The Art of the Pitch: Persuasion and Presentation Skills that Win Business

Hardcover | January 3, 2012

byPeter Coughter

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Occasionally, a great idea will sell itself. The other 99% of the time, you have to find a way to persuade others that it is, in fact, a great idea. Most executives spend the vast majority of their time creating their work, and almost no time on the presentation. Through an engaging and humorous narrative, Peter Coughter presents the tools he designed to help advertising and marketing professionals develop persuasive presentations that deliver business. Readers will learn how to hone their individual natural presentation style, how to organize a powerful presentation, how to harness the elegant power of simplicity, how to truly connect with an audience, how to rehearse effectively, and most importantly, how to win.

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From the Publisher

Occasionally, a great idea will sell itself. The other 99% of the time, you have to find a way to persuade others that it is, in fact, a great idea. Most executives spend the vast majority of their time creating their work, and almost no time on the presentation. Through an engaging and humorous narrative, Peter Coughter presents the t...

Peter Coughter is a Professor at the prestigious VCU Brandcenter at Virginia Commonwealth University and President of Coughter & Company whichconsults with leading advertising agencies around the world.His clients include: Crispin Porter + Bogusky, DDB, Cramer-Krasselt, Dentsu, GSD&M, Goodby Silverstein, JWT, Leo Burnett, Publicis, Y&...
Format:HardcoverDimensions:256 pages, 9.46 × 6.44 × 0.92 inPublished:January 3, 2012Publisher:Palgrave MacmillanLanguage:English

The following ISBNs are associated with this title:

ISBN - 10:0230120512

ISBN - 13:9780230120518

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Extra Content

Table of Contents

Foreword * Chapter 1 * Chapter 2: White Spaces * Chapter 3: How We Connect * Chapter 4: The Power of Emotion * Chapter 5: How to Be * Chapter 6: The Thin Line * Chapter 7: Thoughtfulness * Chapter 8: The Way We Say Things * Chapter 9: It's More Important to be Passionate About the Work * Chapter 10: You Gotta Be You * Chapter 11: Before You Do Anything * Chapter 12: Death by Deck * Chapter 13: Organizing the Presentation * Chapter 14: Reherse, Reherse, Reherse * Chapter 15: Own It * Chapter 16: Getting Started * Chapter 17: What They See is What You Get * Chapter 18: Humor Vs. Jokes * Chapter 19: Punctuation * Chapter 20: You Never Know * Chapter 21: Standing Up

Editorial Reviews

"What you'll love about this work is the total freshness it brings to presentations. From the very first chapter, Coughter redefines the challenge, resets the approach and shares invaluable tales from the front lines that will make you ache for a chance to get back in the game." - Dan Wieden, President, Wieden & Kennedy"So you've spent hours, days, and weekends working on your next big idea? Well, all your work may count for diddly squat if you can't sell it. That's where Coughter's book can help. It's like getting one of his valuable Workshops in book form." - Luke Sullivan, Chair, Advertising Department, Savannah College of Art & Design and author of Hey Whipple, Squeeze This 'This book is full of stories from great presenters. I know many of them. Three are on my list of the top people I've ever heard present. Peter Coughter is the best of them. Every creative person, every account person, every client, every Marketer everywhere should read this book. It is essential to selling your ideas.' - Pam El, VP, Marketing, State Farm'Peter Coughter is not only a master of the pitch, he's an outstanding teacher. Read what he writes, and then read it again. This book is a gem.' - John Adams, Chairman, Chief Executive Officer, The Martin Agency