The Influential Communicator

By Ravi RajaniBusiness Entrepreneurship Education Self-Improvement How To

The Influential Communicator episodes

December 05, 2023[EP.97] How To Inspire Your People & Motivate Them To Take Action with Ashton Williams
How To Inspire Your People & Motivate Them To Take Action with Ashton Williams:
Whether you’re a leader or a team player…

A shared vision is a guiding star that illuminates the path to success…

And having confidence in your vision fuels your journey toward a grander horizon.

But if your team isn't on board, the road ahead might seem longer than it needs to be.

So how can you paint that vivid picture for them and inspire them to get moving?

Enter Ashton Williams of Slack.

She’s joining us to teach us the art of leadership - a journey that ignites momentum and drives high-powered teams forward.

Let’s go!

WHAT WE DISCUSS:
[1:17] - Who is Ashton Williams?
[6:32] - Ashton’s go-to approach for diffusing conflict in the workplace
[10:49] - Unlearning the belief that your value is determined by your career
[16:31] - How stress and chaos can help you figure out what you want
[24:46] - Why leaders need to stop feature-selling
[30:33] - Ashton’s TTL method: trust, transparency, lead
[35:07] - How to tell stories that showcase vulnerability while still being professional
[44:08] - An influential communicator Ashton looks up to today
NOTABLE QUOTES:
[9:18] - “When we don't assume people have good intentions, we make stories in our head that are ridiculous. We're not the center of anybody else's world.” - Ashton Williams
[10:52] - “Your value isn't determined by your career.” - Ashton Williams
[31:01] - “I really believe, especially as leaders, trust is first. You have to earn the trust of your team to listen to you, hear you, and follow you, but you also have to give trust very freely. You need to trust that people are adults who want to do their best work and are going to try their best, and you have to give them room to learn what their best is.” - Ashton Williams
[36:29] - “Vulnerability is not oversharing.” - Ashton Williams

USEFUL RESOURCES & LINKS:
Slack Website: https://slack.com/
Connect with Ashton on LinkedIn: https://linkedin.com/in/williamsashton

Ravi Rajani’s Website & Podcast: https://www.theravirajani.com/podcast
Connect with Ravi on LinkedIn: https://www.linkedin.com/in/ravirajani/

ADDITIONAL RESOURCES:

[FREE SCRIPT]
Discover how to craft a magnetic 45-second elevator story:
https://www.theravirajani.com/yourelevatorstory

Hire Ravi for a keynote or storyselling workshop for your sales team:
https://www.theravirajani.com/speaking

Learn more about Ravi's Storyselling Bootcamp:
https://www.theravirajani.com/thestorysellingbootcamp
51 min
November 28, 2023[EP.96] How To Explain What You Do in 13 Seconds with Ravi Rajani
How To Explain What You Do in 13 Seconds with Ravi Rajani:
We've all been there…

The dreaded moment when someone asks, “What does your company do?”

It's a common question that often leads to a forgettable and long-winded response.

But what if you could make your answer stand out, capture attention, and leave a lasting impact?

The solution lies in learning how to craft a 13-second “Magnetic Message” that sparks intrigue and makes you truly memorable.

No more run-of-the-mill responses - it's time to set yourself apart from the crowd.

Let’s get it!

3 PRINCIPLES TO REMEMBER WHEN CRAFTING YOUR SCRIPT
Use an analogy that is industry-specific or universally relatable.
Ensure the link to what your company does is watertight.
Less is more.

USEFUL RESOURCES & LINKS:
Ravi Rajani’s Website & Podcast: https://www.theravirajani.com/podcast
Connect with Ravi on LinkedIn: https://www.linkedin.com/in/ravirajani/

ADDITIONAL RESOURCES:

[FREE SCRIPT]
Discover how to craft a magnetic 45-second elevator story:
https://www.theravirajani.com/yourelevatorstory

Hire Ravi for a keynote or storyselling workshop for your sales team:
https://www.theravirajani.com/speaking

Join The Influential Communicator Newsletter:
https://theinfluentialcommunicator.ck.page/newsletter
14 min
November 21, 2023[EP.95] The Art of Transparent Negotiation with Todd Caponi
The Art of Transparent Negotiation with Todd Caponi:
In the world of sales, “negotiation” is often taught using outdated, sleazy and trust breaking tactics.

The truth is, negotiation isn't just about crunching numbers and closing deals.

It's about focusing on the human being behind the prospect, transparency and creating a win-win scenario for both parties.

Enter the legendary Todd Caponi.

In this week’s episode, he’s here to show you the way and reveal how transparency can be your secret weapon, not a vulnerability.

It's time to shed the mask and embrace the power of transparent communication.

Let’s go!

WHAT WE DISCUSS:
[1:18] - Who is Todd Caponi?
[8:46] - Todd’s greatest mentor
[11:58] - Why people struggle to discuss pricing with confidence and conviction
[17:13] - The inner work that sellers should do early on in their career
[20:29] - How Todd approached failures in his career
[22:18] - The difference between sympathy and empathy
[26:44] - The levers that drive the pricing models of every company
[31:55] - How to overcome self-doubt from past failures
[45:16] - Using references as a tool to effectively tell your story
[51:38] - An influential communicator Todd looks up to today
NOTABLE QUOTES:
[15:20] - “Confidence is contagious.” - Todd Caponi
[16:40] - “The more inner work I've done to heal insecurities, overcome limiting beliefs, and really get comfortable in my own skin: the better speaker I've become, the better storyteller I've become, the better salesperson I've become.” - Ravi Rajani

USEFUL RESOURCES & LINKS:
Todd Caponi’s Website: https://toddcaponi.com/
Connect with Todd on LinkedIn: https://www.linkedin.com/in/toddcaponi
Follow Todd on X: https://twitter.com/tcaponi
Follow Todd on Instagram: https://www.instagram.com/tcaponi/

Ravi Rajani’s Website & Podcast: https://www.theravirajani.com/podcast
Connect with Ravi on LinkedIn: https://www.linkedin.com/in/ravirajani/

ADDITIONAL RESOURCES:

[FREE SCRIPT]
Discover how to craft a magnetic 45-second elevator story:
https://www.theravirajani.com/yourelevatorstory
Hire Ravi for a keynote or storyselling workshop for your sales team:
https://www.theravirajani.com/speaking
Join The Influential Communicator Newsletter:
https://theinfluentialcommunicator.ck.page/newsletter
57 min
November 14, 2023[EP.94] Create Meaningful Relationships Without Being Self-Serving with Ravi Rajani
Create Meaningful Relationships Without Being Self-Serving with Ravi Rajani:
A lot of the time, people are hesitant to speak their minds.
Why?
Because they’re often met with judgment, opinions, and worst of all, unsolicited advice.
We've all been there - and it sucks.
But hey, it’s time to flip the script.
In today’s episode, we’ll uncover the exact communication strategy I use to create a safe space for vulnerable conversations, so we can nurture relationships that last a lifetime!
Let’s get it!

3 TIPS FOR HAVING VULNERABLE & AUTHENTIC CONVERSATIONS:
Reduce your pace, increase your warmth, and have a curious tone.
Learn how to “sit in the mud” with people versus prescribing advice and trying to “fix” them.
Stimulate a resolution by asking pattern-interrupting questions.
NOTABLE QUOTES:
[4:36] - “If we want to build trust and create a safe space for vulnerability, then we need to speak the same love language as the people we're communicating with.” - Ravi Rajani

USEFUL RESOURCES & LINKS:
Ravi Rajani’s Website & Podcast: https://www.theravirajani.com/podcast
Connect with Ravi on LinkedIn: https://www.linkedin.com/in/ravirajani/

ADDITIONAL RESOURCES:

[FREE SCRIPT]
Discover how to craft a magnetic 45-second elevator story:
https://www.theravirajani.com/yourelevatorstory

Hire Ravi for a keynote or storyselling workshop for your sales team:
https://www.theravirajani.com/speaking

Join The Influential Communicator Newsletter:
https://theinfluentialcommunicator.ck.page/newsletter
16 min
November 07, 2023[EP.93] How to Say "No" and Set Boundaries in the Workplace with Jenn Glabicky of Fidel API
How to Say "No" and Set Boundaries in the Workplace with Jenn Glabicky of DCN:
Boundaries.
It can be hard to set them as a people pleaser, especially when you’re secretly crippled with the fear of letting others down.
But you know what’s worse than letting other people down?
Experiencing the stress and overwhelm that comes with letting yourself down.
Learning how to say “no” with warmth is a superpower that helps us protect our time, energy and resources so we can give it to the people and opportunities that matter the most.
In this episode, Jenn Glabicky from DCN, teaches us how to be approachable, warm and inviting even when we say “no”.
Without further wait, let’s get into it.

WHAT WE DISCUSS:
[1:16] - Who is Jenn Glabicky?
[2:05] - Jenn’s journey as a recovering people pleaser
[6:23] - How to set boundaries early in your career
[20:20] - The art of being a leader that inspires openness
[26:44] - Transformative experiences that shaped Jenn's current communication style
[30:17] - An influential communicator Jenn looks up to today
NOTABLE QUOTES:
[10:43] - “By actually setting boundaries with other people, it will tell a positive story about who you are versus just saying yes.” - Jenn Glabicky
[27:13] - “I’ve always been brought up with the golden rule: treat others the way I would hope to be treated.” - Jenn Glabicky

USEFUL RESOURCES & LINKS:
Fidel API website: https://fidelapi.com/
Connect with Jenn on LinkedIn: https://www.linkedin.com/in/jglabicky

Ravi Rajani’s Website & Podcast: https://www.theravirajani.com/podcast
Connect with Ravi on LinkedIn: https://www.linkedin.com/in/ravirajani/

ADDITIONAL RESOURCES:

[FREE SCRIPT]
Discover how to craft a magnetic 45-second elevator story:
https://www.theravirajani.com/yourelevatorstory

Hire Ravi for a keynote or storyselling workshop for your sales team:
https://www.theravirajani.com/speaking

Join The Influential Communicator Newsletter:
https://theinfluentialcommunicator.ck.page/newsletter
33 min
October 31, 2023[EP.92] One Way to Crush your Next Virtual Presentation
One Way to Crush your Next Virtual Presentation;
Remember when the pandemic began?
Zoom fatigue was (and still is) real.
The worst thing was, all virtual presentations kinda sucked (and still do).
Lighting - we looked like we were streaming live from our mom's basement.
Audio - we sounded like we were speaking inside of a fish bowl.
Video - we forgot nobody wants to see our dirty laundry in the background.
Right?
But as they say, you can't put lipstick on a pig.
Meaning, you can have the most beautiful setup...
But, if you can't get your audience's attention and keep it, you have no chance at earning the opportunity to become their trusted guide.
Attention is the currency of the modern world.
Want to learn how to ethically steal it in broad daylight?
Then today’s episode is for you my friend!

WHAT WE DISCUSS:
[4:25] - Step 1: Low-friction question, yes or no response
[7:52] - Step 2: Medium-friction question, quantitative response
[9:49] - Step 3: High-friction question, qualitative response
[11:45] - 3 steps to contextualize and test the framework
3 STEPS TO TEST THE STACK-THE-MOMENTUM METHOD:
Step 1: Write down your three questions before your next low stakes virtual presentation.
Step 2: Use it in a low-risk scenario, possibly at the beginning of your presentation.
Step 3: Use it in a high-stakes scenario and review the recording to see where you can improve.
NOTABLE QUOTES:
[2:51] - “101% of the time, I start my presentations with a personal story because I want to connect with the audience on an emotional level.” - Ravi Rajani
[12:45] - “A confident delivery is everything.” - Ravi Rajani

USEFUL RESOURCES & LINKS:
Ravi Rajani’s Website & Podcast: https://www.theravirajani.com/podcast
Connect with Ravi on LinkedIn: https://www.linkedin.com/in/ravirajani/

ADDITIONAL RESOURCES:

[FREE SCRIPT]
Discover how to craft a magnetic 45-second elevator story:
https://www.theravirajani.com/yourelevatorstory

Hire Ravi for a keynote or storyselling workshop for your sales team:
https://www.theravirajani.com/speaking

Join The Influential Communicator Newsletter:
https://theinfluentialcommunicator.ck.page/newsletter
15 min
October 24, 2023[EP.91] One Influential Way to Receive More of What You Desire
One Influential Way to Receive More of What You Desire;
Why do we shy away from asking for what we want?
Often, it's the fear of rejection that holds us back.
We're scared of hearing "no."
But, what if I told you, there’s a communication framework which can support you in hearing “yes” more often?
And guess what? This isn't just for the sales folks.
This is for anybody who wants to learn how to communicate with influence and receive more of what they want without compromising their value system.
As Gandhi once said, "Don't ask. Don't get."
The dude was right!
Without further wait, let’s get into it.

WHAT WE DISCUSS:
[1:17] - Why are humans afraid to ask for what they want?
[8:24] - 3 tips to ensure you deliver your ask in an impactful way
[11:01] - Action steps to craft your ask with intention
HOW TO DELIVER YOUR ASK IN AN IMPACTFUL WAY:
Slow down to display confidence and combat nerves.
Don’t underestimate the power of an authentic smile.
Once you’ve asked for what you desire, just sit back and listen.
NOTABLE QUOTES:
[13:28] - “You can't come out the gate asking things from people without really giving value and having a strong level of rapport.” - Ravi Rajani

USEFUL RESOURCES & LINKS:
Ravi Rajani’s Website & Podcast: https://www.theravirajani.com/podcast
Connect with Ravi on LinkedIn: https://www.linkedin.com/in/ravirajani/
Follow Ravi on TikTok: https://www.tiktok.com/@theravirajani
Subscribe and watch the show on YouTube: https://bit.ly/3eAJQx0

ADDITIONAL RESOURCES:

[FREE SCRIPT]
Discover how to craft a magnetic 45-second elevator story:
https://www.theravirajani.com/yourelevatorstory

Hire Ravi for a keynote or storyselling workshop for your sales team:
https://www.theravirajani.com/speaking

Join The Influential Communicator Newsletter:
https://theinfluentialcommunicator.ck.page/newsletter
16 min
October 17, 2023[EP.90] How Oracle NetSuite Organised a Hybrid Sales Kickoff that Boosts Sales Performance with Lisa Bono
How Oracle NetSuite Organized a Hybrid Sales Kickoff that Boosts Sales Performance with Lisa Bono;
Ever been to a sales kickoff that felt more like a lullaby than an energy boost?
Let's face it, a real sales kickoff is meant to do three things:
Motivate...
Inspire...
Educate...
This year, Oracle NetSuite turned up the heat with a thrilling theme that was right up my street: the magic of storytelling.
And with their one and only Lisa Bono, we're diving into exactly what it takes to organize a world class sales kickoff.
Without further wait, let’s get it!

WHAT WE DISCUSS:
[1:17] - Who is Lisa Bono?
[9:49] - What actually is a sales kickoff (SKO)?
[10:45] - Why NetSuite chose storytelling as their SKO theme
[14:21] - The power of customer stories
[15:43] - Unlocking the power of “storyselling”
[19:16] - High level steps to organize a hybrid sales kickoff
[26:16] - Lisa’s secret weapon to reinforce all learnings
[31:09] - The KPIs which storyselling will have the most impact
[33:43] - Trying to organize an SKO that pleases the masses
[40:31] - One costly mistake Lisa and her team made in the runup to their SKO
[43:18] - An influential communicator Lisa looks up to today
LISA’S HIGH LEVEL STEPS TO ORGANIZE A HYBRID SALES KICKOFF:
What theme are we trying to hit on and what message are we trying to deliver?
How can we create learnings which are congruent with our theme?
How can we ensure the learnings are applicable across departments?
How can we reinforce the learnings for real behavioral change?
Are we logistically setup for a hybrid experience?
Are we acknowledging the emotional state of our audience and the current market?
NOTABLE QUOTES:
[10:00] - “ A sales kickoff is an event meant to bring (potentially) all employees together to do three things: motivate, inspire, and educate.” - Lisa Bono
[16:41] - “As a seller, you really want to be succinct and concise with your words, and I think that's the hardest thing to teach about storytelling.” - Lisa Bono
[37:23] - “I used to always think, as a seller, people buy from people they like. I think audience members appreciate enablement: facilitators that speak their language, that understand their perspective, that put themselves in the person on the other side's shoes, as opposed to kind of taking that teacher mentality.” - Lisa Bono

USEFUL RESOURCES & LINKS:
Oracle NetSuite website: https://www.netsuite.com
Connect with Lisa on LinkedIn: https://www.linkedin.com/in/winwithbono

Ravi Rajani’s Website & Podcast: https://www.theravirajani.com/podcast
Connect with Ravi on LinkedIn: https://www.linkedin.com/in/ravirajani/
Follow Ravi on TikTok: https://www.tiktok.com/@theravirajani
Subscribe and watch the show on YouTube: https://bit.ly/3eAJQx0

ADDITIONAL RESOURCES:

[FREE SCRIPT]
Discover how to craft a magnetic 45-second elevator story:
https://www.theravirajani.com/yourelevatorstory

Hire Ravi for a keynote or storyselling workshop for your sales team:
https://www.theravirajani.com/speaking

Join The Influential Communicator Newsletter:
https://theinfluentialcommunicator.ck.page/newsletter
48 min
October 10, 2023[EP.89] How to Engage a Customer with an Influential Analogy with Jennifer Ryan of BlackLine
How to Engage a Customer with an Influential Analogy with Jennifer Ryan of BlackLine;

Attention.
That is the currency in today’s world.
And when it comes to the arena of sales, if we aren’t able to get somebody’s attention and keep it…
Then we can’t earn the opportunity to become their trusted guide.
So, what’s one way to grab somebody’s attention in less than 10 seconds?
An influential analogy.
When done correctly, it sparks intrigue and gives you the chance to share your message or story.
And when it comes to using analogies to explain what you do and break down complex subjects, Jennifer Ryan of Blackline is a pro!
In this week’s episode, Jennifer talks to us about how to construct and use analogies to captivate, inspire and motivate prospects to take action
Are you ready?
Hit play!

WHAT WE DISCUSS:
[1:17] - Who is Jennifer Ryan?
[6:08] - A lesson Jennifer picked up from music therapy and how she embodies it as a salesperson and trainer
[10:58] - One thing Jennifer took from her communications degree that she now teaches sellers
[17:34] - Jennifer’s advice for new sellers finding their identity in the workplace
[23:36] - How to create fun yet professional and authentic analogies
[34:15] - Tips for delivering analogies in a conversational manner
[35:58] - An influential communicator Jennifer looks up to today
NOTABLE QUOTES:
[24:03] - “I find that analogies are the gateway to storytelling. [They’re] very short stories that you use almost as morals to a story or something that will teach something and help someone take a concept that's new in and relate it to something they already know, increasing their ability to understand that new information much more quickly.” - Jennifer Ryan

USEFUL RESOURCES & LINKS:
BlackLine website: https://www.blackline.com/
Connect with Jennifer on LinkedIn: https://www.linkedin.com/in/jennifereryan

Ravi Rajani’s Website & Podcast: https://www.theravirajani.com/podcast
Connect with Ravi on LinkedIn: https://www.linkedin.com/in/ravirajani/
Follow Ravi on TikTok: https://www.tiktok.com/@theravirajani
Subscribe and watch the show on YouTube: https://bit.ly/3eAJQx0

ADDITIONAL RESOURCES:

[FREE SCRIPT]
Discover how to craft a magnetic 45-second elevator story:
https://www.theravirajani.com/yourelevatorstory

Hire Ravi for a keynote or storyselling workshop for your sales team:
https://www.theravirajani.com/speaking

Learn more about Ravi's Storyselling Bootcamp:
https://www.theravirajani.com/thestorysellingbootcamp
39 min
October 03, 2023[EP.88] How to Negotiate a Payrise with Confidence with Jacob Warwick of CORE Connect
How to Negotiate a Payrise with Confidence with Jacob Warwick of CORE Connect;

Information…
Timing...
Influence…
These are the key ingredients to master the art of effective negotiation according to this week’s guest.
But there's one secret weapon that can add a touch of warmth and connection to your negotiations…
I’m talking about magnetic storytelling.
Put them all together and you create a negotiation strategy that is full of finesse and success.
I’ve pinned down Jacob Warwick of CORE Connect to teach us how to negotiate your next payrise with bulletproof confidence.
Intrigued?
Good! Hit play and I'll see you on the other side!

WHAT WE DISCUSS:
[1:17] - Who is Jacob Warwick?
[12:12] - How much does somebody need in their emergency fund?
[23:46] - How to communicate with warmth and still create boundaries
[31:42] - Does likability matter in negotiation?
[37:57] - How to overcome internal doubt and negotiate a payrise
[44:47] - Reading body language in a negotiation
[55:07] - An influential communicator Jacob looks up to today
NOTABLE QUOTES:
[17:58] - “A negotiation is all about information, timing, and power.” - Jacob Warwick
[25:40] - “It's not what you say, it's how you say it.” - Jacob Warwick
[29:15] - “It's more important to find alignment than to be impressive.” - Jacob Warwick
[57:04] - “Helping people negotiate fulfillment and happiness is more important than the money piece.” - Jacob Warwick

USEFUL RESOURCES & LINKS:
ThinkWarwick website: https://www.thinkwarwick.com/
CORE Connect website: https://www.thinkwarwick.com/core-connect/
Connect with Jacob on LinkedIn: https://www.linkedin.com/in/jacobwarwick

Ravi Rajani’s Website & Podcast: https://www.theravirajani.com/podcast
Connect with Ravi on LinkedIn: https://www.linkedin.com/in/ravirajani/
Follow Ravi on TikTok: https://www.tiktok.com/@theravirajani
Subscribe and watch the show on YouTube: https://bit.ly/3eAJQx0

ADDITIONAL RESOURCES:

[FREE SCRIPT]
Discover how to craft a magnetic 45-second elevator story:
https://www.theravirajani.com/yourelevatorstory

Hire Ravi for a keynote or storyselling workshop for your sales team:
https://www.theravirajani.com/speaking

Learn more about Ravi's Storyselling Bootcamp:
https://www.theravirajani.com/thestorysellingbootcamp
59 min

About The Influential Communicator

From the publisher's feed

If you want to impact people, you need to influence them first.

Share The Influential Communicator

Sign up to save your podcasts

The Influential Communicator

The Influential Communicator episodes

About The Influential Communicator