Author Archive

To lead a sales team, you must manage the stories they tell and hear

You cannot succeed in sales leadership without managing and leveraging your team’s stories. Read how this practice helped a sales leader in a global organisation.

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Can you keep your cool in a tough negotiation?

Posted by  Mike Adams —September 2, 2021
Filed in Anecdotes, Business storytelling, Communication, Corporate Storytelling

There is no chance of agreement when opposing sides lose their cool. Here’s a story you can enjoy as an anecdote or retell it to make a similar point.

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Magicians, marines, and medics: Understanding sales roles

Posted by  Mike Adams —May 13, 2021
Filed in Business storytelling, Corporate Storytelling, Selling

We’ve been told that there are two types of salespeople, hunters and farmers, but there are three. In this post, Mike Adams will introduce them to you.

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Seven ways to win tenders by thinking like a military commander

Posted by  Mike Adams —March 25, 2021
Filed in Business storytelling, Corporate Storytelling, Selling

Like a General in war, you normally don’t have the full picture in a sales engagement. Nonetheless, it’s the salesperson’s responsibility to know what is going on.

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All storytelling is about problem-solving

Posted by  Mike Adams —October 8, 2020
Filed in Anecdotes, Business storytelling, Communication

In this blog post, Mike Adams explains how storytelling is about problem-solving and is also our primary mental tool for solving problems.

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The ponytail and why your stories must be true

Posted by  Mike Adams —August 27, 2020
Filed in Anecdotes, Business storytelling, Communication

Have you heard the story about how NASA spent millions of dollars developing a pen that would work in zero gravity? There’s a problem with this story…

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Stories are the brain’s natural language

Posted by  Mike Adams —June 24, 2020
Filed in Anecdotes, Business storytelling, Communication

Stories are so powerful because that is how our brains are structured—our brains work by identifying and predicting sequences of related events.

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Get to know Mike Adams, Head of Story-Powered Sales

Posted by  Mike Adams —April 30, 2020
Filed in Business storytelling, Communication, Selling

Read more about Mike Adams, the Head of Story-Powered Sales at Anecdote and the acclaimed author of Seven Stories Every Salesperson Must Tell.

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