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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A Two-Roads Sales Story

{The 15th in a series of the 25 Most Useful Sales Stories.} “Two roads diverged in a yellow wood.” That’s the opening line of one of Robert Frost’s most famous poems, The Road Not Taken. It describes a difficult choice the narrator has to make between two different paths, and how important it was that [read more]

A Customer Success Story with a Twist

Customer success stories are probably the most common type of sales story. And they deserve to be. That’s because buyers trust what other customers have to say much more than what a salesperson says. So, your customer success story, even if you’re the one telling it, is far more credible than just your opinion. But, [read more]

Begging for the Order

My guest this week was Stewart Samkange in Kenya. Stewart is a sales professional who’s worked at IBM, Microsoft, Oracle, and SAP. And he’s in the process of relocating from Kenya to Dublin, Ireland to take a job working for LinkedIn. Stewart is a regular listener of the podcast and reached out to me with [read more]

The Hidden Cost of Giving Away FREE Services

For some reason, when you’re in the speaking business you’re constantly asked to work for free. I don’t imagine school teachers or farmers or physicists are often asked to travel across the country to teach children, grow crops, or uncover the hidden mysteries of the universe without pay. But in my line of work, and [read more]

SALES 101: Explaining the Problem

[The 13th in a series of the 25 most useful sales stories.] One of the most important stories you’ll ever tell as a salesperson is about someone who encountered exactly the kind of problem your product or service is designed to solve. It lets buyers understand the problem in a more personal, visceral way than [read more]

“What’s your bottle of water?” A simple lesson in growing sales from Alex Goldfayn

A recently got a chance to chat with Alex Goldfayn, CEO of the Evangelist Marketing Institute. He’s one of the top-rated and most requested sales speakers in the world, and the author of several books, including his most recent one, Selling Boldly: Applying The New Science of Positive Psychology To Dramatically Increase Your Confidence, Happiness [read more]

Your Product’s Invention or Discovery Story

{The 12th in a series of the 25 most useful sales stories.} This story marks our transition from the rapport building phase of the sales process to the actual sales pitch itself. And for most salespeople, this is the heart of the matter—this where most of the traditional selling is done, and where most of [read more]

Your “How We’re Different From Our Competitors” Story

Professional buyers will tell you (like they told me) that competitors in just about every space are so similar that it’s hard to tell them apart. They need a differentiation story—which means you need a differentiation story. One of my favorite examples of that comes from Sharad Madison, CEO of United Building Maintenance. UBM is a [read more]

5 Steps to Speaking Your Customer’s Secret Language

Who knew you could learn so much about running a business and understanding your customers from a professional photographer and a candle? I didn’t. But then I had a chat with Jeffrey Shaw, former photographer turned business coach and author. He spent three decades as highly-sought after portrait photographer. Now he’s the host of business [read more]

A Leader’s Guide to Storytelling with Data

Can you use the same storytelling techniques with data that you can with words? Of course, you can. In a previous article, I shared one method of telling stories with data. In the video above, I’ll show you another method that I call the “Discovery Journey” story method. And it has nothing to do with [read more]