How to be Narrative Ready with Bruce Scheer and Mike Wilkinson

Want to master the art of sales narratives? In this episode of ValuePros Show, Bruce Scheer and Mike Wilkinson dive deep into crafting compelling sales stories.

Understand the key stages of the sales cycle

Learn how to present solution concepts effectively

Discover the importance of scheduling follow-up interactions

Get insights on a five-part sales narrative model

Find out how to make your buyer the hero of the story

00:00 Set theme, foundation, and context for engagement. 05:47 Executives read book during downtime; valuable narrative formula. 08:09 Narrative assists buyers' understanding and engagement. 12:56 Creating a sizzling narrative: framework, structure, targeting buyers. 13:49 Focus narrative on key decision-makers and stakeholders. 18:59 They lack a CRM system, causing issues. 20:31 Highlighting cost savings and problem importance in sales. 23:36 Homework and narrative critical for problem showcasing. 29:32 Managed a $375M HP-Microsoft joint venture project. 31:10 Putting the pandemic in context via story. 34:32 Feeling trapped, resolved to get boat. 39:31 Lay out steps, visualize narrative and problems. 42:21 Visualizing communication issues resonated, prompting stakeholder empathy. 43:16 Contrasted ""big ugly"" and ""big beautiful"" successfully. 48:58 Videos and dialogue change buyers' emotional states. 52:51 Self-assess, improve, and build your market narrative. 54:30 Discussion on narrative skills and resources.