It is hard to argue the value and impact of storytelling in business. Great stories capture people’s attention, imaginations, and emotions. Compelling stories inspire everyday buyers around the world. If you’re like most people we talk to, you’ll likely remember an excellent keynote speech or the opening of a C-Level presentation delivered by inspiring speakers with “the gift.” Perhaps you even feel great storytellers are born with this gift. Ahhh, but stories can be told by anyone and many different situations and venues and, they can all be told by you! The reality is that almost every day, you have the opportunity to create stronger emotional connections through storytelling. So, here’s my question: when you intend to persuade or motivate an audience to take action, do you always inform and educate or, do you use storytelling to shift their thinking?
[Bob] It happens all the time. We show a group of stakeholders how easy and helpful our software can be, but their feedback is “it seems too complicated.” How can that be? Certainly, the selection team doesn’t want us to take away any of that great functionality?
Modern, comprehensive applications may seem simple to us but easily appear too complicated in the eyes of a stakeholder. In all fairness, many prospective clients are simply trying to judge the ability of their people to learn and operate your applications efficiently. They are trying to predict the impact that your solution will have on their operations, and they are using your product demonstration to help them make that prediction.
While PowerPoint, Keynote and Prezi have plenty of reliable features, they’re clunky and slow compared to some of the new solutions that are out there. Their ubiquitous familiarity could even hurt the impact of your message.
Break away from the tried and true, or tired and boring. The following tools can freshen up your presentation game while giving you the convenience that a web-based creation platform offers.
Now, more than ever, it is imperative that stellar customer service continues long after the ink has dried on the dotted line. In sales, it isn’t abnormal for communication to falter, slow down, or even cease after the deal has been closed.
Ron Kendig, 2Win!’s VP of Consulting, understands that the pace set for sales makes it difficult to be attentive to newly acquired customers. “Let’s face it things move fast in today’s B2B environment. We are often onto the next deal just as the previous is finalized. Don’t underestimate the power of the referral, as a positive reference is still one of the most powerful buyer motivators. Keeping in touch with your customer can be key to developing your customer into a raving fan.”
Imagine you’ve just sat down at your desk and you’re preparing for the day. You have a minute or two to get a coffee from the drip coffee maker in the workroom as you wait for your dial-up to connect you to the internet. You may even have time to write out your bills and put them in envelopes that you’ve stamped with an actual stamp from the local post office so that you can drop them in the mailbox during lunch. You see that the internet is finally up and running (you did have time for one game of Snake on your Nokia) and you have research to do, so you insert your Encarta 99 CD into your tower and get to work. (Don’t forget to pop your Third Eye Blind CD into your portable walkman because you must have that music to keep you motivated!)
Paring Down Your Work with the Pareto Challenge: Working Smarter
Executing the Rule of 24 Across All Mediums:
Escaping the Fixed Mindset
As I am sure you have heard or experienced, the world is changing in terms of the way buyers and sellers are engaging and purchasing. Demo cycles are shrinking at a dramatic pace, and failing to be ready will result in losing business to competitors that deliver buyers what they want. Learn more about how to shorten sales cycles, win more business, and secure more renewals by delivering a desirable and unique experience across all buying stages to all stakeholders. Get your team ready during your next sales kick-off meeting, through a series of breakout sessions, and personalized 1:1 training/coaching to accommodate your business goals.
Are your sales, presales, and customer success teams ready to adapt to today’s modern buyer? Here are some questions to consider…
(Inbound 18 had some great backdrops & photo opps, here I am with some rubbery ducks)
As a Digital Marketer, I was drooling with excitement in the weeks leading up to Inbound18, a massive sales and marketing conference with over 20,000+ attendees, where “education, inspiration, and human connection” happens. This was going to be my first Inbound experience, so naturally I wanted to get the most out of it.