Every salesperson on your team has a GREAT customer story about working with you. You probably even know it.
Does the rest of your team?
Storytelling in sales isn’t a new idea, What Great Salespeople Do, by Michel Bosworth and Ben Zoldan came out in 2012 teaching salespeople how emotional connection and stories influence buying decisions.
Yet many inside sales leaders overlook one of the richest story sources available: their own team.
One rep has a story about helping a frustrated customer solve a problem. Another has a story about winning back a lost account. Someone else has a story about turning a difficult conversation into a long-term relationship.
Those stories are gold.
They’re proof. They’re examples. They’re confidence builders. They’re conversation starters your team can use with prospects who, most likely, are facing similar challenges.
The problem is that most of these stories stay trapped in one person’s head.
A win gets mentioned in a meeting. Everyone nods. Then the team moves on.
As a leader, your job is to catch those stories before they disappear.
In your next meeting ask your reps to share:
- What happened?
- Why did it matter to the customer?
- What can the rest of us learn from it?
Then write it down. Save it. Share it.
Focus some time on collecting and distributing customer stories that help the entire team sell better.
Then one salesperson’s experience can become everyone’s advantage.