Three ways to begin your presentation with a storyJim Schrager, a long-time veteran of the venture capital world, works with MBA students at the University of Chicago to improve how they sell their ideas. Students pitch their ideas to him and they tend to follow a logical path: the market size is X, if we can get 3% of that market our revenue will look like this in 3 years. Read more
How to create stories to drive actionGreat storytellers can cut through the noise and produce tremendous value for organizations at a very low cost. Telling a solid story is just as essential as developing a great product. One of the most important roles to fill when trying to build a passionate community is that of the storyteller. Read more
Learn how to sell from an artist with a storyWould you take business advice from an artist dressed in jeans and a white t-shirt? You would if that artist takes found objects and turns them into large-scale, abstract paintings that sell for $200,000. Why so much? Because this is the story about the people, places and things involved in this artwork. Any sales professional could learn from Mark Bradford. Read more
Winning in nothing but underwareAnyone responsible for selling something, whether it’s a product, service or idea, has a competitive streak. The will to win drives us to rethink our strategies and try different approaches. When one method fails, we try another. It was no different for John Edgar. In 1948 he wanted to own the fastest motorcycle on earth. Read more
How to introduce humor in public speaking, part 2In the last post, I shared some tips to help you get your presentation off to a good start via humor. When your audience laughs, they may have a tendency to see things your way. At the very least, if you can keep them amused, they won’t fall asleep! In this post, tips #5 – 10! Read more
How to introduce humor in public speaking, part 1President Barack Obama exacted his revenge last weekend after weeks of attacks from his would-be Republican challenger Donald Trump, joking that the billionaire businessman could bring change to the White House, transforming it from a stately mansion into a tacky casino with a whirlpool in the garden. Read more
The art of the tell, Part 1Why do you need to tell stories? Because today everyone — whether they know it or not — is in the emotional transportation business. More and more, success is won by creating compelling stories that have the power to move partners, shareholders, customers and employees to action. Simply put, if you can’t tell it, you can’t sell it. Read more
What sales people can learn from Sam AdamsYou hear ‘Sam Adams’ today and you think beer. But, on a recent Boston Freedom tour, it was clear that he never owned a brewery but rather he was a political and public relations genius; something all sellers can learn from.
Storytelling sells: what is your story?Premium brands all have stories to help endear their customers to them. Whether you are a global luxury brand or not, a story will help drive a premium for your product. BMW has long history of creating performance vehicles that started with the production of engines for early airplanes. Read more
Using fictional storytelling techniques in business, part 2In the wildly successful book Made to Stick, authors Chip and Dan Heath offer an easy outline to remember when trying to make ideas memorable and convincing: SUCCES (simple, unexpected, concrete, credibility, emotion and stories). And there’s a reason they put stories in the acronym’s last spot. Read more