<\/p>\n
\u201cTell me the facts and I’ll learn. Tell me the truth and I’ll believe. But tell me a story and it will live in my heart forever.\u201d
\n\u2013 Native American Proverb<\/p>\n
Some tactical nuggets and the occasional strategic gem!<\/p>\n
This article explores stories and storytelling practices to improve your communications, drive conversions with your prospects, and secure renewals and enjoy expansion with your current customers:<\/p>\n
Stories engage, illustrate and are remembered in ways that facts and features cannot. We are con cable <\/em>for stories, and most people can accurately volver a contar<\/em> historias que les resuenan d\u00edas, semanas o incluso meses despu\u00e9s de escucharlas.<\/p>\n In business, stories are effective mechanisms to help your prospects and customers remember \u2013 and recommunicate \u2013 the capabilities, use cases, and value of your offerings.<\/p>\n Contemplate the following punchline: \u201cSlow and steady wins the race.\u201d<\/p>\n What is the name of this story, who first told it, and when did the author live?<\/p>\n \u201cThe Tortoise and the Hare,\u201d one of Aesop\u2019s Fables, was first collected by Aesop around 600 BC. Let me say that again: that story is now 2600 years old! Interestingly, the title of the story and the animals may change from culture to culture, but the key elements and the take-away message remain the same.<\/p>\n And what is the take-away message from the story? \u201cIf you simply persevere, my son\/daughter\/friend\/colleague, you will do well\u2026\u201d<\/p>\n Francamente, este mensaje es aburrido<\/em>. By itself, that message would not last and would be quickly forgotten.<\/p>\n Run the experiment! Tell a teenager, \u201cIf you simply work hard and persevere, you will do well in life\u201d and watch the reaction, \u201cYeah, right, whatever\u2026\u201d Your message will disappear and be forgotten in moments.<\/p>\n However, when you wrap this boring message inside a story that includes key storytelling elements, that message gets told and retold. And in the case of \u201cThe Tortoise and the Hare,\u201d the story has been in use for 2600 years (so far!).<\/p>\n It is fascinating to watch an audience\u2019s reaction when you offer to tell a story. When you ask, \u201cAre<\/p>\n you interested in the true story of how this happened?\u201d people lean forward in their seats, and their attention level rises markedly.<\/p>\n So how do you use stories in discovery conversations, demos, and other customer-facing interactions?<\/p>\n Use stories to underscore and illustrate key ideas and important concepts. Think in terms of the following levels:<\/p>\n Level 1 \u2013 Feature Statement: you present a capability and describe what it does.<\/p>\n Level 2 \u2013 Advantage Statement: you present a capability, describe what it does, and communicate the potential business value for your prospect or customer.<\/p>\n Level 3 \u2013 Benefit Statement: you present a capability, describe what it does, and confirm<\/em> the value, based on discovery.<\/p>\n Level 4 \u2013 Leveraging an analogy or metaphor<\/a>: you use a metaphor or analogy to illustrate and connect to your prospect\u2019s existing experiences.<\/p>\n Level 5 \u2013 Storytelling: you wrap the capability inside an effective, compelling story that engages, entertains, embeds, and enables recommunication of the capability and value by your audiencia<\/em>.<\/p>\n Accordingly, articulating pain followed by a few features and then a value statement is no<\/em> a compelling story. At best, it is simply an advantage or benefit statement: Levels 2 or 3.<\/p>\n \u201cYou need a search capability, we provide that capability with a range of filters, enabling you to find the information you need.\u201d Boring and insufficient.<\/p>\n There needs to be more to make it a compelling, resonating story that gets remembered and retold.<\/p>\n Chip and Dan Heath in their seminal work on storytelling, Hecho para pegar: Por qu\u00e9 algunas ideas sobreviven y otras mueren<\/em><\/a>, identified five key attributes to make a story successfully sticky:<\/p>\n Simple Message:The concept or message needs to be clear and easy to understand<\/p>\n Real Experience:It must be believable and perceived as being true<\/p>\n Element of Surprise:An unexpected twist, event or outcome generates interest and tension<\/p>\n Evokes Emotion:The best stories are those that generate an emotional response<\/p>\n Relevant:Good stories relate directly to the subject or key point<\/p>\n La estructura \"dolor, caracter\u00edsticas, valor\" puede satisfacer tres de estos cinco, pero ignorar dos.<\/p>\n Is there an element of surprise? Nope. Does that structure evoke an emotional response? Hardly. And these two missing elements provide much of the conducir<\/em> that makes a story memorable.<\/p>\n Triggering our emotions is what makes a story great and unforgettable. For example:<\/p>\n Evaluate the stories you currently use: How many of these five attributes do they trigger?<\/p>\n Good stories get retold; others don\u2019t. That\u2019s a simple and very effective figure of merit!<\/p>\n If the stories you relate aren\u2019t retold by your audiences, then they weren\u2019t successful. Similarly, if your audience is not actively engaged while you are relating your story, it is not getting the job done.<\/p>\n We know good stories when we hear them. They often cause us, as audience members, to respond with a \u201cWow\u2026!\u201d or \u201cHmmmm\u2026!\u201d reaction. A good story often triggers us to share an experience or tell one of our own stories in response.<\/p>\n The five Hecho para pegar<\/em> attributes give us a structured way to evaluate our stories. Let\u2019s explore each of these.<\/p>\n En Great Demo! y Haciendo Descubrimientos Talleres<\/a>, we use stories to illustrate the concept of the Capacidades espec\u00edficas<\/em> needed by a customer to solve a business problem. There are typically tons of features and functions available in most software offerings, but it is just the few Capacidades espec\u00edficas<\/em> your customer actually needs to complete their desired tasks and solve their problems. The idea of Capacidades espec\u00edficas<\/em> es sencillo.<\/p>\n Desgraciadamente, si dij\u00e9ramos simplemente: \"Recuerda, s\u00f3lo es el Capacidades espec\u00edficas<\/em> that your customer needs\u2026\u201d our Workshop participants would likely no<\/em> remember this idea very well. However, by wrapping it inside a good story we give the idea of Specific Capabilities greater longevity.<\/p>\n Here\u2019s an example I\u2019ve used, typically at the very beginning of a two-day session:<\/p>\n \u201cYou are riding a bicycle rather fast. You skid on some gravel and fall, scraping your legs and arms. You are bleeding moderately, and you hurt, but your bike seems to be OK.<\/p>\n Someone sees you fall and comes to offer help. They offer you water, but you aren\u2019t thirsty, you\u2019re bleeding. They offer you a patch kit for your bike, but your tires are fine, and you are still bleeding. Now you are not only hurt but also irritated! They offer you food, music, asthma medicine, dancing girls and guys, a new chain, a map, handlebars, bicycle bags, and a phone.<\/p>\n All are very nice offers, but clearly what you need is:<\/p>\n Moral: It\u2019s the Capacidades espec\u00edficas<\/em> that our customers need to solve their problems!\u201d<\/p>\n Interestingly, a day-and-a-half later, when I asked the participants to recall that story \u2013 and retell it \u2013 they did so successfully and with surprising accuracy!<\/p>\n Why do customers participate in users\u2019 group meetings (In addition to the free drinks, of course!)? They go to hear how otros<\/em> clientes han abordado retos o resuelto problemas utilizando el software.<\/p>\n Las historias compartidas por otros clientes se perciben como reales, basadas en experiencias reales, y son por tanto muy valiosas y cre\u00edbles.<\/p>\n Along the same lines, stories presented by vendors need to be perceived as real to have solid impact in a meeting with a prospect. Often, the best stories are those about how otros<\/em> customers solved problems that are the same or similar to what your prospect is facing.<\/p>\n En consecuencia, algunos de los mejor<\/em> stories to use are customer success stories. These are often shared anecdotally, \u201cOh, I remember working with otro<\/em> cliente que ten\u00eda el mismo problema...\"<\/p>\n The skills here are to recognize<\/em> relevant success stories, plan<\/em> to reuse them, and then volver a contar<\/em> those stories at appropriate times when doing discovery or delivering demos.<\/p>\n Responder a las preguntas con preguntas<\/span><\/p>\n Un elemento clave del liderazgo en demostraciones es c\u00f3mo respondes cuando el comprador te hace una pregunta. Muchos consultores se lanzan directamente a responder, pero lo m\u00e1s eficaz es hacerlo con una pregunta que revele el contexto, la urgencia o la intenci\u00f3n.<\/p>\n Por ejemplo:<\/p>\n Con este planteamiento se consiguen tres cosas:<\/p>\n Responder con determinaci\u00f3n transforma una pregunta t\u00e9cnica en una conversaci\u00f3n estrat\u00e9gica. As\u00ed es como se pasa de proveedor a asesor.<\/p>\n Memorable movies have one or more plot twists and turns. Successful stories include an element of surprise that engages audiences and are more effectively remembered.<\/p>\n Predictable stories are less interesting and won\u2019t resonate strongly. Simply stating that another customer had the same pain as your prospect, followed by describing a positive outcome isn\u2019t particularly compelling. It\u2019s what happened along the way<\/em> that makes the story compelling!<\/p>\n En la obra de Esopo La tortuga y la liebre<\/em>, we all expect the rabbit to win the race with ease. But because he takes a nap and oversleeps, the turtle beats that bunny. (Note: in the Warner Bros. Bugs Bunny version of the story, the careful observer will note that the turtle is cheating at the start of the race, with his feet sneaking beyond the starting line. This is an additional element of surprise; we didn\u2019t expect that terrapin to be a trickster!<\/p>\n Los elementos sorpresa pueden proceder de un abanico de posibilidades:<\/p>\n When doing discovery or delivering demos, use stories that have a plot twist or unexpected turn. Here\u2019s an example, The Credit Card Story<\/em> de Suspender la incredulidad<\/em><\/a>:<\/p>\n \u201cNot long after your training, I was doing a demo for a small but important prospect in oil and gas. The CEO of the company was, obviously, the key prospect player and he was in the room with a few members of his team. We were all seated around a small table; I ran everything from my laptop as there was no other display.<\/p>\n Well, I\u2019d done a reasonable job with discovery and knew the CEO needed certain reports that he either couldn\u2019t get with their current environment, Excel, or it took piles of manual effort from his team to produce. Even worse, he needed many of these reports on a daily basis.<\/p>\n So, I started the demo with a simple Situation Slide that I\u2019d built for him, reviewed it, and confirmed that the information was all correct. He commented that \u2018Things are even worse now, as the business grows\u2026\u2019<\/p>\n I then showed him examples of the reports he wanted and he leannnnnnned forward in his chair towards my laptop. After describing the reports, I asked, \u2018Would you like to see what it takes to generate these?\u2019<\/p>\n He said, \u2018Absolutely!\u2019<\/p>\n A few mouse clicks later, he\u2019d seen me produce several of the reports. He smiled, took out his wallet, and slid a credit card across the table to me!<\/p>\n I thought, \u2018Wow \u2013 I\u2019ve got this sale!\u2019 I could have stopped there; I should have stopped there!<\/p>\n Pero yo no...<\/p>\n Instead, I got all excited, forgot your training, and started to show more and more stuff our software could do. At first, he seemed to appreciate the additional features. But just a few minutes later, it seemed that with each new capability I showed, his smile faded further and further until\u2026<\/p>\n He sloooooooowly reached back across the table and gently, deliberately, and painfully (for me!) he took his credit card back and returned it to his wallet.<\/p>\n \u00a1\u00a1\u00a1Aaaaaaaagh!!! No se vende!\"<\/p>\n The element of surprise in this story is painfully tangible. And, by the way, its moral is, \u201cStop selling when your prospect is ready to buy!\u201d<\/p>\n Truly understanding a prospect\u2019s pain requires real empathy, but that\u2019s only one of muchos<\/em> emotions that help make a story a great one. To connect strongly to a story, the audience needs to feel an emotional impact. It should resonate with them as a shared experience or situation.<\/p>\n A child comes home from school and reports to his parents, \u201cEveryone did really poorly on today\u2019s math test\u2026\u201d Most parents immediately respond, \u201cWell, how did usted<\/em> do?\u201d The parents don\u2019t care about the balance of the class, as there is no emotional connection, but how su<\/em> ni\u00f1o realizado es fundamental.<\/p>\n To introduce the idea that \u201cWe Are Programmed to Forget<\/a>\u201d I present an example situation in the form of a short story:<\/p>\n \u201cHave you ever arrived at the end of a drive that you take frequently to the store, to school, or to the office, and you suddenly realize that you have no<\/em> recollection of the drive itself? \u2018I must have been on autopilot\u2026\u2019 is what we often think.\u201d<\/p>\n For many people, this evokes emotional responses of recognition, wonder, self-aware surprise, and a certain degree of discomfort. At the same time, the realization that this also happens to others is reassuring.<\/p>\n Una conexi\u00f3n emocional hace que la historia sea mucho m\u00e1s significativa y personal.<\/p>\n In discovery and demos, the best stories have a similar emotional \u201chook.\u201d One way to accomplish this is to begin with, \u201cHave you ever had the following experience\u2026?\u201d followed by a story that has a high probability of having happened to this prospect as well.<\/p>\n In Great Demo! Workshops, we ask questions like, \u201cHave you ever had a demo go poorly\u2026?\u201d The answers are nearly always, \u201cYes\u2026\u201d followed by a stream of descriptions of what happened: no discovery, wrong audience, not enough time, no Internet, etc., all of which evoke head nods of agreement from the balance of the participants who have suffered through similar situations.<\/p>\n Shared emotions enable empathy and authenticity, and make your stories much more compelling than a list of facts!<\/p>\n Stories need to be perceived as relevant or their impact drops precipitously: Stories need to truly resonate<\/em> with your audience.<\/p>\n A prospect in the manufacturing industry won\u2019t consider a demo that uses data from a banking scenario as credible. It is perceived as too distant from their situation and is not perceived as relevant, even if the capabilities are the same! Similarly, stories need to be aligned with how prospects view themselves and their situations.<\/p>\n When discussing online demos, I often share a story in which a rather embarrassing chat message to the presenter appeared during a webinar to a large audience. The message described plans for a date that evening in rather graphic and embarrassing terms! And while audience attention went up dramatically, it was no<\/em> for a reason desired by the presenter. The moral of the story is to be aware of to whom and what you chat in online sessions.<\/p>\n While the specifics may be different, many people have seen or suffered from similar situations and so the story resonates and has strong relevance.<\/p>\n These five attributes of successful stories should serve as a guide for your own. To recap:<\/p>\n Simple Message:The concept or message needs to be clear and easy to understand<\/p>\n Real Experience:It must be believable and perceived as being true<\/p>\n Element of Surprise:An unexpected twist, event or outcome generates interest and tension<\/p>\n Evokes Emotion:The best stories are those that generate an emotional response<\/p>\n Relevant:Good stories relate directly to the subject or key point<\/p>\n Beyond these fundamentals, what else can be done to improve your stories?<\/p>\n Relating ideas in your prospect and customer interactions to well-known, existing stories can be simple and very effective. Using stories taken from popular movies and other media is one approach. For example:<\/p>\n Each of these (hopefully) references and draws upon our previously stored memories of stories already in place. This can be a great strategy, particularly when trying to draw analogies or find examples.<\/p>\n A popular story-telling technique is the use of a hero: someone or something that the audience can identify with. Traditional stories (e.g., sagas, Marvel movies) typically have a hero that encounters and overcomes trials and adversity before achieving success. (Check out the Wikipedia entry for \u201cThe Hero\u2019s Journey<\/a>\".<\/p>\n In discovery, demos, and related activities, heroes can take a number of forms:<\/p>\n From personal experience, it was gratifying to see customers I\u2019d worked with over a period of years move from staff members to middle managers to senior and C-level management, partly because of using our software or services. These experiences provided excellent, real-life, highly relevant examples for compelling stories.<\/p>\n I\u2019ve heard several good examples of this: access to key information via collaboration tools or capabilities, group scheduling scenarios, and disaster recovery experiences (\u201c\u2026and we were able to get back up and running just in time for the opening!\u201d).<\/p>\n Interestingly, Hero\u2019s Journey stories may not invoke all five of the successful story attributes discussed above. Marvel movies, for example, may be a bit thin on \u201cReal Experience\u201d and \u201cRelevant,\u201d but they do<\/em> leverage \u201cElement of Surprise\u201d and \u201cEvokes Emotion in particular!<\/p>\n \u201cComedy equals tragedy plus time.\u201d<\/p>\n \u2013 Attributed to Mike Birbiglia, Mark Twain, Lenny Bruce, Thomas Hobbes, and others<\/p>\n Of course, everyone knows the three types of fun:<\/p>\n Intriguingly, Type Two Fun experiences often have many of the elements that enable a successful story, and the Hero\u2019s Journey story structure, in particular.<\/p>\n For example, business travel frequently results in delays, cancellations, and other challenging experiences that, when overcome, can yield entertaining and satisfying stories. Most of us have endured these situations and, once the trip was over, turned them into stories that we retell (sometimes over and over!).<\/p>\n Similarly, seeing your customers overcome their business challenges (using your solutions) can provide you with great stories to use in your discovery conversations, demos, and other interactions.<\/p>\n If it was painful at the time, but is now enjoyable to relate, you\u2019ve got a good candidate for a compelling story!<\/p>\n For a few examples, peruse the thirty-five short stories in Suspender la incredulidad<\/em><\/a>.<\/p>\n Many managers tell their teams to \u201cwrap a story\u201d around their demos, but teams often struggle to find and use stories that meet this requirement.<\/p>\n Un sin \u00e9xito<\/em> tactic is to use a \u201cday-in-the-life\u201d to bind together a range of tasks, functions and multiple job titles. The result is no<\/em> really a story but is simply an organizational framework and as such it fails to engage interest. How could it? How exciting is it to hear about executing one\u2019s day-to-day job?<\/p>\n Es poco probable que una buena historia puede<\/em> be wrapped around most demos. I remember (but not in a good way!) a demo where the vendor used a series of different hats to indicate when different user job titles were interacting with the software along a series of workflows. It fue<\/em> amusing, but only for the first few minutes.<\/p>\n After the demo, I asked one of the vendor reps what they were trying to accomplish with their \u201chat dance.\u201d They said, \u201cWe were told to wrap a story around our demo\u2026\u201d Oh, by the way, they lost the business!<\/p>\n Stories are most effective when used as punctuation, as reinforcement, and as mechanisms for making key ideas stick.<\/p>\n Use stories when presenting your most important points, critical concepts and key competitive capabilities. Stories help make these ideas memorable and enable the ideas to be retold with high fidelity within your prospect\u2019s or customer\u2019s organization.<\/p>\n As an example, consider a scenario where you decide to present a key competitive capability in your demo. You should:<\/p>\n \u201cLet me share what happened with another customer. She was close to completing a critical project when there was a terrific rainstorm, the roof caved in, and the server room flooded. Even worse, many of the systems had shorted out as the water engulfed them. All the storage, routers, switches, and servers were dead \u2013 even the \u2018Uninterruptible Power Supplies\u2019 were killed when they were inundated. The room was an absolute disaster!<\/p>\n When she heard the news and saw the photos of the flooded room, she was shocked and appalled. She called the facility right away and found the damage was even worse than the photos showed. That room was toast<\/em>!<\/p>\n She thought all was lost, but because she had just implemented our Disaster Recovery software, she discovered that all the files were ya<\/em> on the machines at the backup facility \u2013 and she was able to complete her project ahead of time and under budget\u2026!\u201d<\/p>\n By the way, that\u2019s a true story!<\/p>\n Great Demo! Situation Slides provide a terrific framework for stories. Situation Slides from your current clientes<\/em> describe the goals they were seeking to achieve, the problems that were standing in their way, the capabilities they needed, the timing constraints, and the rewards they have enjoyed as a result of implementing your solution. (Thanks, Natasja Bax<\/a>, for pointing this out!)<\/p>\n They enable you to establish relevance, relate a real and often emotional experience, while keeping it a simple message. It is up to usted<\/em>, however, to add an element of surprise as you tell the story!<\/p>\n Biased Questions also can serve as crisp, effective stories, leveraging the Situation Slide structure. (See page 183 in Descubrimiento<\/em><\/a> if you are unfamiliar with this elegant and effective method!)<\/p>\n \u201cOne picture is worth one thousand words.\u201d<\/p>\n \u2013 Attributed to Fred R. Barnard<\/p>\n Consider using images and physical objects to improve your storytelling. A good verbal delivery can be sufficient, but when you use a picture or visual aid you add additional dimensions. Here\u2019s an example:<\/p>\n Un refrescante ejemplo de uso de atrezo y ayudas visuales en la reingenier\u00eda de la visi\u00f3n<\/p>\n Una vez vi un uso estupendo de los accesorios (o ayudas visuales) en una reuni\u00f3n cara a cara: El representante del proveedor hablaba de c\u00f3mo su soluci\u00f3n eliminaba los silos y permit\u00eda un mejor consumo de los datos internos de un cliente potencial.<\/p>\n El representante cogi\u00f3 dos botellas de agua llenas, las levant\u00f3 y dijo: \"Tengo entendido que su organizaci\u00f3n tiene los datos en silos, como estas botellas de agua...\". Golpe\u00f3 las botellas, se\u00f1alando que \"no se pueden unir estos datos\". Bang, bang, sonaron las botellas de agua.<\/p>\n A continuaci\u00f3n, abri\u00f3 cada botella y coloc\u00f3 una taza delante de \u00e9l, sobre la mesa.<\/p>\n He said, \u201cWhat we propose is to enable you to combine data in ways you\u2019ve never been able to combinar<\/em> before\u2026\u201d as he poured water from both water bottles into the cup. He then picked up the cup and continued, \u201c\u2026and enable you to consumir<\/em> your data in ways you\u2019ve never been able to do before!\u201d and he took a sip of the pooled mix from the cup.<\/p>\n Termin\u00f3 con un satisfecho \"\u00a1Ah, refrescante!\". \u00a1Fabuloso!<\/p>\n Similarly, when I tell the bicycle story related earlier, I show a photo of a bicyclist who has just crashed, and whose elbow and knee are bleeding. Looks painful!<\/p>\n 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 objections. But stories can and should be leveraged more extensively.<\/p>\n Anything that is typically dry or fact-oriented can be brought to life by infusing them with relevant, compelling, engaging, and memorable stories!<\/p>\n Consider the following candidates:<\/p>\n Resumes are a wonderful example. Most resumes are factual recitations of one\u2019s accomplishments and skills but lack any real insight into the person<\/em>.<\/p>\n I know someone who is highly skilled at B2B and B2C email marketing, with deep experience with Salesforce Marketing Cloud, Braze, SQL, HTML, Tableau, Litmus, Google Analytics, and other tools. But her resume doesn\u2019t provide the full picture; it\u2019s only (literally!) black and white.<\/p>\n While she\u2019s very thoughtful and analytical, she is tambi\u00e9n<\/em> a quietly confident explorer. One day she is completing a major email campaign, two days later she is taking her first surf lesson on the beach in Nicaragua, followed by yoga as the sun sets! One day she\u2019s reviewing campaign KPIs and the next weekend she\u2019s on a solo twelve mile, two thousand feet (vertical) hike through a northwest forest to an exquisite lake with stunning views.<\/p>\n Perhaps including these stories in her resume would offer a richer, full color picture of her skills, experience, y <\/em>personality.<\/p>\n I\u2019d suggest using stories in RFP responses, similarly, and in defining and managing POCs and POVs. \u00a0Product folks can (and should!) use stories to support their cases for implementing certain features. And startup founders should leverage compelling stories in their investor and prospect pitches.<\/p>\n What other opportunities could benefit by including compelling stories?<\/p>\n Good stories serve to punctuate key points and help make your demos remarkable and memorable. Collect them. Try them out. Refine them. Repeat. Practice and improve telling the stories that work.<\/p>\n Experiment and try out various stories for a range of situations. Test and refine and then share what works with your peers. After all, they\u2019ll want to hear a good story as well!<\/p>\n While I\u2019m unaware of any bespoke tools to capture, organize, and serve compelling stories to customer-facing teams, I\u2019m confident that these capabilities will emerge soon. Currently, I believe that most organizations rely on individual or tribal knowledge to determine what stories are being used successfully.<\/p>\n While that may be sufficient for a small team, as the group grows the ability to share stories gets tougher. Some organizations have implemented storytelling sessions, where each participant is generally expected to share a story and associated situational information that has worked well for them.<\/p>\n When I was leading a team, we held periodic \u201cdemo days\u201d to share demo best practices, tips and tools, and to relate the stories that were particularly successful in moving prospects to customers, and customers to renew and expand.<\/p>\n Never tell a good story only once!<\/p>\n Copyright \u00a9 2018-2025 The Second Derivative \u2013 All Rights Reserved.<\/p>\n Para aprender los m\u00e9todos presentados anteriormente, \u00a1considere la posibilidad de inscribirse en una Gran Demostraci\u00f3n! Realizaci\u00f3n de habilidades de descubrimiento o demostraci\u00f3n Taller<\/a>. Para m\u00e1s consejos sobre demostraciones y descubrimientos, mejores pr\u00e1cticas, herramientas y t\u00e9cnicas, explore nuestro blog y los art\u00edculos de las p\u00e1ginas de Recursos de nuestro sitio web en https:\/\/GreatDemo.com<\/a> y \u00fanete al Gran demostraci\u00f3n y grupo de LinkedIn \"Doing Discovery<\/a> para aprender de los dem\u00e1s y compartir sus experiencias.<\/p>\n Effective Storytelling in Discovery, Demos, and More A Never Stop Learning! Article \u201cTell me the facts and I’ll learn. Tell me the truth<\/p>","protected":false},"author":2,"featured_media":42244,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"site-sidebar-layout":"default","site-content-layout":"","ast-site-content-layout":"default","site-content-style":"default","site-sidebar-style":"default","ast-global-header-display":"","ast-banner-title-visibility":"","ast-main-header-display":"","ast-hfb-above-header-display":"","ast-hfb-below-header-display":"","ast-hfb-mobile-header-display":"","site-post-title":"","ast-breadcrumbs-content":"","ast-featured-img":"","footer-sml-layout":"","ast-disable-related-posts":"","theme-transparent-header-meta":"default","adv-header-id-meta":"","stick-header-meta":"","header-above-stick-meta":"","header-main-stick-meta":"","header-below-stick-meta":"","astra-migrate-meta-layouts":"set","ast-page-background-enabled":"default","ast-page-background-meta":{"desktop":{"background-color":"var(--ast-global-color-4)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"ast-content-background-meta":{"desktop":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"footnotes":""},"categories":[18],"tags":[6],"class_list":["post-42238","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-storytelling","tag-articles"],"acf":[],"_links":{"self":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/42238","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/comments?post=42238"}],"version-history":[{"count":4,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/42238\/revisions"}],"predecessor-version":[{"id":42259,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/42238\/revisions\/42259"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/media\/42244"}],"wp:attachment":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/media?parent=42238"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/categories?post=42238"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/tags?post=42238"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}\u00bfInmortalidad para los aburridos?<\/h3>\n
Storytelling in Discovery, Demos, and More<\/h3>\n
\n
What Makes a Story Good?<\/h3>\n
Mensaje sencillo<\/h3>\n
\n
Experiencia real<\/h3>\n
\n
\n
Elemento sorpresa<\/h3>\n
\n
Evoca emociones<\/h3>\n
Correspondiente<\/h3>\n
Leverage Well-Known Stories<\/h3>\n
\n
El h\u00e9roe<\/h3>\n
\n
\n
Type Two Fun and Storytelling<\/h3>\n
\n
\"Envuelve tu demo en una historia...\"<\/h3>\n
Cu\u00e1ndo utilizar las historias<\/h3>\n
\n
Diapositivas de situaci\u00f3n<\/h3>\n
Images, Props, and Visual Aids<\/strong><\/h3>\n
Using Storytelling in Some New and Unexpected Ways!<\/h3>\n
\n
Nunca cuentes una buena historia una sola vez<\/h3>\n
Story Libraries<\/h3>\n
","protected":false},"excerpt":{"rendered":"