Archive for the ‘Selling’ Category

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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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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094 – Building bridges to thaw the frozen

Posted by  Anecdote International —February 9, 2021
Filed in Business storytelling, Podcast, Selling

How can you change the direction of a conversation that is going off track? Listen to hear from storytelling expert and Anecdote Partner, Param Venkat.

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089 – Corporate Storytelling—Sales communication with Mike Adams and Paul Ichilcik

Posted by  Anecdote International —December 22, 2020
Filed in Communication, Corporate Storytelling, Podcast, Selling

The best sellers are the ones who tell stories. Listen to hear Anecdote Principals, Mike Adams and Paul Ichilcik, share their insights on sales communication.

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074 – It’s not how good you say you are

Posted by  Anecdote International —September 8, 2020
Filed in Culture, Podcast, Selling

What happens when you highlight a colleague’s expertise to a prospect? Listen to hear how a simple tweak in conversation can dramatically change the sale.

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070 – Prof. Christensen gets the job done

Posted by  Anecdote International —August 11, 2020
Filed in Insight, Podcast, Selling

What job does your customer hire your product to do? In this week’s episode, hear how Professor Clayton Christensen’s market research revolutionised the McDonalds milkshake.

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068 – How to animate Disney executive characters

Posted by  Anecdote International —July 28, 2020
Filed in Communication, Insight, Podcast, Selling

Do you understand what drives your business? Listen to hear how Bob Iger’s insight evolved Disney Animation for the better.

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The best sellers use story-triggering

Posted by  Shawn Callahan —April 4, 2019
Filed in Business storytelling, Selling

When selling, think about the stories you are triggering for your prospects. Create situations that are remarkable, just like this car salesperson did.

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Story-powered Retail Conversations for Luxury Brands

Posted by  Shawn Callahan —October 26, 2018
Filed in Business storytelling, Selling

For luxury brands, where a major goal is to conjure a dream and create meaningful experiences, storytelling is an essential technique. Here’s how to do it.

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