Sales and Storytelling With Craig Wortmann | Charu Sharma

What’s your story?

I came across a job post for a director of sales role on a startup’s website, and the required skills and experience section enlisted:

i) emotional intelligence,
ii) self-awareness,
iii) active listening,
iv) conflict resolution.

These are precisely the skills, along with storytelling, that I want to master at this stage of my career, and I am lucky to be in a sales position at LinkedIn. Learning to problem solve, deliver value and communicate effectively as a salesperson will greatly benefit me in any and every professional and personal pursuit in future.

I recently had the opportunity to meet with Craig Wortmann, a three-time star CEO, clinical professor of the award-winning Entrepreneurial Selling MBA course at Booth, and bestselling author of What’s Your Story?, a book that looks at how leaders and sales professionals use stories to connect, engage and inspire. Just like my mentors and peers at LinkedIn, Craig advocates for transparency and authenticity while “selling,” and because I remain fascinated by the concepts of selling and storytelling, Craig generously let me pick his brain.

Many leaders and ‘serious’ business people still seem to think that story-telling is for kids.
Somehow, many think that business is no place for stories. And, to illustrate their point, you know what they’ll do. Yeap, that’s right, they’ll tell you a story.
Once you realise that story-telling is part and parcel of everyday, effective communications, you begin to use it. But then there’s the stumbling block of the personal story.
Bringing your personal story into business is thought of as a ‘no go’ zone. And you’d be wrong to think this.
This is an excellent Q&A with Craig Wortmann.

Curated from www.huffingtonpost.com

The Elevator Principle

  • Some people bring you up
  • Other people bring you down.

Everyone has someone in their lives who, when you see them, they just drain all your energy and enthusiasm for life. They are the energy VAMPIRES. The moment you spot them, you go ‘oh crikey, not them, what are they going to take this time?’ Duck or run, but if they spot you already…

How many of you have someone in your life that when you spot them you know they are just going to suck life right our of you?

How many of you are sat next to that person right now ?

If you are going to be a lead from the middle of the pack and influence people above you, you are going to have to be a load lifter.

How often you lift that load is going to determine the response form the leader above you

How to lift your leader’s load

  • Do your own job first.
    • I had a staff once who was really enthusiastic and always asking “How can I help you?” It was great at first and I thought how keen he was. Then later I realized that he wasn’t getting his own job done. So when he would come and ask me “How can I help you?” I responded, “You can help me by getting your own job done”. He didn’t really want to help me, he just wanted to be a pal, To be around me and learn. Well that’s great, but get your own job done first, OK?
  • When you find a problem, provide a solution.
    • Finding problems is not very impressive. It’s easy to find problems. Impress me, identify a problem and they have given some thought to it and propose a solution.
    • I had a boss in Saudi Arabia, another John, and his refrain to me as a young middle leader was “bring me solutions not problems”. And I learned to do just that. Whatever the problem I found, I would think of at least 3 solutions. And I went from suggesting the solutions to identifying which of the 3 was the best solution to saying here are some possible solutions, but this one is the best AND Can I do this? Now I was lifting the load.
  • Tell leaders what the need to hear, not what they want to hear.
    • This is not ‘venting’ what you want to say. Nor is it ‘kissing up’.
    • If you know something, it’s your duty to tell your leader.
    • It’s no use saying after the event. You know John I just knew that was the dumbest thing to do.
  • Stand up for your leader whenever you can.
    • Colin Powell – When we are debating an issue, loyalty means giving me your honest opinion, whether you think I’ll like it or not. Once a decision has been made, the debate ends, loyalty now means executing the decision as if it were your own.
  • Ask your leader how you can lift their load.

 

 

Velcro elbows: the new standard in presenting – Guest Post by David Bloch

Velcro elbows: the new standard in presenting Imagine that you stick a strip of Velcro on the inside of your upper arm, from your armpit to your elbow, with the matching strip on the side of your chest. You then close your arms against your chest. An increasing number of speakers adopt this dysfunctional gesture. […]

Are you too busy preparing for life instead of living it?

Life Happens Whilst Your’re Busy Preparing Plans To Live “Life is what happens,”  the old quote goes, “when you are busy making other plans.” As important as planning can be, it can also inhibit you from experiencing life itself. It’s so easy to feel you are not ready to begin! You want to prepare more research, talk […]

Man is born to live

Articles of Faith: Leadership, Legacy and Grasping the Wind | Linked 2 Leadership

 

Guard your heart above all else, for it determines the course of your life. Proverbs 4:23, NLT

A month ago I finally began to appreciate this proverb. A month ago, I died and was rudely shocked back to the operating table by a wonderful team of well-meaning surgeons. How were they to know that I was thoroughly enjoying the total peace and joy of having truly let go?

Then I observed that most people are motivated to success because they envy their neighbors. But this, too, is meaningless–like chasing the wind. NIV Ecclesiastes 4:4

It took a heart attack and an all too brief visit to heaven for me to accept that anything I have been doing on this earth is no more than a striving after the wind.

Curated from linked2leadership.com

It is my honour and privilege to have been asked by Tom Schulte at Linked 2 Leadership to write a piece for the Sunday Articles of Faith series.

In today’s world of 9-second attention spans, our introductions mean more-than-ever before. Sally Hogshead reveals the seven triggers of fascination and how to get others to fall in love with your ideas, instantly.

What’s Better Today? How to Grow and Learn into the Leader You Can Be

What’s Better Today? How to Grow and Learn into the Leader You Can Be. (Singapore: Corporate Edge Asia Pte Ltd, 2013)

Leadership Coaching is an essential tool for anyone who wants to learn and grow as a leader, improve their business leadership coaching skills or to learn to coach. Written by a top leadership coach trainer, “What’s Better Today? How to Grow and Learn into the Leader You Can Be” is filled with practical coaching tools and template exercises that bring professional coaching techniques within your grasp.

This book helps and guides you in getting the most our of your own coach and coaching because, for most people, being coached is a new experience.

  • In Part One, “Starting Out” – you will learn if you are ready to be coached and establishing your coaching objectives, and if so, what coaching style will work best for you right now and thus how you can go about choosing a coach to work with.
  • In Part Two, “Grow and Learn” – you’ll learn how to get the very most you can out of your coaching program. Including a structured growth framework with easy to use templates that you can use to both shortcut your coaching and get the results you want as quickly as you want.
  • Part Three, is about “Wrapping Up” your coaching effectively so that you, and your coach, continue to learn from the experience.

Leadership coaching is a great introduction to a powerful way of helping others grow.

I was directed to this book by a friend who knew I had had a less than satisfactory experience with a coach. This book clearly and concisely gave me all the information I wish I had had earlier. I would recommend this book for anyone thinking about taking on the commitment required to have a coach – and for coaches to see what is really expected of them!Neil Davidson

Is Mindfulness a Key Practice That Every Business Leader Should Appreciate and Use? | ReadyToManage

It’s not all zen. Mindfulness as a subject seems to have been everywhere in the media in recent times and not only as a subject which has been described as a key part of traditional Buddhist practice. Today mindfulness is described as being a much more general approach that we can all take in our […]

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Loosen your Grip to Gain Control

What helps distinguish leaders and managers is about control and, quite literally, how “hands-on” you are. When you first learn the game of golf, the chances are that you grip the club tightly. After all this is basically holding onto a stick that you will swing through the air and hit a ball. Allowing the […]

Let go and gain control