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Scoop.it!
Without a helicopter view of the customer’s world, salespeople are selling blind. And when they do stumble upon a customer’s pain point, they can only refer to vague pain points (i.e. ‘time consuming’ or ‘prone to error’), because their knowledge of the customer is superficial. 
BEST-CAEXI 's curator insight,
June 4, 2013 11:32 PM
Vendez plus! Processus Histoire fraîche Pour utiliser w / votre force de vente
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Scoop.it!
Learn how to find stories and spread the word of your success today with these tips.
Peter Fruhmann's curator insight,
March 7, 2013 4:14 AM
This article shows that it's possible to create a storytelling culture in organisations. However, I think that 'tips' are not enough and there are quite some managers who go for the 'quick win' and 'quick read'. Creating a storytelling culture takes time (not toi mention the maintenance of that, the greatest challenge). If anyone is inspired by this article, I would suggest reading Annette Simmon's 'The Story Factor' and 'Whoever tells the best story wins'. It's all in there... 
Doug Ross's curator insight,
March 7, 2013 10:38 AM
We all have stories to tell. Our individual stories make the our collective stories. Our stories define who we are. This is a great way to collect stories in organizations. The trick will be to convince people that storytelling is a value added contribution. We tell stories to children because we believe in them but somehow we forget as we get older |
