Selling for "Non-Salespeople"
The New B2B Sales Game
How Sales Coaching is Meant to Work
Managing The Pipeline (All)
Getting Your Sales Pitch to Echo
Opportunity Creation (All)
Reviving Stalled Deals [Part 1]
Opportunity Capture (All)
Think "Warm Up" Versus "Call Planning"
Opportunity Creation (All)
The Sales Pipeline Gamechanger
Managing The Pipeline (All)
What is an "Income-Producing" Opportunity?
Managing The Pipeline (All)

The Acid Test of Messaging: Is Your Story Re-tellable?

The way you tell your story is the most significant driver of winning or losing a specific deal. That's a big claim, but it is universally true. If you're in sales, you know this to be absolutely the case. (3 great videos here from Tim Pollard at Oratium, who specialize in messaging). Messaging is a complicated area to get right, but Tim also makes this lightbulb moment observation: your message is not working if it's not re-tellable. Or, put another way, compelling messages are easy to retell. And they are also the indicator for an individual salesperson that their conversation might be having some impact out in the battlefield. The lesson is that your message needs to compel your prospect to tell other people, because they believe what you had to say, matters. This is a very high standard to aim for in your sales conversations. Creating retellable messages is one of the reasons you were hired!

This Week's Workout:

Take a sales call you plan to make this week. (Ideally it's already scheduled!). Ask this question: what message or story or even "soundbite" would you want your contact to re-tell to a colleague after the meeting? The kind of dialogue you might want to imagine for your contact would be:

I just finished a call with Jane at XYX. She made a point that you've often heard me make myself, but she put it much better ...

(Hint: A Re-tellable message delivers a valuable insight or universal shift or trend and/or points to a path for better results or impact. It's not about "you" or "me").

Creating retellable messages is one of the reasons you were hired!

enquire@salesvirtual.com

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Selling for "Non-Salespeople"
The New B2B Sales Game
How Sales Coaching is Meant to Work
Managing The Pipeline (All)
Getting Your Sales Pitch to Echo
Opportunity Creation (All)
Reviving Stalled Deals [Part 1]
Opportunity Capture (All)
Think "Warm Up" Versus "Call Planning"
Opportunity Creation (All)
The Sales Pipeline Gamechanger
Managing The Pipeline (All)
What is an "Income-Producing" Opportunity?
Managing The Pipeline (All)

The Acid Test of Messaging: Is Your Story Re-tellable?

The way you tell your story is the most significant driver of winning or losing a specific deal. That's a big claim, but it is universally true. If you're in sales, you know this to be absolutely the case. (3 great videos here from Tim Pollard at Oratium, who specialize in messaging). Messaging is a complicated area to get right, but Tim also makes this lightbulb moment observation: your message is not working if it's not re-tellable. Or, put another way, compelling messages are easy to retell. And they are also the indicator for an individual salesperson that their conversation might be having some impact out in the battlefield. The lesson is that your message needs to compel your prospect to tell other people, because they believe what you had to say, matters. This is a very high standard to aim for in your sales conversations. Creating retellable messages is one of the reasons you were hired!

This Week's Workout:

Take a sales call you plan to make this week. (Ideally it's already scheduled!). Ask this question: what message or story or even "soundbite" would you want your contact to re-tell to a colleague after the meeting? The kind of dialogue you might want to imagine for your contact would be:

I just finished a call with Jane at XYX. She made a point that you've often heard me make myself, but she put it much better ...

(Hint: A Re-tellable message delivers a valuable insight or universal shift or trend and/or points to a path for better results or impact. It's not about "you" or "me").

Creating retellable messages is one of the reasons you were hired!

enquire@salesvirtual.com

Selling for "Non-Salespeople"
The New B2B Sales Game
How Sales Coaching is Meant to Work
Managing The Pipeline (All)
Getting Your Sales Pitch to Echo
Opportunity Creation (All)
Reviving Stalled Deals [Part 1]
Opportunity Capture (All)
Think "Warm Up" Versus "Call Planning"
Opportunity Creation (All)
The Sales Pipeline Gamechanger
Managing The Pipeline (All)
What is an "Income-Producing" Opportunity?
Managing The Pipeline (All)

The Acid Test of Messaging: Is Your Story Re-tellable?

The way you tell your story is the most significant driver of winning or losing a specific deal. That's a big claim, but it is universally true. If you're in sales, you know this to be absolutely the case. (3 great videos here from Tim Pollard at Oratium, who specialize in messaging). Messaging is a complicated area to get right, but Tim also makes this lightbulb moment observation: your message is not working if it's not re-tellable. Or, put another way, compelling messages are easy to retell. And they are also the indicator for an individual salesperson that their conversation might be having some impact out in the battlefield. The lesson is that your message needs to compel your prospect to tell other people, because they believe what you had to say, matters. This is a very high standard to aim for in your sales conversations. Creating retellable messages is one of the reasons you were hired!

This Week's Workout:

Take a sales call you plan to make this week. (Ideally it's already scheduled!). Ask this question: what message or story or even "soundbite" would you want your contact to re-tell to a colleague after the meeting? The kind of dialogue you might want to imagine for your contact would be:

I just finished a call with Jane at XYX. She made a point that you've often heard me make myself, but she put it much better ...

(Hint: A Re-tellable message delivers a valuable insight or universal shift or trend and/or points to a path for better results or impact. It's not about "you" or "me").

Creating retellable messages is one of the reasons you were hired!

enquire@salesvirtual.com

Want To Be Notified When New Content is Released?

Thank you! Your submission has been received!
Oops! Something went wrong while submitting the form.