The Influential Communicator

HOW TO BECOME A CONFIDENT COMMUNICATOR ON VIDEO; Want to build a magnetic personal brand on social media? Want to prospect in a way that cuts through the noise? Want to deliver impactful webinars that sell? I have one word for you... Video. In today's world, learning how to become a confident communicator on video is the key to standing out, becoming memorable and developing a unique voice that ge...

CRAFT AN IRRESISTIBLE SALES STORY USING THESE 5 INGREDIENTS; They say that all great salespeople are world class storytellers... But what are the key ingredients for becoming a high impact storyteller as a seller? Enter Ravi's ACORN checklist for crafting an irresistible sales story without winging it. This isn't about sharing stories around the campfire... This isn't about storytelling fit for Ho...

ONE SALES PRESENTATION SECRET OF STEVE JOBS; 99% of sales presentations launch straight into a predictable and forgettable format. More often than not, salespeople lead with the shiny features of their company's product of service... And this works 1% of the time (if that). The truth is, people want to feel seen, heard and understood... And leading with the features of your solution is a one way t...

Craft The Perfect 45 Second Elevator Story; Imagine being at a networking event or on a sales call and being asked the following question: “So, what do you do?” In this very moment, you or your sales team are faced with 2 options: Option 1: Pitch slap your prospect and instantly dehumanise the conversation. Option 2: Spark curiosity, create intrigue and have your prospects wanting to learn more. I...

The Perfect Icebreaker For Your Next Virtual Presentation; Corporate waffle at the start of virtual sales presentations makes my blood boil. “Hi my name is (insert name) and I work for (insert company) as their (insert role) and what we do is (insert corporate waffle).” From what I see, this is how 99% of sales presentations begin. And from what I observe, it creates an immediate disconnection. Wi...

1 Reason Why your Customer Success Stories Suck and how to Fix it; Never underestimate the power of relatability. When it comes to storytelling, introducing a relatable main character has the ability to make your prospect feel seen, heard and understood. And when done right, they should be able to see themselves in the pains, desires and transformation of your main character. But there's one probl...

5 Steps To Crushing The Negative Story That's Suffocating Your Success; “We are the stories we tell ourselves.” And sometimes the story we're telling ourself can be a limiting one. The truth is, when you consistently tell yourself a negative story that isn't serving you, it can be really hard to reach your full potential as a communicator. These negative stories can come from a place of lack, or w...

How To Share A Story Virtually Without Sounding Salesy  “I love it when I talk to a sales professional who sounds like a robot,” said no prospect ever. Being human is your one way ticket to connection and conversion. If you aren’t your authentic self on a sales call, you will come across as contrived. Now, this might be a bit more challenging when done virtually... But what if I told you I have ON...

How to reframe the stories you tell yourself and become a successful seller in a downturn; With the current economic activity fostering uncertainty, fears of a downturn are once again on the rise. Let’s face it: selling during a recession can be tough and stressful. But a great seller knows that in times of a recession, great opportunities arise! Our guest for today’s episode of The Influential Co...

[Client Spotlight] How Crunchbase organized the ultimate SKO & closed more deals using storytelling; One common misconception people have about the sales profession is that it’s all about talking. The truth is, it’s not all just about getting the next sentence in. A great storyteller is a great salesperson, and a great salesperson is a great listener. Think about it: how fun is it when you talk to...

How to Craft Influential Stories That Sell (Ravi on Winning The Challenger Sale Podcast); Anyone can tell a story during a sales meeting or demo – but what exactly do you need to know in order to craft a story that sells?  Today, instead of featuring a guest, I am the guest – on my friend Jen Allen’s Winning the Challenger Sale podcast.  In this episode, Jen and I discuss what makes sales stories...

1 Storytelling Lesson From Kevin Hart Kevin Hart is a master storyteller and he happens to be my favourite comedian on the planet! In a recent interview, I heard Kevin talk about how it takes him anywhere from 12 to 18 months to come up with an hour’s worth of comedy material.  He also discussed his system of refining his jokes at smaller comedy clubs first to work out all the kinks before using t...

How to Transform a Case Study into a Customer Success Story The phrases “case study” and “customer success story” are often used interchangeably by sales pros and prospects alike.  But the truth is, there are some subtle and unique difference between the two – and knowing when to use one over the other could be the difference between a "YES" or a "NO". In this episode, I share my interview from In...

How to Negotiate Equity Compensation Without Getting Fooled with Scott Leese Is base salary king? Or does equity reign supreme?  After all, nobody wants to sign a contract just to realize a few months later that they could have gotten a better deal!  The million dollar question is, is it really worth sacrificing your salary today for a potential payout in the future? And what should sales reps (es...

How to Use Storytelling when Social Selling To Land More Sales & Create Raving Fans with Sam Mckenna; We all have a story – but what’s the most effective way to tell it and how can our stories help us sell better? In 2022 and beyond, storytelling and social selling are two sides of the same coin. When you’re building a brand, cementing your thought leadership and trying to attract your ideal clien...

How to Become an Influential Connector & Win at Networking Events with James Buckley; What makes connecting with other people so tough?  And what can you do to start winning at networking events in a post-pandemic world?  James Buckley, Chief Evangelist & Master of Ceremonies at JB Sales, teaches some of the world’s greatest salespeople how to sell (and connect) better. Right now, networking event...

How to Use Podcasting to Share Your Story & Grow your Sales Without Starting a Podcast with Colin Mitchell When most people hear the word “podcasting,” they tend to only think about having their own show. But our guest Collin Mitchell knows you don’t need to have your own podcast to make podcasting work for you.  Being a guest on someone else’s podcast can help you share your story, grow your sale...

How to Raise your Self Worth So you can Communicate Better & Sell Better; Self-worth can impact every aspect of our lives – even (and for salespeople, especially) our careers.  But sometimes we don’t realize that our self-worth is within our power to heal and shift. So, how can we redefine our self worth? The key, according to Challenger’s Chief Evangelist Jen Allen, is to embrace the superpower o...

How To Use Strategic Storytelling As An SDR To Book More meetings; As human beings, we're all suckers for a good story! If you're a sales pro, you'll already know that your job is to share strategic stories that connect with your prospects, allowing them to see themselves in the journey of your main character and ultimately choosing you as their guide to take them from pain to glory. Nobody knows...

How to Build Trust & Create an Authentic Connection with your Prospects What does trust look like in a digital world? In a time when authenticity is rarer than ever, how can salespeople start authentic conversations that lead to authentic connections? Named one of Salesforce’s Game-Changing Sales Influencers You Should Be Following in 2022, Galem Girmay is the co-founder of RevGenius and has built...

How To Communicate Like An Elite Salesperson And Have A Consultative Sales Conversation; If you can create greater value for an individual, they will prefer to buy from you.  This is because you taught them more than anyone else about how to make their life better and make their million dollar problem disappear. To really influence your prospects, you have to help them understand how their lives w...

How To Use Storytelling to Influence, Persuade And Sell More Effectively; As we all know, making connections with prospects and keeping them engaged plays a crucial part in the business world – especially if you want to make sales. One way to do that is by telling stories. Storytelling humanizes your selling and makes connections with prospects more meaningful. It’s also an opportunity for you to...

How To Communicate Your Prospect’s Million Dollar Problem With Impact; Communication is the heart of every human interaction, and being able to do this effectively is perhaps the most important skill we need in life. It is what allows us to exchange ideas, share stories, showcase our vision, impact people with our products and services... The list goes on! Most of the time though, communicating fo...

How To Build A Movement Around Your Message; If you want to start a successful movement with meaning, you must first find your purpose and ensure it becomes the driving force behind all of your actions. Take a minute and ask yourself: What impact do I want to have in the world? The success of a movement isn't defined by making money; it is defined by the movement’s contributions to the community....

How To Deliver Memorable Sales Demos That Don’t Suck; Delivering sales demos is undoubtedly a defining moment in the sales process. How you present your story, solution and message is mission critical if you want to win new business and impactful relationships in less time. So, how exactly can you deliver a sales demo that breaks through the noise and connects with your prospect’s heart and mind?...