Recently, I had the opportunity to work with a group of lawyers where in a short period of time we had to craft 6 different stories which conveyed a point. Did we manage to craft the stories in the short period of time we had? Yes, of course we did. The group came up with stories that moved the audiences so much that we had claps, cheers, standing ovations and tears. A part of me was thrilled to...
It was on 4 Feb 2014, I was on my way to a client meeting and I received a sms - chk out Satya N's letter to employees. I straight away looked online and found the newly appointed CEO of Microsoft's letter to employees on his first day. This morning as I watched Satya's interview on Why Microsoft Exists ? I was reminded of his letter to Microsoft employees on his first day as a CEO. The letter...
As I write this blog in another window of my computer I am writing a proposal for a company that wants to craft stories for positioning its Brand as an Employer of Choice. I have had several discussions with this client and everyone in the company is very keen to jump in to this project and for me Its a dream consulting project because I get a real kick out of solving real life business...
My last post on Pharma Sales Storytelling concluded that Relationship and Features & Benefits Storytelling were 2 key areas of focus for product sales people. In this post I will dig deeper into Relationship Sales Storytelling. Relationship is a meaningful word used loosely in a sales environment. In 2009 I was working as a Director of Sales in Australia and one of the things we did before going...
Recently I gave a talk on Sales Storytelling at a leading Pharmaceutical Company. In preparation for this talk I researched on Pharma sales industry, spoke to a few pharma sales reps and doctors ( key client for pharma sales reps). In this preparation, there are insights I discovered which I think can be of great use to the pharma sales industry and the stories they tell. My previous blogs on...
Some beliefs that we don't question when it comes to sales persons' skills Belief 1 - You have the gift of gab and you can sell ice to Eskimos. You are a great sales person. Belief 2 - Talk is cheap. Its your ability to listen that makes you a great sales person. My belief - It is important to be able to talk and listen well but what you are talking about and what you are listening to will not...