What do you mean my flight has already boarded? 
Everything was moving along so smoothly that Saturday. All I had to do was get through security, board my flight and I would be off to Moscow, Russia. Until I was informed at the ticket counter that m... 12/1/2008

Can I Have a Raise, Please? 
A few years ago, Margie, a next-door neighbor, was over for a barbeque with her husband, Allan. Margie shared that she was having a problem at work. ... 9/28/2007

What Do You Mean, "Use Story in Messaging"? 
The word ‘story’ means many things to many people. The most useful way of thinking about ‘story’ in sales messaging is to compare it to its opposite, which is data. The differences can be subtle. D... 6/14/2007

Stories: Concrete vs. Intangible 
“Hey Dave, I’m debt free!” “Congratulations. How’d you do it?” “Beans and rice, Dave - beans and rice!” ... 6/14/2007

Story in Business 
“You’re living in a fairytale.” That is probably not true, but you do live inside a story? Your story is the window through which you look at the world. It’s the context that you have created in your ... 6/13/2007

Personal Stories for Impact 
When you hear the word, ‘stories’ in the context of messaging, like most people, you probably think of customer stories. Yet, if you want to connect with your customer, sometimes the best way to do t... 1/5/2007

Live Strong! 
October 2nd, 1996 was not a particularly important day in my life, and I am guessing it was not particularly important for most of you reading this article. ... 9/11/2006

How London Won the Olympic Bid 
When is a short story worth $11 billion dollars?... 1/20/2006

Put the Power of Story to Work for You 
A colleague made $3.6 M in personal income in 2000 and $1.8 M in 2001 selling software.... 11/10/2005

Messages Move Markets 
Products don’t sell themselves. Companies grow when someone sells something, creating revenue streams. Sales occur when the right story and message compels your buyer to purchase.... 9/9/2005

Great Products Deserve Great Stories 
What makes up a great story? In field sales it is having the prospect in the center of the story. You make your prospect the center of your story by doing a great job of dramatizing what is unique to... 9/9/2005

Messages that Change The World 
What if you held the cure for cancer, but no one believed in or understood your message? What if this even cut funding for additional experiments proving your cure to the world? ... 9/9/2005

More Than a Message, it's a Mission 
When a company’s message is fueled by their employees’ strong inner belief and commitment, they feel the impact and power they have in changing the people they touch and making a difference.... 7/11/2005

A Great Story Told With Passion Sells 
In sharing stories, our first inclination is to fill in every hole, every detail. What is more effective is actually enrolling your prospect in the creation of the story. ... 7/1/2005

Preparing the 'Right' Story 
Some people respond well to a “no risk”, safe decision story, others to a “limitless possibilities” story. ... 7/1/2005

So....What's Your Story? 
Is your story full of technical jargon, or the passion your company has for making a contribution to the world?... 6/30/2005

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