--- title: Why Change Selling Blog | discovery description: discovery | Why Change Selling blog on sales enablement, sales performance, sales coaching, and training topics. --- [![WCS LOGO-01-cropped](https://www.shift90.partners/hs-fs/hubfs/WCS%20LOGO-01-cropped.png?width=928&height=377&name=WCS%20LOGO-01-cropped.png) ![WCS LOGO-01-cropped](https://www.shift90.partners/hs-fs/hubfs/WCS%20LOGO-01-cropped.png?width=928&height=377&name=WCS%20LOGO-01-cropped.png) ](https://www.whychangeselling.com/) #### [Sales Playbook As a Service](https://www.admarco.net/as-a-service) #### [Sales On-Boarding As a Service](https://www.admarco.net/as-a-service#on-boarding-service) #### [Sales Academy-as-a-Service](https://www.admarco.net/as-a-service#academy-service) #### [Channel Enablement As a Service ](https://www.admarco.net/as-a-service#channel-enablement-service) #### [Content](https://www.admarco.net/a-la-carte-services) #### [Sales Process ](https://www.admarco.net/a-la-carte-services#sales-process-service) #### [Training and Gamification](https://www.admarco.net/a-la-carte-services#training-gamification-service) #### [Events](https://www.admarco.net/a-la-carte-services#events-service) #### [Build](https://www.admarco.net/services-by-phase) #### [Launch](https://www.admarco.net/services-by-phase#launch-service) #### [Sustain](https://www.admarco.net/services-by-phase#sustain-service) ![zoom1920](https://www.shift90.partners/hs-fs/hubfs/zoom1920.jpg?width=1920&height=1280&name=zoom1920.jpg) # Why Change Selling Blog ##### SUBSCRIBE FOR UPDATES ###### 3 min read ## [The Newton Klotz Story (An amazing sales story & what you can learn)](https://www.shift90.partners/blog/the-newton-klotz-story-an-amazing-sales-story-what-you-can-learn) By [Mark Gibson](https://www.shift90.partners/blog/author/mark-gibson) on May 11, 2012 12:00:00 AM [![](https://www.shift90.partners/hs-fs/file-14061154-jpg/images/rapport.jpg) ](https://www.shift90.partners/blog/the-newton-klotz-story-an-amazing-sales-story-what-you-can-learn) I'm delighted to introduce you to business partner [Adam Zais](http://www.linkedin.com/profile/view?id=78966&locale=en_US&trk=tyah), VP Business Development at professional video hosting and analytics company [Wistia](http://www.wistia.com), who related this story in a recent conversation and I asked him to write it down. Actually Adam wrote this one down and quite a few more in a collection of sales stories and what we can learn from them....and we plan to publish them in a book next year. ###### Topics: [sales](https://www.shift90.partners/blog/topic/sales) [qualification](https://www.shift90.partners/blog/topic/qualification) [discovery](https://www.shift90.partners/blog/topic/discovery) [rapport](https://www.shift90.partners/blog/topic/rapport) ###### 2 min read ## [Put the Clicker down and Step Away from the Powerpoint Projector](https://www.shift90.partners/blog/put-the-clicker-down-and-step-away-from-the-powerpoint-projector) By [Mark Gibson](https://www.shift90.partners/blog/author/mark-gibson) on Mar 10, 2011 12:00:00 AM [![](https://www.shift90.partners/hs-fs/file-14054978-jpg/images/enablement_white.jpg) ](https://www.shift90.partners/blog/put-the-clicker-down-and-step-away-from-the-powerpoint-projector) Sounds like a line from a familiar TV show, except it would be "put the gun down and step away from the ....." The best advice I can give to sales professionals whether starting out or with 20 years experience, is to put the clicker down and step away from the PowerPoint projector. There may be a time toward the end of the sales cycle when the buyer actually wants to see a presentation of your proposed solution... then it's OK to present. If you want to use Powerpoint, then please use the [resources for creating engaging PowerPoint presentations](http://www.admarco.net/inbound-marketing-messaging-sales-performance-blog/bid/32675/A-Guide-to-Creating-Engaging-Powerpoint-Sales-Presentations)....otherwise I recommend that you learn to use a whiteboard to tell your story.   ###### Topics: [discovery](https://www.shift90.partners/blog/topic/discovery) [sequence of events](https://www.shift90.partners/blog/topic/sequence-of-events) [whiteboard selling](https://www.shift90.partners/blog/topic/whiteboard-selling) [whiteboarding](https://www.shift90.partners/blog/topic/whiteboarding) [All posts](https://www.shift90.partners/blog/all) ##### Title Goes Here Title Goes Here ##### Title Goes Here Title Goes Here ##### Title Goes Here Title Goes Here ##### Recent News ** ** ** ** ** ** [![CLEAN-logo-white](https://cdn2.hubspot.net/hub/507386/hubfs/CLEAN-logo-white.png?width=70&height=35&name=CLEAN-logo-white.png "CLEAN-logo-white")](https://www.Shift90.partners) Copyright © 2020 Your Company, Inc. ** [![Shift90](https://www.shift90.partners/hs-fs/hubfs/Shift90%20logo%20RGB%20copy%20Large.png?width=213&height=35&name=Shift90%20logo%20RGB%20copy%20Large.png "Shift90")](https://www.Shift90.partners) Copyright © 2022 Why Change Selling - All Rights Reserved. **