction The disconnect that\u2019s costing you deals \u2013 You think you\u2019re clear \u2192 your audience thinks you\u2019re boring \u2013 #1 feedback from buyers: \u201cThe presentation was boring\u201d Why recording yourself is non-negotiable \u2013 You cannot fix what you don\u2019t recognize \u2013 Watching yourself exposes verbal habits, weak structure, and lack of impact The importance of scrimmaging (roleplay) \u2013 Top performers don\u2019t practice presentations\u2014they rehearse outcomes \u2013 Like athletes, drills build specific skills that show up under pressure Why \u201cscrappy + structured\u201d wins in today\u2019s market \u2013 Scrappy gets you in the room \u2013 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\u2014or lose\u2014opportunities. ","author_name":"The Massimo Show","author_url":"https:\/\/rodsantomassimo.com\/podcasts-1\/","html":"