In my previous post we looked at why stories always trump slides in sales presentations. Now what? How do you actually go about creating compelling stories for your sales messaging? Here are a few principles to help make the stories you tell – whether in person or in writing – more memorable and more effective. 1. Create tension – Tension is one of the most basic elements of great storytelling. It’s what keeps us on … [Continue reading]
Is it time to throw away your slides and tell more stories?
I was recently at a large annual event in the tech industry. While there were several big-name speakers and some very creative presentations, one stood out above the rest. Everyone was talking about it after the event. It was by the former CEO of a major insurance broker (who would have thought!). What did he do differently? He spent his entire speech – the better part of an hour – just telling stories. There was … [Continue reading]
Try this one-question test to gauge the appeal of your content
You’re creating content. Maybe it’s a blog post. A whitepaper. Anything. There are lots of ways to measure its effectiveness after you’ve published it. But what about before? How do you know if the stuff you’re writing will actually move the needle? There’s a great rule of thumb for creating content that prospects will actually read. And it all comes down to one question: “Who would want to read this in their free time?” If … [Continue reading]
- « Previous Page
- 1
- …
- 15
- 16
- 17
- 18
- 19
- …
- 22
- Next Page »