In today’s fast-paced sales environment, facts and figures alone are not enough to close deals. Storytelling has emerged as a powerful tool to build connections, engage prospects, and convert leads into clients. Effective stories enable salespeople to highlight solutions in a way that addresses customer pain points and taps into emotions. By crafting relatable narratives, sales professionals can guide prospects through the decision-making process with clarity, presenting themselves as trustworthy and solutions-driven. Storytelling helps sales leaders empower their teams to communicate not just the "what" and "how" but also the "why" that resonates with customers.

Kyle Gray is an expert in this art. A presentation coach, story strategist, and author, Kyle has a wealth of experience in helping leaders, coaches, and executives articulate their value through storytelling. From his days as a musician to becoming a storyteller for startups and consultants, Kyle has mastered the skill of transforming abstract concepts into compelling, relatable messages. His work enables professionals to present their solutions in a way that not only informs but captivates and drives action.

What you'll learn:

• How do you craft a story that resonates with your buyer's challenges?
• How can you shift from technical details to an emotional narrative that leads to a sale?
• What are the most common mistakes salespeople make when telling stories, and how can they avoid them?

Resources:

• Selling With Story: How To Use Storytelling To Become An Authority, Boost Sales, And Win The Hearts and Minds of Your Audience - by Kyle Gray
• The Story Engine: An Entrepreneur's Guide to Content Strategy and Brand Storytelling Without Spending All Day Writing - by Kyle Gray
• The Story Engine Podcast

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Connect with Hamish on LinkedIn: https://www.linkedin.com/in/hamishknox/

Meet Hamish at a Sandler Summit: https://www.hamish.sandler.com/orlando

Fathom: https://fathom.video/invite/72CZPA

Humanic: https://app.humantic.ai/login/?referral_code=HamishKnox_SA

As a sales leader, it's critical to elevate your team's confidence. Your success doesn't solely rest on strategies or tools but on your ability to develop confident salespeople who can face setbacks and still persist. By reinforcing their mental toughness, you'll not only enable your team to overcome obstacles but also build a culture of resilience that drives long-term sales success. Confidence fuels performance, allowing your sales team to believe in themselves, take risks, and engage with prospects more effectively.

Matt Phillips, a leadership and confidence coach, has honed his expertise through a unique blend of sports and business experiences. A former Division I and professional baseball player, Matt transitioned from competitive athletics to the corporate world, where he held roles in accounting, business development, and operations. Today, he coaches business leaders on how to develop mental toughness and lead with confidence, helping them boost their teams’ performance by leveraging resilience and emotional control.

What you'll learn:

• How can sales leaders overcome imposter syndrome and self-doubt to lead effectively?
• What practical steps can sales teams take to build confidence in high-pressure situations?
• How does emotional control contribute to long-term sales success?

Resources:

• Winning the War in Your Mind by Craig Groeschel – A book offering practical actions for shifting your mindset and improving mental toughness.

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Connect with Hamish on LinkedIn: https://www.linkedin.com/in/hamishknox/

Meet Hamish at a Sandler Summit: https://www.hamish.sandler.com/orlando

Fathom: https://fathom.video/invite/72CZPA

Humanic: https://app.humantic.ai/login/?referral_code=HamishKnox_SA

Change management is crucial in sales departments because it ensures that transitions are smooth, minimizes disruption, and enhances overall performance. When sales teams are asked to adapt to new processes, tools, or strategies, the success of these changes often hinges on how well the transition is managed, not just the change itself. Effective change management addresses the human element—helping team members move from denial and resistance to exploration and commitment. By understanding and supporting these transitions, leaders can foster an environment where changes are not only accepted but embraced, leading to sustained improvement in sales outcomes.

What you'll learn:

• What are the key stages of transition that sales teams go through during a change initiative?
• How can leaders identify and manage resistance to change within their sales teams?
• What strategies can ensure that change initiatives in sales departments are successful and avoid common pitfalls?

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Connect with Hamish on LinkedIn: https://www.linkedin.com/in/hamishknox/

Meet Hamish at a Sandler Summit: https://www.hamish.sandler.com/orlando

Fathom: https://fathom.video/invite/72CZPA

Humanic: https://app.humantic.ai/login/?referral_code=HamishKnox_SA