“Ravi, if we're going to double our ACV over the next 12 months, we need to dump feature selling for good, can you help?"

 

That’s the exact question Ang Mcmanamon asked me as the sales leader of Crunchbase back in November 2021.

 

But, with a millennial sales team who’d been operating in a remote first world since the pandemic began, they were struggling to build trust authentically, stand out and stop being compared to the competition. 

 

“They need to use storytelling, there’s no better way!” Ang said as we began planning the 1-day workshop for her team’s SKO in Las Vegas. 

 

Going into the workshop, her team were excited but skeptical.

 

“Is this going to be another fluffy training that makes us feel good but provides no tangible value?” was the question they were secretly asking themselves as they sat in the seminar room of The Cosmopolitan Hotel.

 

But they went from suspects to believers as they quickly uncovered how to craft a magnetic elevator story and deliver it in less than 45 seconds.

 

It felt different, it felt unique and it felt personal to the human being they were going to share it with inside of their next sales call.

 

Finally, they had conviction in a brand new way of selling that created an unforgettable buying experience.

 

After each sales rep learned how to craft a personal story that connects and share a customer success story that converts, the team were able to increase their ACV by up to $8k by unlocking the power of story.

 

Every progressive sales leader understands that their team aren’t just salespeople, they’re also storytellers.

 

The question is, are you investing in their ability to become magnetic communicators at every stage of the sales process?