CRUNCHBASE’S CUSTOMER SUCCESS STORY
“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?
"Ravi came highly recommended and we quickly saw why...
"Ravi listened to our needs, understood our goals and quickly built our trust!
Ravi shined during our selection process because of his focus on understanding our sales process and our multifaceted audience.
During our kickoff, Ravi not only delivered compelling information to 2,500 sellers, but he brought it with true showmanship!
Taking center stage isn't easy, especially in a virtual setting, but Ravi created a space for our audience to feel connected and part of a unique event.
If you work with Ravi you won’t just have a professional speaker, but a true business partner for the long term."
Oracle NetSuite, Team lead - Global Sales Productivity
Ravi was the perfect choice for our Virtual Sales Kickoff...
"Being better Storytellers is something we care about within our culture at AB Tasty. Shining a light on this during our Sales Kickoff with Ravi as our keynote speaker was the perfect choice.
One of the challenges we've faced in the past is getting the team to become better storytellers with a repeatable and easy-to-apply framework. We've rolled out a storytelling framework previously, as a part of our methodology, and didn't see the adoption rates we were looking for.
With Ravi's framework, the team was able to instantly apply it and produce a memorable customer story in minutes - one that captures a prospect's attention and achieves the outcome we'd previously been lacking. Ravi's entire session was a lightbulb moment for the team!"
Global Sales Enablement Director at AB Tasty
STORIES THAT SELL: HOW TO CRAFT A 60 SEC ELEVATOR STORY
"So, what does your company do?"
In this moment, a salesperson has 2 options:
Option 1 - Feature dump with a solution centric pitch that smells of commission breath.
Option 2 - Spark a meaningful conversation that focuses on the human being behind the prospect.
The former breaks trust, whilst the latter accelerates it.
My chosen vehicle?
Learn how to craft and deliver a 60-second elevator story that connects and converts without sounding engineered or contrived.
By the end of your time with Ravi, you will:
Learn how to get your prospect's attention in less than 10 seconds so you can earn the opportunity to share a story.
Discover the C.A.P.T.U.R.E. Framework for transforming any elevator pitch into a connection focused elevator story.
Uncover the 7 voice tools for delivering a story with confidence and authority without sounding salesy.
CUSTOMER STORIES THAT CONVERT: DITCH FEATURE DUMPING FOR CUSTOMER CENTRIC STORYSELLING
In the world of B2B tech sales, longer sales cycles, multiple eyes on every deal and a lust for the status quo has become the norm.
In order to cut through the noise, you need to show up with a unique point of view, a customer centric narrative and a handful of customer stories that convert.
Learning how to use emotive storytelling that sparks change, shifts perspectives and inspires action is mission critical.
By the end of your time with Ravi you will:
Discover how to transform any case study into a 90-second customer story that convert.
Unlock the 4-steps to delivering a customer story in less than 90 seconds and without sounding scripted.
Uncover how to embed a customer story into any conversation without sounding contrived or engineered.
Learn how to deliver your story with confidence to C-Suite decision makers even if you struggle with imposter syndrome.
WHAT LEADERS AND REPS ARE SAYING ABOUT RAVI…
Ravi's an MVP in storytelling! He brings a great combination of energy & experience! He provides hands-on learning and practical frameworks which your team can instantly apply. Beyond being an excellent professional, Ravi's just an amazing human being, always willing to go the extra mile to help you out!
VP of Americas & Spanish Sales at Skuudle