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]
Why 86% of value propositions don’t work
A recent CSO Insights study revealed that only 14% of the value propositions salespeople present are relevant enough to get the customer to take action. In other words, most of the time (86% percent of the time, in fact), their sales messaging is going in one ear and out the other. It’s irrelevant. Think about the last 10 sales presentations you sat through. How much did you remember from each one? How many of them … [Continue reading]
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