In working with sales teams and leaders over many years, there is a constant theme when it comes to pitching and presenting. That is, the vast majority focus all of their attention on the content, and getting it right. In fact they spend so much time learning what to say, almost to the point of wanting to repeat the words verbatim, believing that this is what will persuade and influence their audience. It is not. In the years that I have been facilitating & training, I have been constantly working as hard on a different skill as I have been on the content, and it is one of the key differences between a presentation wowing the audience or being a flop.