These are the kind of people who schedule their day in 15-minute blocks. They have notoriously short attention spans – but if they’re willing to meet, you’ll get their undivided attention. Here are 10 things they wish you would do when you pitch to them. 1. Cut to the chase. Boil everything down to the essentials. Go into your meeting with 3-5 key points (we do this with a framework we call The 5-Point Pitch). … [Continue reading]
How to craft a compelling story for any sales conversation
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]
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