Blog

How do you apply the power of storytelling to pitching big ideas? Here are three ways to improve your sales pitch that might make all the difference.

A knee jerk reaction to counter half-truths and lies is to set everyone straight with the facts. This is the worst approach. See why and what to do instead.

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 …

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 …

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 …

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 …

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 …