Developing storytelling soft skills seems trivial to many STEM professionals, compared to the rigors of their respective professional disciplines. First, STEM professionals are used to speaking and thinking using discipline-specific language and logic. They are comfortable within that communication environment. In addition, STEM professionals are exposed to marketing and sales-based storytelling styles, when attending professional… [Continue Reading]
Are your Storytelling Soft Skills half as productive as they could be?
Buyers don’t believe You
It’s time to ask yourself whether your Buyers believe what you are pitching and selling. Before you schedule one more demo or submit another RFP or RFQ, take your sales pulse. The only person who may be “sold” on you is you. Today’s Buyers and decision makers are skeptical. Why shouldn’t they be? The majority… [Continue Reading]
Transitioning from Startup Pitching to Selling
The world of startups revolves around a seemingly incessant stream of pitching to potential investors. While not every pitch session resembles the ABC.com “Shark Tank” show, pitching can sometimes feel more like standing in rush hour traffic with your clothes off. Yikes! How frequently to you feel a draft as that traffic whizzes by? There… [Continue Reading]
If You Build It, Sell It.
There’s been a lot of online chatter lately about how to create your first sales team for your startup, including feasible compensation strategies. I hope you haven’t put off having your first selling conversations until you secure funding to hire your first VP of Sales. If so, you are already behind the 8-ball. Your first… [Continue Reading]
Why Pitching Doesn’t Sell
It could be that no one really wants to catch whatever it is that you are pitching at them. Or is it slinging at them? This post may be news for startups in search of funders. Did you ever think about your “pitch” that way? News flash: Potential customers and investors do. With everyone pitching… [Continue Reading]
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