John Livesay

Today whoever tells the best story wins the sale. Salespeople struggle to win new business and get frustrated when they come in second place. They find their prospective buyers forget almost everything they said and the time to close the sale gets longer and longer. Enter John Livesay, aka The Pitch Whisperer who shows sales teams how to turn boring case studies into compelling case stories. They learn the exact steps to become black belts in storytelling. Once that happens they become irresistible and their revenue soars.

The stories get shared across divisions which breaks down silos and cause existing clients to buy more products and services. The storytelling skills impact the culture as the sales team learn to develop both their personal story of origin and the company’s cultural story which creates a new level of bonding and shared goals. The salespeople will no longer feel like they are drowning in a sea of sameness because they will know how to tell stories that make them magnetic and memorable.

Today's leaders need to work hand-in-hand with HR to recruit and keep the top talent needed to grow their business. Whether it is a new graduate or recruiting someone from a competitor, the stakes are high to get the right person in the right job and to do it quickly. There are three stories leaders need to have in their toolbox to make their offer irresistible.

1. Personal Story of Origin: This is where a leader describes his or her own journey and stories that show why people love working with him or her. Painting a picture of the first 90 days for a new hire gives that individual a roadmap to success. Creating a repository of fellow employees' stories helps onboard new hires and develop connections through shared stories.
2. The Company's Story: This story shows values and culture in action. Many employees want to work for a company that reflects their personal values, such as sustainability or diversity. Telling stories rather than just listing values is a game changer.
3. Case Stories: Case stories from other employees who have joined the company are important to showcase those who have not only had success in their careers, but also developed friendships that exist outside of work. Research shows that people stay in a job longer and increase productivity.

 Everyone needs a great elevator pitch and few people have one. Plato said “Storytellers rule the world.” That is still true today. People remember your stories, not your numbers. Do you wish you could tell people who you are, what you do, and why you do it in a way that has them say “That’s interesting … tell me more?” Can you pitch your vision for your company so you can attract the best players for your team? What is the secret to pitching new customers to hire you and get referrals?

Pitching with a clear, concise, and compelling story is the key to breaking through all the noise in today’s digital environment. When you tell great stories, you pull people in vs. the old school way of pushing your message out to people. According to John Livesay, “When you tug on the heartstrings, people open their purse strings.”