This blog is for you if you are in sales. What we are focussing on in this blog is the most overlooked, but the most important part of the sales process. No, its not the sales presentation. Let's find out what exactly it is. Over the last one month I have worked with senior sales teams of a few organisation where the task was to spot stories that could be told in an upcoming sales activity. These...

I couldn't remember, so, I did not say is what leads to wasted sales opportunities. I learnt this at Paul Smith's Book Club on SPI and I am so glad that I attended this book club. Why am I glad? Well, its simple. When you want to learn something you look for information but the problem we face is in finding relevant information that makes you say, " I am so glad I found this". The book club with...

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...