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.

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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]

The 25 Most Useful Sales Stories

Storytelling is all the rage in business today – and in sales in particular – because it works. But having trained thousands of executives and salespeople in storytelling, I can tell you the first and most important thing you need to understand about storytelling is not the structure of a great story, or how to [read more]

Top 10 Reasons Why Sales Stories Work Better Than Just a Sales Pitch

Stories have always had a unique power to lead, influence, persuade, and sell. Here are my top 10 reasons you’ll want to add more of them to your repertoire instead of relying solely on a dry sales pitch. 1. STORIES HELP THE BUYER RELAX AND JUST LISTEN It’s similar to the response college students have [read more]

High Profit Prospecting, with Mark Hunter

My guest this week is Mark Hunter, author of the highly successful book, High-Profit Selling, which came out in 2012. His newest book that just came out recently is called High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results which I got to talk to him about on this week’s podcast. [read more]

6 Differences Between a Sales STORY and a Sales PITCH

Imagine it’s 9 o’clock on Monday morning, three days before a big sales call with a new prospect. The entire team is sitting in a conference room ready to start planning the sales pitch. At 9:02, the sales VP walks in the room and calls the meeting to order with a clap of her hands. [read more]

Sales guru and bestselling author Anthony Iannarino on his first lessons on selling

This week, I’m joined by sales guru and bestselling author, Anthony Iannarino to talk about his new book, The Only Sales Guide You’ll Ever Need. You can listen to the podcast by clicking the play button above. Below is an excerpt from his book that reflects one of the stories he shared. But it’s a lot [read more]