The Influential Communicator

[EP.33] How Crunchbase Organised the Ultimate SKO & Closed More Deals Using the Power of Story with Ang Mcmanamon (Client Spotlight)

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[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 a friend and they make you feel seen, heard and understood?

Building rapport and trust goes a long way, not only in friendships, but also when it comes to closing deals in the sales world.

On today’s episode of The Influential Communicator, I’m introducing a brand new segment of the show called Client Spotlight and for the first episode, we’re digging deep into how Crunchbase used storytelling at their SKO to propel them to close more deals and increase their average contract value.

Ang Mcmanamon, their VP of Sales, enlightens us about some of her learnings on storytelling, how she embedded it into her team’s sales process and some tips on how to create an incredible sales kick off experience.

Ready to create authentic connections with your customers and create a unique sales experience?

Hit that play button and tune in now!

WHAT WE DISCUSS:
  • [0:17] - Who is Ang Mcmanamon?
  • [6:02] - Ang’s perspective and experience on storytelling in sales
  • [8:01] - The challenges that Crunchbase face as a sales prospecting platform
  • [10:34] - Ang’s 3 tips to organize a high-impact sales kick off
  • [12:37] - A storytelling methodology that stands out and is being used by Crunchbase today
  • [14:00] - Why owning your personal story as a salesperson is so important
  • [16:20] - Why salespeople should learn how to tell effective customer success stories 
  • [17:40] - What Ang would be doing if she wasn’t working in the sales industry
  • [21:54] - Ang’s way of creating a memorable sales kick off
  • [23:50] - The evolution of elevator pitch stories over time
  • [25:18] - One story Ang tells her team to keep a motivated mindset during a downturn
  • [27:12] - Ang’s magnetic storytelling process when being compared to competitors without trashing them
  • [29:31] - Storytelling’s biggest impact on metrics
  • [31:51] - Ang’s advice on how to be a more impactful leader in today's world
  • [34:15] - One thing Crunchbase is currently working on that Ang is excited about


    • VALUABLE INSIGHTS AND KEY TOPICS:
    • The importance of creating a comfortable sales environment that encourages the team to own who they are and showcase their true personality.
    • How to make your stories stand out and earn your customers’ trust by being comfortable with sharing personal experiences and increasing relatability.
    • How being a great listener can help you to become a great sales leader


      • USEFUL RESOURCES:

      Connect with Ang Mcmanamon:

      https://www.linkedin.com/in/angenyc

      https://www.crunchbase.com/person/ang-mcmanamon

      Email: [email protected]


      Ravi Rajani’s Podcast: https://www.theravirajani.com/podcast


      Social Media:

      https://www.linkedin.com/in/ravirajani/

      https://www.tiktok.com/@theravirajani


      Want to learn more about Insightly, our sponsor of this week's show?

      Head over to www.insightly.com/influential to learn more about how you can build customer relationships that last a lifetime through a CRM that aligns your teams, elevates the customer experience and drives sales growth. Your free 14-day trial awaits you!

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      The Influential CommunicatorBy Ravi Rajani
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