Michael Harris

Neuroscience proves stories trump facts

But before we dive into the science, let's do a thought experiment, so that you can discover what is more likely to inspire you...

Provocative stories kill the status quo, and inspire customers to buy.

Inspired to buy with stories that sell: Through the power of story, your salespeople will not only bypass the wall that protects customers from...

Kill the status quo, and then inspire customers to buy with provocative stories.

Inspired to buy: With provocative stories, your salespeople will not only bypass the wall that protects customers from change, but also inspire them to...

A story about a CEO who helps a tactical VP of Sales scale the...

I remember when the CEO invested in what I, the VP of Sales of a mid-sized company, felt was a foolish amount of money...

How salespeople inspire customers to invest, not resist, with stories.

Although the value of your offering is overwhelming, customers resist. Why? More important, how will you get past this irrational wall of resistance, and make...

How to turn your power point presentation into a “Buying Simulator.”

Ditch the pitch and have business conversations was the strap line on the front page of my web site. And yet only 10% of...

Like lightning, one story revived sales by 135%.

As I watched my son's soccer game in the rain, the clouds grew dark, and thunder quickly followed. "If there's lightning, we're in a bad...

The Challenger Sale: Don’t upset the customer.

To find out how to challenge the customer's thinking without challenging the customer, I asked Matt Dixon, co-author of the Challenger Sale and Executive...

The Challenger Sale: 4th sales breakthrough in the past 100-years?

"The Challenger Sale is potentially the 4th sales breakthrough in the past 100-years." That's a bold statement made by Neil Rackham, the researcher behind 10k...

How to sell without being a jerk so that you can take your foot...

According to Sales Benchmark Index, only 57% of salespeople achieved quota in 2011. Why? Did they lack motivation or a sense of urgency? Well, according...

How to attract sales leads- not chase them- with killer marketing content.

In an interview with Ann Handley, Chief Content Officer of Marketing Profs (360,000 members and the largest community of marketers in the world) and...

Selling to Emotional Buyers, Not “Mr. Spock”

There's a tendency for salespeople to concentrate on logic because they feel that emotions are too flaky to have any real importance on a...

How Mini-Stories Can Help Buyers Hate the Status Quo

With 150 e-mails a day, 30 voice-mails and 60-80-hour work weeks thanks to corporate reorganizations, buyers are so busy today that in order to...

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