In this episode of the Stronger Sales Teams podcast, Ben Wright explores the craft of storytelling in sales, using case studies as a powerful vehicle for connection. Ben demonstrates how this timeless approach continues to capture and engage clients, even in an era shaped by AI-driven content. He shares valuable insights on building narratives that truly resonate, urging sales professionals to reclaim the art of delivering stories that leave a lasting impact. This episode delivers practical strategies designed to empower teams and elevate sales performance through the enduring art of storytelling.

Key Takeaways:

• Storytelling remains an essential sales tool, even as AI technologies advance.
• Effective case studies can significantly bolster both marketing and sales efforts.
• A practical three-part format for case studies: identify the opportunity/problem, describe the solution, and showcase the results.
• Sales teams can create 20 case studies in under an hour with a structured approach.
• Reinforcing storytelling skills through case studies can elevate sales team performance and customer engagement.

0:00 Intro

1:30 Story Telling

3:29 Creating Great Case Studies: Leaning on Story Telling

4:41 Importance of Case Studies

6:18 Format to Generate Case Studies

7:45 Audiences Engaging on Case Studies

8:30 Making Easy To Read Format

9:00 Making Easy To Read Format: The Opportunity or Problems

10:48 Making Easy To Read Format: What Do You Do About It

11:51 Making Easy To Read Format:: The Outcomes That We Created

15:25 Doing Case Studies in 60 Minutes

19:24 Outro

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