When Rob Turner from Plan-Grow-Do in the UK invited me onto his podcast to share why Jeff Clulow, John Smibert and I wrote The Wentworth Prospect as a novel, I jumped at the opportunity.
I am such strong believer in the old adage; Tell, don’t sell that I love any chance to help others understand the importance of storytelling inB2B sales. Afterall, who doesn’t love a great story?
Stories have been around forever, dating back over 40,000 years based on archaeological studies. Anything that lasts that long must work, right?
“There’s always room for a story that can transport people to another place” J. K. Rowling
Of course, how stories are passed on has changed from the early cave drawings. But, the old ways are still effective, and new technology just adds to the way we can spread our stories. I bet you can remember still the stories from school or from what you were read as a child? Or the ones shared around a campfire with family and friends.
In sales, because everybody loves a great story, if you want to sell your product or service to your prospects, your start-up idea to investors or your vision to your team, you need to understand the power and importance of great storytelling.
A story helps us connect better and identify in a more relatable way with the underlying message of that story. But how can that work in B2B sales?
“Stories are a communal currency of humanity.” Tahir Shah, in Arabian Nights
Well, that’s just what Rob and I explore. We chat about all things B2B sales and how through sharing the journey of the characters in the book, sales organisations and sales professionals can develop their sales process for better sales outcomes. We talk about blending modern and traditional techniques for sales, how the power of personal digital presence is key and how sales and marketing must align for a better customer focussed business.
#b2bsales, #salesstories, #salesprocess #salestechniques
