The Influential Communicator

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 problem salespeople are making in their customer success stories which is crushing their ability to connect with their prospects...

In today's episode of The Influential Communicator I'm going to uncover it and teach you how to fix it.

Press play and let’s go!

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Listen in on via Desktop: https://www.theravirajani.com/podcast

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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!

“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 when we compare ourselves to others and forget what makes us unique.

We need to remember that we have the power to rewrite the story we tell ourselves and transform it into a positive one.

It all starts with 5 simple steps and a willingness to take action.

I don't have a formula, I simply have something that works for me and my clients...

And today, I want to share it with you!

In this week's episode of The Influential Communicator, learn my step-by-step process on how to reframe the negative story you’ve been telling yourself, so you can charge towards your version of success as a salesperson.

Ready to change your narrative?

Let’s get it!

Subscribe to our Youtube channel: https://www.youtube.com/channel/UCBttnqRsGfNr1GTikmyAP8w

Listen in on via Desktop: https://www.theravirajani.com/podcast

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

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

https://www.youtube.com/channel/UCBttnqRsGfNr1GTikmyAP8w

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!

“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 ONE simple tip that will transform you into an effective virtual storyteller...

Would you believe me?

On today’s episode of The Influential Communicator, I share one piece of advice that changed the game for me when it comes to sharing a story with authenticity on camera...

And now, I want to show you how to put it into practice on your next virtual sales call.

Hit that play button and I'll see you on the other side.

Subscribe to our Youtube channel: https://www.youtube.com/channel/UCBttnqRsGfNr1GTikmyAP8w

Listen in to this week's episode via desktop: https://www.theravirajani.com/podcast

Ravi's Social Media:

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

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

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!

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 Communicator has the solution, and it all lies in the power of human connection and conversation.

Amy Volas is the founder and CEO of Avenue Talent Partners, a company that aids in executive sales search for SaaS startups. She has spent 20+ years in the world of tech, powered through the financial crisis of 2008, and has closed over a hundred million in revenue as an enterprise seller.

Want to navigate any downturn with ease?

Leave it up to Amy to teach you how to rewire the story you tell yourself and ditch those demons so you can sell more in a recession.

Let’s dive in - hit that play button!

• [33:34] - “There's a couple things that I do mentally. It's not just writing it down. It's, ‘what's the opposite of what I'm feeling right now?’ So if it's fear, it's the opposite: hope, confidence, joy, happiness. And I will fester on that word instead of the fearful words. You say that over and over in your mind and your mindset starts to shift a little bit.” - Amy Volas

• [32:42] - “The most pivotal moments in my life have oftentimes come from the lessons that I learned through recession or downturn.” - Amy Volas

Connect with Amy Volas:

Visit Amy's website: https://avenuetalentpartners.com/

Follow Amy on Linkedin: https://www.linkedin.com/today/author/amyvolas/

Follow Amy on twitter: https://twitter.com/AvenueTP

Join Amy's community: https://bettertogether-amyv.mn.co

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

Social Media:

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

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

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!

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!

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

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!

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 unique to other forms of storytelling, where in the sales process to tell a story for the greatest impact and how to use my ACORN checklist to build a compelling sales story.

What We Discuss

Valuable Insights and Key Topics

• One story has the ability to create thousands of relationships. How? Through connection. Humans are hard wired for storytelling – it’s an evolutionary trait we developed in order to remember life-saving lessons about the world around us. 

• Storytelling begins with active listening. In order to reflect a prospect’s million dollar problem back to them and to paint a vivid picture about what life looks like once they've solved their challenge, you need to make them feel seen, heard and understood. How? By listening with intention. An exercise shared in today's episode will help you do just that!

Notable Quotes

• “...your story and the way you communicate isn't designed to give you significance. It's designed to give your ideal client significance...” – Ravi (30:58)

Useful Resources;

Ravi Rajani's social media

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!

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 them on tour and in front of big crowds. 

These strategies obviously work for Kevin – but I realized that, at their core, these lessons could also work for salespeople who need to be able to craft and deliver impactful stories too. 

Join me for today’s episode for a look at Kevin’s process, and how you can devise a winning storytelling system of your own. 

• You don’t need to take 12 to 18 months to put a sales story together, however, you do need to be intentional about crafting something that connects with your ideal client profile.

• When you craft a story, it’s not about sticking to your script, word-for-word, in front of prospects. It’s about your ability to own the script, own the emotion, and own the delivery, so that every story you tell is authentic. 

• “What I'm really talking about here is developing an intentional system to ensure that all you need to do is show up and deliver a story that connects and converts – but you need a system.” – Ravi (05:13)

Ravi Rajani's useful resources;

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!

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 Insightly's show, Closing Time, where I dig deep into my ACORN checklist and how it can help you craft a compelling customer success story.

Click play to check it out and I'll see you on the other side!

• Attention is the currency you need to earn. Once you get it, you need to learn how to keep it and earn the opportunity to solve your prospect's million dollar problem. 

• To find the villain in your story, don’t think about your prospect’s pain – think about the root causes of that pain, and how it's preventing your prospect from achieving their version of success.

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!

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 (especially those just starting out) know about negotiating stock options in their contracts? 

In today’s episode, the Tony Stark of SaaS sales aka Scott Leese talks about the nuances of stock options and equity, contract red flags, what he learned from his own negotiation failures and more.

• In most cases, base salary trumps stock options. Your salary is tangible money you can spend, grow and turn into more money; stock options are hypothetical. 

• Make sure you understand the specifics of your situation. For example, if you’re an account executive with a thousand shares, you will have to pay to exercise those when a liquidity event occurs. Meaning, you need that upfront cash or you lose everything. It’s important to do your research to understand what’s realistic for you at this stage of your career.

• Ask questions about your contract and compensation using a neutral tone and non-confrontational language. Try “Can you help me understand this?” instead of “Why am I only getting X shares?” The key is to maintain positive relationships when asking tricky questions.

• “This is all a risk, this is all a gamble [and] it keeps your eyes open to the game being rigged. Who really is going to make the money here? Even if you're a VP, the disparity between a VP of sales and a co-founder is so massive, right? I've gone to startups before and it's the co-founder, a technical co-founder, a of couple engineers...I'm then hired as the VP of sales. I sell this sh*t for the first time. I start hiring people. I build it, grow it. I get 1% and you probably have 30%. Are you trying to tell me that you are 30 times more valuable than that VP of sales who made this f*cking engine go? I will die on that hill. That is not equitable or fair at all.” – Scott Leese (23:15)

Ravi Rajani

Scott Leese

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!

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 clients...

How you communicate your value, mission and expertise online has the ability to make or break you.

Today’s guest, Sam McKenna, CEO of Samsales Consulting, knows first hand how to do this successfully and in a way that's in alignment with your values.

In this episode, Sam talks about the connection between storytelling and social selling, how to tactically marry the two when showing up online and how to generate inbound leads on LinkedIn.

• Social selling isn’t really “social” selling anymore – it’s modern selling.

• Start by sharing your experience and expertise with your "inner circle" online and become known for one specific thing. That'll be your foundation for growth.

• Just start with trying to create content in less than 15 mins per day - this will help you get started and prevent you from getting stuck in "analysis paralysis"

• “[Discovery calls] are your first date with a buyer, right? So are you going to show up and talk about yourself for 28 minutes and then say, '...do you wanna go on a second date?' Or are you gonna show up and ask meaningful questions, understand their story, actively listen and unpeel the onion that they are?" – Sam Mckenna (06:03)

Ravi Rajani

Sam McKenna

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.