Category: Storytelling

Sales is changing, and value-based storytelling is the path to future success.  Sales has changed over the years.  In the first part of the last century, salespeople made a product pitch.  In recent years we have seen the move to challenging the customer with new ways of looking at their situation. You hear the buzzwords […]

The latest Gallup Poll shows that a whopping 53% of employees are not engaged at work, and 13% are disengaged, including some whose actions will negatively impact the company. That leaves only 34% of employees who are engaged and actively working to bring creativity, productivity, and growth to your company. That means we have a […]

The fast pace of today’s digital world has changed the attention span of today’s audience. If you don’t grab your audience’s attention in less than 30 seconds, they will tune you out.  So, don’t open with the usual introductory remarks, like thank you for joining me, or telling them what you are going to talk […]

We’ve all faced customers that say they are happy with the current situation and NO! to making a change.  We use our best value proposition or our latest deal. Yet they remain steadfast in their determination not to buy our product or service or support our cause.  In their book Switch, the Heath brothers use […]