"I’m writing to tell you how much I enjoyed your presentation on storytelling at the AFP conference. It was clearly the best educational session I attended."
The Stories and Selling keynote speech looks at how sales professionals differentiate themselves through stories. Craig calls on his days as an IBM salesperson to outline the new challenges that salespeople face, and how they can cut through all of the “noise in the channel.” With plenty of stories and humor, Craig helps sales professionals distinguish themselves by going beyond “features and benefits” to build stronger relationships with clients.
Sales professionals evaluate their particular sales process for opportunities to enhance their communications through stories. Activities and real examples are used to demonstrate how stories impact opening sales opportunities, positioning solutions and proposing. Sales professionals create their own Story Matrix SM to use with their current opportunities and embed stories into a live proposal.
Professionals and leaders of all kinds find that the Stories and Selling keynote and workshop helps them have a more positive impact on customers, colleagues and peers… and they have some fun to boot.
Entrepreneurial Selling is a distinct form of business development that entrepreneurs, corporations and foundations alike are embracing. In this keynote speech, Craig explores what makes "entrepreneurial selling" different from "professional selling" and how our behaviors must change to drive performance. Based on his Chicago Booth course (rated Top Ten in the country by Inc. Magazine), this talk looks at the combination of knowledge, skills and discipline required to make an impact in a market that is fragmented and noisy. Great entrepreneurial stories combined with immediately actionable frameworks underlie this powerful talk.
Venture and private equity investors, growth CEOs, and sales teams use this workshop to ensure that their Sales Engine SM is pointed in the right direction and is firing on all cylinders. Depending on the team, various tools from the Sales Engine SM toolkit are developed real time, including the Sales TrailerSM, Conversation Progression, Target filters, etc.
Teams walk away from "Entrepreneurial Selling" with a toolkit and a set of immediate, concrete actions.
The Power of Story keynote speech helps leaders enhance their leadership performance by looking at their everyday communications differently. Using a series of powerful stories, anecdotes, visual examples and his story tools, Craig describes unique challenges we face trying to communicate effectively and demonstrates how leaders create strong connections with people and with the organization's strategy. He discusses the importance of capturing and telling the right kinds of stories and why stories are the most effective method for enhancing performance.
The Power of Story workshop engages leaders more deeply in exploring the methods of communications in their particular organization and how those approaches affect performance. This workshop becomes a powerful give-and-take, where Craig follows participants where they want to go instead following a prescribed path. Because of his experience as a facilitator of leadership, coaching and strategic selling courses, Craig is very good at grasping the specific issues people are having and helping people work through to solutions. Leaders practice using each story tool, the Win Book, Story Matrix SM and Story Coach in a number of different types of activities designed to cause them to focus on their performance goals, the successes and failures they have achieved, and the stories that have resulted.
The Power of Story keynote speech consistently rates high in applicability, as audiences feel that they can immediately put to use the ideas and tools discussed.
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