1 – 3 Hours
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 learning how stories influence decision and build stronger relationships with clients.
Full or Half Day
Sales professionals evaluate their sales process for opportunities to enhance their communications through storytelling. We use activities and real examples to demonstrate how stories impact sales opportunities, positioning and the proposal process. Sales professionals will create their own Story MatrixSM to practice their story delivery.
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.
1 – 1.25 Hours
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.
Full or Half Day
Venture and private equity investors, growth CEOs and sales teams use this workshop to ensure that their Sales EngineSM is pointed in the right direction and is firing on all cylinders. Depending on the team, various tools from the Sales EngineSM toolkit are developed real time, including the Sales TrailerSM.
1 – 2.5 Hours
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.
Full or Half Day
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 story tools, including the 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.
It starts with the way we tell our stories, and the way we think about our capabilities, and I look forward to partnering with Craig for a long time as it relates to the other aspects of our business.”Byron Matthews, Global Head of Sales EffectivenessMercer Management Consulting