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Improve Performance, Provoke Thought, Think Critically.

You are constantly striving to improve.  You are looking for practical tips you can apply to your daily work that will impact your performance.  You are looking for advice from professionals who do the work. You want to engage with professionals who have been in your shoes.

Be the Founder that can clearly articulate the problem your company solves.

Be the Sales Professional that your customers want to work with.

Be the Learning Professional who can deliver your solution in the context of the business.

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

Topics discussed - B2B Sales, Sales Training, Product Market Fit, Growth, Hiring, Recruitment, Sales Process, Business Acumen, Startups, Leadership.

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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Catalyst Sale Service Offerings

Growth Acceleration - Plateau Breakthrough

Product Market Fit

Sales is a Thinking Process.