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In his book Unique Sales Stories, Mark Satterfield offered the following explanation for how to better explain what you do for a living. For example, if you’re a distribution channel consultant, you might explain what you do by saying this: “I represent a company that’s best in class at optimizing the distribution channels between the…

Let’s review the criteria: There is a time (two years ago), a place (University of Leeds), a main character (Dave Neild), an obstacle (cease and desist orders), a goal (stopping the orders), and events (students sharing files and the university running the TippingPoint test). This has all the indicators of a story. Click here to…

Here’s an example of what a story looks like with and without dialogue. Which do you think is more effective? With dialogue Getting D&B’s books restated in six weeks left Sara feeling the high of success still early in her tenure as CFO. But that high was short-lived. Once a year, everyone at D&B completes…

An insightful Chinese proverb explains, “Tell me, I’ll forget. Show me, I’ll remember. Involve me, I’ll understand.” That’s the insight behind this technique to go beyond just storytelling, to actually creating events in people’s lives that they will remember for a long time, and probably tell stories about. Here’s an example: New pay and promotion…

Here’s an example of combining storytelling, metaphors, and concrete language to create a powerfully effective combination. And it comes from one of the most talked-about U.S. law firms in the 1990s.  Being a juror in a trial is a bit like being the scorekeeper at a basketball game without knowing the rules. Do free throws…