A Conversation with Janine Kurnoff & Lee Lazarus

Janine Kurnoff and Lee Lazarus are the Co-Founders of The Presentation Company and Co-Authors of the book Everyday Business Storytelling. In connection to the basic elements of stories, sellers almost always focus on the resolution without even building the foundations and actually understanding their prospects. Today, Janine and Lee share their 4 basic elements of a story and why every story needs a big idea. They talk about applying these principles not only in presentations but even in some things as common as emails. They dig deep into the magic of storytelling in that you could even integrate data to deliver the best narrative for your prospect. HIGHLIGHTS Start with the customer and their needs and build a story from there  The 4 basic signposts for creating a story Who is responsible for creating stories? Applying the storytelling principles in emails Data is good but you have to wrap it in a story QUOTES The basic signposts help sellers build a story - Janine: "To me, it's like giving people a common language. It's letting them learn how to speak a new language, it's called story. And if we all talk the same language especially as we work and collaborate with teams, it makes it a heck of a lot easier to put together narratives and iterate and collaborate with others."  Empowering people to realize that they are the storyteller - Janine: "When you get these playbooks, templates, and scripts, that's awesome as a starting point. I think salespeople need to feel empowered to ultimately own the story. Because every time you get in front of that audience, the story may change a little because time has passed, things have transpired, and developments have been made." Your storytelling should support the buyer/prospect's journey - Lee: "Let's take the methodology but let's package it up with some storytelling fundamentals and even some visualization concepts. Because if I'm going to weave data into my story, then where does that data live and how do I unpack that data in a way that it's digestible and isn't just firehosing my audience?" Find out more about Janine and Lee in the links below: LinkedIn: https://www.linkedin.com/in/janinekurnoff/                         https://www.linkedin.com/in/leelazarus/ Website: https://www.presentation-company.com/ Book: https://www.amazon.com/Everyday-Business-Storytelling-Simplify-Narrative/dp/1119704669 More on Andy: Connect on LinkedIn Get Andy's new book "Sell Without Selling Out" on Amazon Learn more at AndyPaul.com Sponsored by: Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io Scratchpad | The fastest way to update Salesforce, take sales notes, and stay on top of to-dos | Scratchpad.com Blueboard | World’s leading experiential rewards & recognition platform | Blueboard.com Explore the Revenue.io Podcast Universe: Sales Enablement Podcast RevOps Podcast Selling with Purpose Podcast

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With more than 1,100 episodes and millions of downloads, Sales Strategy and Enablement with Revenue.io is the world’s most-trusted sales podcast. Each week, host Howard Brown delivers inspiring conversations with the world’s greatest sales leaders about sales engagement strategies and tactics, sales enablement, artificial intelligence, revenue intelligence, tech maturity, sales psychology and more. Through discussions with the world’s top CROs, CSOs, CEOs, researchers, authors and technologists, listeners glean rare insight into game-changing strategies, tactics, and technologies, with particular focus on how AI is being used to make sellers more productive and effective than ever before. In addition, check out classic episodes hosted by Andy Paul, the author of three award-winning sales books. Ready to take your sales game to the next level? Join us on our mission to help your reps grow revenue and pipeline faster and more efficiently than ever before. Visit Revenue.io/podcasts for more.