Articulating pain, followed by a few features, and then a value statement is not a compelling story: it is simply an advantage or benefit
What’s a Story? What’s a Good Story? What’s a Great Story? Read More »
This lament came from a head of sales. He noted that they had invested in storytelling training, thinking that storytelling skills would give his
“We Tell Great Stories but We Lose the Business…!” Read More »
There’s a lot of discussion today about storytelling in demos and related sales activities. Many software vendors talk about “The Journey” or “The Customer’s
Demo Storylines: Journey, Destination, or Both? Read More »
A Never Stop Learning! Article “A journey of a thousand miles begins with a single step.” – Attributed to Lao Tzu “The best software journeys
Demo Storylines: Journey, Destination, or Both? Read More »
For the first Great Demo! webinar of 2025, we have Kirk Taylor as a guest speaker who helped us grasp the concept of storytelling
Storytelling Analogies and Metaphors – Webinar Recording & Highlights Read More »
“Truth Is the Arrow, Mercy Is the Bow: A DIY Manual for the Construction of Stories” by Steve Almond is an intriguing and occasionally
Some Great Lessons in Storytelling Read More »
What makes a good story great? Your story might include the key storytelling elements and yet still not be compelling. Why? It lacks storytelling
Storytelling Umami! Read More »
Describe a key capability to a prospect as a “fact” or feature and it is often quickly forgotten. Use a compelling analogy or metaphor
Forgotten vs Verbatim: A Storytelling Superpower! Read More »
In our most recent workshop, Julie Hansen and Paul H. Pearce dived into the common challenges that software sales professionals faced when the world
Mastering Virtual Presence and Engagement for Sales Success – Recording & Highlights Read More »
Origins of The Menu Approach: A Demo Survival Success Story A Never Stop Learning! Article “It’s a huge opportunity…” – Inexperienced salespeople everywhere!
Origins of The Menu Approach: A Demo Survival Success Story Read More »
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