Sell with a Story Podcast Series: Sales Expert Interviews and the 25 Sales Stories You Need   This podcast is to help you use the art and science of storytelling to help you be more effective in your sales role. Most will be stories that come from interviews conducted with professional sales and procurement managers from over 50 companies around the world, including: Microsoft, Costco, Xerox, Abercrombie & Fitch, Hewlett Packard, Kroger, Cushman & Wakefield, Huntington Bank, Ghirardelli Chocolates, Amway, and Children’s Hospital. On other episodes I’ll have guest authors and experts in the sales field, including bestselling sales authors like Mike Weinberg, Anthony Ianarrino, Mark Hunter, and Jeb Blount.

Click to subscribe on iTunes, Stitcher, or Podbean

#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. [read more]

#5 of the 25 Most Useful Sales Stories: A “Why I Do What I Do” Story

{This is the 5th in a series of the 25 most useful sales stories salespeople should have in their repertoire.} The major premise of Simon Sinek’s bestselling book Start with Why can be summarized in his statement “People don’t buy what you do; they buy why you do it.” It should make sense, then, that in order [read more]

5 Ways Great Salespeople Get Buyers to Tell Their Most Important Stories

PlayPlay

This series is dedicated to helping you tell better sales stories. But your first objective in a sales call shouldn’t be to tell any of your stories. It should be to get the buyer to tell you their stories. If you don’t hear their stories first, how will you know which of your stories to [read more]

Sales Story #4: How to Relax and Take the Stress Out of a Sales Call

[This is the 4th in a series of the 25 most useful sales stories salespeople should have in their repertoire.] In conducting my research on storytelling in the sales space, I read dozens of books and interviewed sales and procurement managers at over 50 companies around the world. One of the more unexpected, and quite frankly, amusing, [read more]

Sales Story #3: Your Personal Motivation Story

(This is the 3rd in a series of the 25 Most Useful Sales Stories salespeople should have in their repertoire.) In 2008, Wharton management professor and social psychologist Adam Grant conducted a very telling study. He and two research assistants went to an outbound call center where a fund-raising organization was raising money for a [read more]

The Mysterious Brown Bag: Closing Your Toughest Sales Challenges Using Emotional Intelligence

My guest this week is sales guru Jeb Blount. He’s one of the very best-selling authors of books about sales and has written over 10 of them. He joined me on this week’s podcast to talk about his new book, Sales EQ: How Ultra-High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex Deal. We had [read more]

Sales Story #2: Your “Who I’ve Helped and How I’ve Helped Them” Story

Today’s article is the second in a series of the 25 most useful sales stories salespeople should be able to tell. As a reminder, those 25 are the result of my interviews with professional sales and procurement managers at over 50 companies looking for where salespeople are most effectively using storytelling throughout the entire sales [read more]

Two Guaranteed Ways to Completely Undermine Your Sales Department

My guest this week is Mike Weinberg. He’s a sales consultant and bestselling author of two absolutely fabulous books, both of which spent a significant amount of time as the #1 selling book on Amazon for Sales and Selling. The first was New Sales. Simplified. And the second is Sales Management. Simplified. which we talked [read more]

Sales Story #1: Explaining What You Do, Simply

In an earlier post, I shared an overview of the 25 most useful sales stories that salespeople need. In this episode, I share an example of one of those 25 stories, and talk about how you can craft a similar one for yourself. I’ll discuss each of the other 24 sales stories in separate posts in [read more]

Dealstorming with Former Yahoo! Chief Solutions Officer, Tim Sanders

My guest this week is Tim Sanders. He’s the former chief solutions officer at Yahoo! and a New York Times bestselling author. He’s also a cofounder of the research consultancy Deeper Media, Inc. and a top-rated speaker. He joined me on my podcast this week to talk about his new book, Dealstorming: The Secret Weapon that [read more]