The Power of Story to Ignite Sales Performance with Craig Wortmann ep 67 Global Sales Leader Podcast with your host Jason Cooper

The Global Sales Leader podcast hosted by - Jasoncooper.io, The Sales Relationship Coach

In this captivating episode of "The Global Sales Leader" podcast, join host Jason Cooper from Northwestern University's Kellogg School of Business as he engages in a thought-provoking conversation with Craig Wortmann, an accomplished salesperson, and professor. With over 30 years of sales experience and teaching at two elite business schools, Craig brings a wealth of knowledge and insights to the table. The episode kicks off with Craig sharing his background, having worked for IBM and his passion for sales. From there, the discussion delves into the art and science of storytelling in leadership and sales. Craig emphasizes the importance of becoming a collector and connoisseur of stories, enabling sales professionals and leaders to have a vast repertoire of narratives at their disposal. One of the key takeaways from the conversation is the power of different types of stories. Craig introduces the audience to four essential story types: success stories, failure stories, fun stories, and legends. He explains how each type can be strategically utilized to inspire action, motivate teams, and influence clients. Success stories showcase accomplishments and serve as testimonials, while failure stories provide valuable lessons and highlight resilience. Fun stories create a positive and engaging atmosphere, while legends capture the imagination and convey the larger purpose or mission. Drawing upon Joseph Campbell's hero's journey, Craig emphasizes the crucial step of overcoming the refusal of the call and the decision to embark on challenging endeavours. By incorporating this narrative structure into their leadership and sales approach, professionals can inspire others to step out of their comfort zones and embrace new opportunities. As the conversation progresses, Craig and Jason explore the impact of storytelling on team performance and the role of narratives in creating a compelling vision for sales teams. They discuss how stories can help individuals connect, understand their purpose, and rally together to overcome obstacles. Stories have the power to unite teams, align their efforts, and drive them towards a shared goal. With a deep understanding of the neuroscience behind storytelling, Craig emphasizes the ability of stories to resonate with individuals on a fundamental level, regardless of their preferred communication style. He explains how stories engage multiple parts of the brain, triggering emotional responses and facilitating information retention. Stories have a unique way of humanizing data, making it relatable and memorable. In this enlightening episode, Craig Wortmann discusses the power of stories in sales leadership. This episode will equip you with valuable tools to leverage the art of storytelling in your career, whether you're a seasoned sales professional or a budding leader. Learn the secrets to effective storytelling In addition to providing valuable takeaways for listeners at all stages of their sales careers, his reflections on vulnerability in sales, career nuances, and professional development provide valuable insight for all sales professionals. Website https://salesengine.com Website https://www.kellogg.northwestern.edu/faculty/directory/wortmann_craig.aspx Books What’s Your Story™

Jason's mission is to help you develop the skills and strategies you need to succeed in today's competitive business landscape. So if you are looking to take your sales game to the next level, subscribe to Jason's YouTube channel today, like his videos, and join the conversation in the comments. With Jason's guidance and support, you can transform your ability to convert sales into revenue streams and achieve your goals on a global scale. ✅Podcasts ✅Itune:- https://apple.co/3isbI6p ✅Spotify https://spoti.fi/3x9ahxK ✅YouTube https://bit.ly/3pyeVCh ✅www jasoncooper.io