Michael Harris

StorySelling is 100,000 year old for a reason- it works

As I’d just completed my pilot license the week before, I figured after dinner was a good time to ask if my two good friends...

CEO of SAP recruits a Chief Storyteller- why?

When the world’s largest business software company hires a Chief Storyteller, its news, because it’s a first for the industry. And when the decision was...

How to sell complexity beyond the customer’s capacity to understand

How can you persuade someone to buy your complex product when 90% of your presentation is forgotten within 72-hours? The short answer is you can’t....

Insight selling- How Microsoft & SAP do it better

With the rise of the empowered buyer, it is no wonder that the Microsoft, and SAP have embraced insight selling. But these companies have...

Details could increase the impact of your argument by 34.9%

In business, time is money, so the last thing you want is to waste time sitting through a dull detail laden presentation. And as...

Sales are 20X stickier with a story

If I told you that a fact, wrapped in an emotional story, is 20-times more memorable, would you believe it? I didn't at first. So...

Why customers get stuck in analysis paralysis & how to avoid it

After working on Wall Street for 14 years, I've always presented facts and figures to B2B buyers, because that's how I felt serious business...

Insight Selling- what is insight, and why do it?

Everyone is talking about how salespeople must now learn how to deliver insights to their customers, because the internet has changed how people buy....

Insight Selling- challenger sale or fail?

How do you deliver insight to your customers so that it challenges the status quo without challenging the customer? Well, when you get sick, do...

Sales 20X stickier with a story

If I told you that a fact, wrapped in an emotional story, is 20-times more memorable, would you believe it? I didn't at first. Even...

CEO of SAP recruits a Chief Storyteller- why?

When the world's largest business software company hires a Chief Storyteller, its news, because it's a first for the industry. And when the decision was...

Salesman conquers his fear of rejection with the latest tools

Joel needed new customers. But he found that he wasn't 100% committed when he picked-up the phone, because his fear of rejection made him...

How a salesman conquers his fears and becomes fully committed

Joel needed new customers. But he found that he wasn't 100% committed when he picked-up the phone, because his fear of rejection made him...

“You’re in sales, you’re too stupid to understand.”

When I asked for more details on how a customer could use our product, Tim, our Managing Director, joked: "Michael, you're in sales, you're...

Selling blind- turn the lights on with customer knowledge story coaching

Salespeople are selling blind, because they are not being coached on customer knowledge. Without an accurate customer map, they can't link their capabilities to...

Selling blind- turn the lights on with customer knowledge story coaching

Salespeople are selling blind, because they are not being coached on customer knowledge. Without an accurate customer map, they can't link their capabilities to...

How to create Stories that Sell

Double the quality After watching this video, you will be able to create stories that are far better at engaging customer than a product presentation. If...

One customer story sells, and another doesn’t. Why?

By recognizing the difference between a customer story that DOES sell vs. a story that DOESN'T sell, you can see for yourself how your...

Do poor sales figures alone tell the whole story about who to fire?

The results are in, and it's time to fire 15% of your sales team. But do the numbers tell the whole story?You know, for...

32% of salespeople won’t achieve quota in 2012, but will a new sales methodology...

32% of salespeople won't achieve quota in 2012, according to a survey of 197-B2B technology companies in 2012 (source: The Bridge Group). But will another...

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