Trust and Respect
In her 2015 bestseller “Presence”, Harvard Psychologies Amy Cuddy shares that when you’re meeting someone for the first time, they have two questions: Can I trust this person? Can I respect this person? This flies in the face of what most salespeople...
Customer Stories
If you’re in sales you know how important customer stories are in providing proof of the value you claim your product or solution will deliver. It’s not enough to tell your story, you need attestation. Customer stories provide that. But, what makes a good,...
It’s Not Your Story
It’s not your story. What does that mean? It means when you’re talking to a prospect, or even a customer, the story you tell should not be all about you, your product or solution The story needs to be your prospect’s story. It’s about what they...
The Elevator Pitch
The Elevator pitch is something that is debated and discussed. What makes a good elevator pitch? Do you even need one? How long should it be? In the video below you’ll hear some advice from an online source about the elements of a great elevator pitch. See if...Connect With David
