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CASE STUDY

Presenting with IMPACT for the European sales force

Cognex Corporation

Rear View of Young Office Workers in Casual Outfits Listening to a Top Manager Explaining Something Using Illustrations.

The client's challenge

Cognex  Corporation is the world’s leading provider of vision systems, vision software, vision sensors and industrial ID readers used in manufacturing automation. Machine vision is used for detecting defects, monitoring production lines, guiding assembly robots, and tracking, sorting and identifying parts. Headquartered in the USA near Boston, Cognex has offices in more than 20 countries and has clients throughout the Americas, Europe and Asia.

"Presentation skills become more and more important to our sales people as their careers progress. When they start as a sales engineer its very much about 1-1 meetings and demonstrations BUT as they move up in the company, it becomes increasingly important to present better with a clear message to audiences they’ve never met before. The stakes are getting higher and it's more of a challenge. We need our team to:

  • know what is their goal? and what is the outcome they are looking for from the presentation?
  • then ask, “what content will I actually need?” to achieve that goal.
  • confidently get their message across in a clear and authentic way.
  • ensure they, their message, and our solutions are remembered by the client"
Our solution
Presenting with IMPACT
 

Presenting with IMPACT is a hands-on workshop aimed at coaching both new and experienced presenters. The practical application of theory, tips and tricks and techniques to your own presentation is at the heart of the coaching process. This is then reinforced through self-, peer- and trainer feedback, allowing you to truly sharpen your skills. 

Identify your walk-away message

 

Merge your message with audience interests


 

Provide a clear and simple structure

Anticipate questions

Connect with your audience

Tell stories and use metaphors

Businesswoman doing conference presentation in meeting room

The result

 

"We chose Target Training and Presenting with IMPACT because I believe that this goal-based method for creating a presentation is fundamental to training how to present. The training was really interactive, and I have heard great things from our teams."

Nathan Wale, European Sales Training Manager, Cognex Corporation
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