Brought to you by Sales Assembly and presented by our partners Lessonly, Showpad & Vidyard, “Fridays Are For Closers” is a bi-weekly series open to the public, where we dive into the most modern and top-of-mind strategies, themes and tactics as they pertain to successful B2B Tech Sales.
Please visit www.salesassembly.com/fridays for recordings of past programs plus a schedule of what’s coming up next. And below, please find a recap (and recording) of the most recent episode.
This Episode: Right Story, Right Time, Right Reason
It’s almost impossible to make up stories in the moment during a sales conversation or meeting of any kind. As a result, a common trap many salespeople fall into when they’re not prepared is leading with facts and figures – which in many scenarios can kill the conversation and its momentum. Instead, the expert move is to collect, categorize and practice a set of stories you can tell, organized into a library so that you have them at your fingertips precisely at the time you need them. In this episode of Fridays Are For Closers, we’ll explore how to collect and organize your own stories into a “Story Library” based on different personas, concerns and jobs to be done – and then how to use your Story Library to tell the right story at the right time for the right reason.
The host and featured thought leader of Season 2 for Fridays Are For Closers is Andrew Sykes. Andrew is a lecturer of Innovation and Entrepreneurship at the Kellogg School of Management, author and professional speaker on the topics of sales, leadership and high-performance, and an aficionado of habit-creation and human behavior. Andrew is the CEO and Co-Founder of Habits at Work, where he and his team help leaders and revenue-responsible teams master conversation skills and activate the 12 high-impact habits that build deep and lasting relationships with customers and move business forward.