Are You Telling Stories or Just Reciting Facts?

What’s the difference? Great stories get remembered and retold; Facts, on their own, just fade away and disappear! I first heard this

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Type Two Fun and Storytelling

Of course, everyone knows the three types of fun: Type One Fun: It was fun while it was happening, and it is fun to

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Using Storytelling in New and Unexpected Ways!

Storytelling is used today in many customer-facing interactions including introductory calls, discovery, demos, and in some tactical portions of those conversations, such as handling

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What’s a Story? What’s a Good Story? What’s a Great Story?

Articulating pain, followed by a few features, and then a value statement is not a compelling story: it is simply an advantage or benefit

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“We Tell Great Stories but We Lose the Business…!”

This lament came from a head of sales. He noted that they had invested in storytelling training, thinking that storytelling skills would give his

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Demo Storylines: Journey, Destination, or Both?

There’s a lot of discussion today about storytelling in demos and related sales activities. Many software vendors talk about “The Journey” or “The Customer’s

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