Blog Archives

Warning! You can’t fake engaged listening.

While running a workshop with a group of international sales people, I asked the group to pair up for a listening skills activity. The catch was that one person had to spend five minutes solely asking questions – no statements

Posted in Learning, Sales Tagged with: , ,

How to Diversify Your B2B Client Case Studies and Avoid Marketing Ruts

I have a relative who likes to tell the same story every time we see her. It’s a good story that makes people laugh, but it seems to be the only one she knows, and she tells it regardless of

Posted in Marketing, Sales Tagged with: , , , ,

How to Craft B2B Stories That Everyone Someone Will Read.

Guest post by Tim Keelan of StoryQuest Several years ago, a client said to me, “I want you to develop stories so compelling that everyone of our sales people and customers will want to consume them.” I enthusiastically said, with

Posted in Sales, Story Tagged with: , , , , ,

Consumers Hungry for Brand Stories

An October 2012 survey by Edelman Berland and Adobe found that American consumers are looking for deeper brand engagement than banner ads and social media “like” buttons. 73% of the 1000 adults surveyed agreed with the statement, “Advertisements should tell

Posted in Sales, Story Tagged with: , , , , , , , ,

Six Big Mistakes in Selling with Customer Case Studies

A guest post by Casey Hibbard These days, buyers increasingly rely on the experiences of others to make decisions. We consult Amazon reviews before clicking “Add to Cart,” talk to friends about their restaurant experiences and read travel reviews. In

Posted in Sales, Story Tagged with: , , , , , , , ,
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