Tips For Creating A Cohesive Sales Narrative

Many amazing presenters fall into the trap of believing their data will speak for itself. But it never does… Our brains aren't spreadsheets, they're story processors. You may understand the importance of your data, but don't assume others do too. The truth is, data alone doesn't persuade…but the impact it has on your audience's lives does. Your job is to tell that story in your presentation. Here are a few steps to help transform your data into a story: 1. Formulate your Data Point of View. Your "DataPOV" is the big idea that all your data supports. It's not a finding; it's a clear recommendation based on what the data is telling you. Instead of "Our turnover rate increased 15% this quarter," your DataPOV might be "We need to invest $200K in management training because exit interviews show poor leadership is causing $1.2M in turnover costs." This becomes the north star for every slide, chart, and talking point. 2. Turn your DataPOV into a narrative arc. Build a complete story structure that moves from "what is" to "what could be." Open with current reality (supported by your data), build tension by showing what's at stake if nothing changes, then resolve with your recommended action. Every data point should advance this narrative, not just exist as isolated information. 3. Know your audience's decision-making role. Tailor your story based on whether your audience is a decision-maker, influencer, or implementer. Executives want clear implications and next steps. Match your storytelling pattern to their role and what you need from them. 4. Humanize your data. Behind every data point is a person with hopes, challenges, and aspirations. Instead of saying "60% of users requested this feature," share how specific individuals are struggling without it. The difference between being heard and being remembered comes down to this simple shift from stats to stories. Next time you're preparing to present data, ask yourself: "Is this just a data dump, or am I guiding my audience toward a new way of thinking?" #DataStorytelling #LeadershipCommunication #CommunicationSkills

The Story Your Client Needs to Hear 1️⃣ Are Your Sales Stories Falling Short? 🧐 You've been taught to tell the "Why Us" stories – about your company, solutions, and clients' successes. But today, these may be indistinguishable from competitors and can feel like a waste of time in early conversations. Time for a new approach. 2️⃣ Introducing "Why Change" Stories! 🚀 Instead of the usual pitch, share stories that increase engagement and compel clients to consider change. Describe it as "Why Change" to create value simply by telling this new type of story. Leave the legacy approach behind. 3️⃣ Data-Driven Narratives That Resonate 📈 Highlight alarming trends such as the U.S. demographic drought, Baby Boomers' wealth redistribution, or the workforce's future. Use data to educate clients on potential risks. Make it about them, not you. 4️⃣ The Current State of Sales Isn't Pretty 😓 Gartner's research shows dissatisfaction with traditional sales methods. With 72% of buyers preferring salesperson-free experiences and 89% of salespeople facing burnout, it's time to reevaluate our techniques. 5️⃣ Set Yourself Apart with a Good Story 🧠 Use data and insights to position yourself as a person that's well-read and aware of future challenges. When your story shows you're different from other salespeople, you gain a strategic advantage. 6️⃣ Master the "One-Up" Approach 💼 This means knowing things your client doesn't because of your experience and insight. Through history, leaders have turned to those with information to help make decisions. It's time to put this age-old concept to work for you. 7️⃣ Your Client's Story Isn't About You 🎤 Focus on their future, understanding the trends that will impact their business. Companies often miss the inflection point; make sure your clients don't. These new stories are more powerful than legacy tales that borrow your company's success. 8️⃣ Why the Traditional Methods Fail 🚫 Legacy stories that emphasize company history, solutions, and past client success don't create value for new clients or differentiate you from competitors. They fail to address the headwinds that prompt the client to change. 9️⃣ Embrace Reading and Research in Sales 📚 Recent posts have urged you to "Do the Damn Reading." This approach enhances your professional sales story, providing value when clients lack the information you share. 🔟 Craft the Story Your Client Needs to Hear 🌟 Move away from "Why Us" and focus on explaining trends, forces, and the client's business future. Start today to develop the story that enables your client to make the necessary changes for future success. Feel free to comment, like, or share, and let's revolutionize how we tell stories in sales! 🚀👩💼👨💼 Your clients deserve to hear what truly matters.

Some executives inspire action. Others get ignored. Why? Because facts fade. Stories stick. After a 1-minute pitch, Stanford research found: ⟶ 5% recalled a statistic ⟶ 63% remembered the stories Here’s how storytelling can reshape your career: Too often, leaders default to data dumps: ⟶ Dense board decks ⟶ Endless bullet points in team updates ⟶ Info overload in all-hands meetings The result? Information is shared—impact is lost. After a career in corporate communications, I know firsthand how storytelling makes the message stick. Here are four ways to bring your messages to life with narrative: 🟡 Board Meetings ⟶ Don’t just share quarterly results—frame them as a journey: What challenge did you overcome? What shifted? ⟶ When outlining strategy, position it as the next chapter in a larger story. People engage with progress they can visualize. 🟡 Team Communications ⟶ Go beyond status updates—share moments of resilience, creativity, or lessons learned. ⟶ Instead of reciting company values, illustrate them with real team examples that people remember. 🟡 Customer Presentations ⟶ Open with a real customer journey: their pain point, your partnership, and the change they experienced. ⟶ Before/after stories make transformation tangible—more than any stat ever could. 🟡 Change Management ⟶ Paint a picture of the future state so people see themselves in it—not just the steps to get there. ⟶ Share your own experience navigating change to build empathy and trust. ↓ ↓ Want to start? 1/ Look for the human impact inside your metrics 2/ Use a simple structure: beginning, conflict, resolution 3/ Practice with small stories—in meetings, Slack, or 1:1s 4/ Always end with a clear shift or takeaway Facts inform, but stories move people. Try adding one story to your next presentation using these ideas—then watch what changes. P.S. Have you used any of these approaches already? I’d love to hear what worked. ♻ Repost to help your network lead with more story. (Research: Jennifer Aaker, Stanford GSB)