Words Matter to the Voice in Customers’ Heads
When B2B customers read suppliers’ proposals, each individual hears a voice in their head as well as seeing the written words. This subvocalization is a natural process that all humans do when [...]
How to Hack Storytelling for Non-Raconteurs
Storytelling is marketing’s latest mantra to engage prospects and convert customers. And who’d have guessed that for the last 100 years sales reps have been doing just that. For [...]
Selling isn’t Telling – but it is Storytelling
The first lesson in sales is that “selling isn’t telling” – you can talk at customers but that won’t get them to buy. However, this #1 sales directive doesn’t [...]
