CHAPTER7Decision Maker Leaves:Reading the Room

You need to be cognizant of people’s eyeballs, all of them around the room.

—Steve Blank

If you’re starting to feel like you need to be a juggler to successfully present at the C-level, you’re not far off. And one of those balls you can’t lose track of, according to Steve Blank, is the ability to “understand when the context of the meeting has shifted around you and be able to move from ‘presentation mode’ into ‘process mode’.” Instead of focusing on content, you may need to take off your “presenter hat” and put on your “process hat.” That is, you stop to make sure that the way you are presenting your content is hitting the target. Presenters who can make this distinction will have a huge advantage ...

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