Archive for the ‘Selling’ Category


Storytelling for Sales is growing

Posted by  Mark Schenk —April 12, 2016
Filed in News, Selling

In June last year we released the Storytelling for Sales™ program and have been delivering it in Australia and the US. One of the main objectives of the program is to close the gap between the very best salespeople and the core sales group. And it’s a big gap. When it comes to complex solution […]

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Our first Anecdote Partner Conference – A gathering of storytellers in Palm Cove

Posted by  Lucy Honeywell —September 9, 2015
Filed in Business storytelling, Events, Selling

In July the Anecdote team (unfortunately minus Helen) spent 3 days in Palm Cove for our first Partner Conference. The location was magnificent. We were joined by partners from across Australia and even from India. The gathering of storytellers The first session was an open space. The Partners wrote down concerns or suggestions and we […]

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3 simple ways to improve your sales pitch

Posted by  Mark Schenk —July 20, 2015
Filed in Business storytelling, Selling

Over the past few months we’ve been helping a global architecture firm put together pitches for several multi-million dollar opportunities. It’s been a great experience, and learning opportunity, to apply the power of storytelling to pitching big ideas. The value of using storytelling in sales situations is evident but it really works well when the […]

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How to counter half-truths and lies with a better story

Posted by  Shawn Callahan —June 12, 2015
Filed in Business storytelling, Selling

Imagine that you’re responsible for communicating your company’s new strategy, and just as you’re about to do so, you hear something worrying on the grapevine. A lot of employees believe the strategy was created by the new CEO going home one night, digging up an old strategy from his previous company, then making copies of […]

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Improve sales performance with Storytelling for Sales

Posted by  Shawn Callahan —December 2, 2014
Filed in Business storytelling, Selling

In 1988 I joined the database software company Oracle Systems. I worked in the Canberra sales team, where my job was to demonstrate the technical capabilities of the software to clients. One day the national sales manager arrived unannounced from Sydney and told us that he wasn’t happy with our progress. He gathered us in […]

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Unlock the power of storytelling by being specific

Posted by  Mark Schenk —October 16, 2013
Filed in Business storytelling, Selling

To really unlock the power of storytelling, you need to Be Specific with the stories that you tell. Last week I was working with a group of bank managers in one of our Storytelling for Leaders programs. We were showing them how the Influence Story pattern can be used to help overcome entrenched positions and tackle anti-stories. […]

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People buy from people they like

Posted by  Shawn Callahan —January 31, 2013
Filed in Selling

People buy from people they like and people buy from people like them. This was brought home again to me last week when an email turned up out of the blue that started; “It came as a surprise, on checking out your website, to discover you have not one bona fide storyteller among the names […]

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Context is king

Posted by  Shawn Callahan —September 10, 2008
Filed in Culture, Selling

In case there are still people out there who believe we act as rational decision makers, take this scenario. You’re in a shop to buy a new ipod and you hear from a friend that two blocks down the street you can get the same one $50 cheaper. Do you go? Yes. Of course. It’s […]

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Using storytelling in sales

Posted by  Shawn Callahan —July 24, 2006
Filed in Selling

Ford Harding has written two useful articles on using anecdotes to overcome common selling challenges. In Harding case he’s focussed on professional firms but the suggestions hold true for anyone wishing to improve their sales. The first article describes some ways to use anecdote in a sales environment. Here are the article headings. Create Tangible Value Demonstrate The Value […]

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