Narrative Sales Storytelling Archives - Page 2 of 3

23 May

Sales Storytelling : Interviews or Customer Safari? Part 1 of 2

This blog is for you if your efforts in getting to know your customer are limited to customer segmentation, traditional market analysis and customer surveys You may think what more needs to be done to understand a customer? You need to understand the person behind your customer. Have an understanding of situation, mindset and behaviour. How would one go about doing that?…

09 May

Storytelling : Innovation and Growth is our strategy !

This blog is for you if you, as leader, have these questions running through your mind 1.How can I motivate my team to Innovate? 2.Shall I focus on global business growth or connection with our employees? Before I start I want to thank my client Uen Li Chia for inspiring this blog. A couple of months ago I wrote a…

22 Apr

Sales Storytelling: You wasted your customer’s time!

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…

10 Feb

Sales Storytelling: I couldn’t remember. So, I did not say

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…

01 Feb

Sales Storytelling : Statistics who cares ?

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 (…

30 Jan

Sales Storytelling : What am I going to say?

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,

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14 Dec

Sales Storytelling: A Sprint or a Marathon?

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…

22 Nov

Matt’s in the Boardroom. Influencing via Storytelling Part 2 of 2

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…

12 Oct

Storytelling : And why say a hello like this?

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…

04 Oct

Relationship building with a sales prospect is a myth

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 …