Last week I shared an update on Linkedin (screen shot below ) A reader requested an example and I am most thrilled when I am asked more questions because in finding answers to these questions I learn. So, thank you for asking. This is a great example of how Beyond war made 5,000 ( a statistic ) meaningful. I got this example from Made to Stick by Chip & Dan Heath Who is Beyond War? Beyond War is...

Going to meet a client for a presentation and wondering -What am I going to say when I see the client? Your sales storytelling is focussed on what you want to say. Move the spotlight to your client from yourself and think - WHAT ARE THEY GOING TO SAY? Abraham Lincoln once said, "When I'm getting ready to reason with a man, I spend one-third of my time thinking about myself and what I am going to...

Sales Storytelling is on the rise, and it should be, because it's the most compelling way to talk about anything that you wish to sell. But as a sales person, a key question you need to ask yourself before telling sales stories is - Am I telling this story for a sprint or a marathon with my customer? Sprint = Short run sales numbers where there is an immense short-term focus. Marathon = Long-term...

My last blog was about the importance of point, purpose and audience in delivering a relevant story. In this blog, I want to share, how to craft a story that conveys the point, is on purpose and relevant. Let's try to look at this through Matt's eyes... Who is Matt? Matt works in a corporate organisation and is responsible for selling cloud services platform for a technology company. Matt has to...