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“. . . unto the least of my brothers. . .”

It wasn't the experience I expected twenty minutes earlier when I stepped into the hotel hot tub. I stopped to pause on each step for a few seconds to get used to the heat. I looked up at an almost full moon and a

Expert Interview Series with John Mattone

I had the honor of fielding some interview questions from John Mattone recently about business storytelling. We got to talk about: how storytelling addresses common business and leadership challenges examples of

POSTS & PODCASTS

Lead With A Story

One Question That Led to an Innovation Breakthrough for Procter & Gamble and Can Do the Same for You

TIDE HAS BEEN the number one selling brand of laundry detergent in the United States since soon after its introduction in 1946. The main reason for that is that the chemists and engineers at Procter & Gamble are committed to improving the cleaning formula year after year. In the late 1990s, one of the improvements they were working on proved to be more interesting than most. According to former Chief Technology Officer Gil Cloyd, the challenge that year was a certain type of soil that was [read more]

Finding the Fire at Work: What We Can All Learn From the World’s Most Grueling Athletic Competition

"Over 70% of people are uninspired, disengaged, and passionless at work" - That's according to author and speaker Scott Mautz. Scott joined me on my podcast this week to talk about how to change that. He shared the results of his work in that area from his new book Find the Fire: Ignite Your Inspiration and Make Work Exciting Again. In it, he identifies nine forces that drain the life out of us at work, and how to reverse them: Fear Settling and boredom Inundation Loss of [read more]

Parenting with a Story

4 Steps to Ending the Parent-Teen Control Battle

Neil Brown is a psychotherapist and author of the book Ending the Parent-Teen Control Battle. He joined me this week to share 4 steps to break out of the too-typical battle of wills parents have with their teenagers. He shared an all too familiar example of parents of teenagers who fall short of their school and home responsibilities because of their obsession with video games. He recommends an intervention that starts with a talk that covers these four ideas: Be positive. Recognize the [read more]

How NOT to Break a Date with a Boy

When Renée was a high school freshman, she did what many fifteen-year-old girls do. She developed a crush on a senior. We’ll call him Dave, and he was gorgeous. He was also smart, and funny, and mature, and he could drive a car. What was not to like? But he was a senior and not too interested in fifteen-year-olds. But three years later, when Renée was a senior, Dave was still in town and took an interest in her. So after three years of admiring him from afar, Renée was more than a little [read more]

Sell With A Story

Your “I’ll tell you when I made a mistake” Story (Sales Story #7)

{The 7th in a series of the 25 most useful sales stories} One of the things I learned from interviewing professional buyers was that there are two things salespeople can do to immediately earn buyers’ trust and credibility. In the words one buyer used to explain it, “First, tell me when you can not help me. And second, tell me when you made a mistake before I find out from someone else.” I focused on the first one in a previous podcast. Here I'll talk about the second way -- admitting you [read more]

#6 of the 25 Most Useful Sales Stories: An “I’ll tell you when I can NOT help you” story

{The 6th in a series of the 25 most useful sales stories.} One of the things I learned from interviewing professional buyers was that there are two things salespeople can do to immediately earn buyers’ trust and credibility. In the words one buyer used to explain it, “First, tell me when you can not help me. And second, tell me when you made a mistake before I find out from someone else.” Here’s the logic behind the first one: If you’re honest enough to tell buyers when your company is not [read more]