During the recent SAMA (Strategic Account Management Association) Annual Conference, we conducted a poll of a couple of hundred Strategic Account Managers and sales leaders about the things that presenters do that can set themselves up for success or doom them to failure.

As we've all heard, we only get one chance to make a good first impression (and it's even harder to change a perception that's less than positive). Given that, every presentation opportunity we get is important. Below is a list of the most commonly mentioned mistakes presenters can make that put an audience on their heels and limit the presenter's effectiveness:


The presenter doesn't appear to have done their research
The presenter makes too many assumptions about the audience and their needs
The slides haven't been tailored to the audience
The focus is on the presenter and not the audience
The presenter seems nervous or lacking in confidence
It doesn't seem that the speaker really understands their own material
The presenter reads the slides or a script
Eye contact with the audience is limited
The presentation delivery is poor (monotone delivery, slow pace, too many filler words...)
The presenter doesn't come across as likeable (not smiling, low energy level, not enthusiastic...)


Speaking opportunities come in many shapes and sizes, from relationship management presentations to workshops, from new account acquisition presentations to speeches. In all of these situations, we need to be the best presenters we can be. This list provides a good reminder of the things we need to consider as we are preparing for a presentation opportunity.

Next month: Presentation "DOs".