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StoryTelling for Sales.
This document discusses using storytelling techniques at different stages of the sales process. It introduces the concept of the "hero's journey" as a framework for prospecting through storytelling. It then discusses using storytelling for acquisition through strategic selling, retention through key account management, and growth through co-creation. Various models and frameworks are presented for the relationship lifecycle, enterprise lifecycle, readiness for change, and strategic capabilities.
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StoryTelling for Sales.
- 2. STORY TELLING FORSALES
- 3.
- 4. 1 2 3 4 5 Introducehero Hero meets villain Acquires new resource Struggle / triumph Transformation THE HERO’S JOURNEY PROSPECTINGTHROUGH STORYTELLING ACQ THROUG SE OWTH OUGH EATION STORY TELLING FOR SALES
- 5. RELATIONSHIP LIFECYCLE STORY TELLINGFOR SALES Stranger Supplier Desired supplier Trusted advisor Strategic ally ECTINGOUGH TELLING ACQUISITION THROUGHSTRATEGIC SELLING RET THROUGH MANA
- 6.
- 7. ENTERPRISE LIFECYCLE STORY TELLINGFOR SALES Entrepreneurial Performing Systematic Adaptive Preemptive PROS TH STORY NTION EY ACCOUNTGEMENT GROWTH THROUGH CO-CREATION
- 8. READINESS FOR CHANGEAND STRATEGIC CAPABILITY STORY TELLING FOR SALES PROS TH STORY NTION EY ACCOUNTGEMENT GROWTH THROUGH CO-CREATION TIME POOR CHANGE REACTIVEANTICIPATORY CHANGEGOOD PTIFORTILIBAY READINESS FOR CHANGE STRATEGIC CAPABILITY CRISIS CHANGE
- 9. THE WINNING STRATEGICMODEL STORY TELLING FOR SALES PROS TH STORY NTION EY ACCOUNTGEMENT GROWTH THROUGH CO-CREATION Legends Losers Myths Winners
- 10. THE WINNING STRATEGICMODEL STORY TELLING FOR SALES PROSPECTING THROUGH STORYTELLING ACQUISITION THROUGHSTRATEGIC SELLING RETENTION THROUGH KEY ACCOUNT MANAGEMENT GROWTH THROUGH CO-CREATION Legends Losers Myths Winners