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The Find My Catalyst Podcast is published weekly. We take listener questions at @catalystsale on twitter or hello@catalystsale.com via email.

Topics discussed - Revenue Operations, Customer Success, Goal Setting & Execution, Mindset, Performance, B2B Sales, Sales Training, Product Market Fit, Growth, Hiring, Recruitment, Sales Process, Business Acumen, Startups, Leadership.

Storytelling and Sales - 148

Jun 26, 2019

Storytelling and Sales

This week on the podcast we revisit storytelling and sales, and share some practical examples of how the story applies in the context of sales. Stories support engagement, they help gain attention, they can help your customer envision a better tomorrow.

Links to the episodes we have recorded with Donald Miller and JJ Peterson are included in the show notes as well.

Questions Discussed

Why does storytelling matter in sales?
How important is the villain in the story?
How do we identify the characters in the story?
How do we uncover what success looks like for the customer?

Key Takeaways

Story can help the customer envision a future that is different than the current reality/current experience.
Communicating with empathy is not about sympathy, it's about immersing yourself in their perspective. Looking at the world through their lens.
Sales is about connecting a solution (known or unknown) to a problem (known or unknown)
Any challenge your customer runs into is the "Villian".
Stop guessing - ask more questions.
Identify the right villain in the story.
Validate this with the customer.
Sometimes people change roles within the organization.
Risk increases with assumption.
Helping with the Transition
- Know where they are today
- Know where they want to be
Be the Guide - share your expertise, help them navigate the obstacles, provide a plan - don't assume, validate.
Share examples of success with your customers.
It's not about you, it is about your customer.
Focus on helping your customer, know that there is a process that they will need to go through.
You can map out the journey (see the Revenue Operations Model below)
Highlight opportunities for success, provide a plan.

Learn More about the Catalyst Sale Approach to the Revenue Operations Model

Show Links

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