How To Make Magnetic Eye Contact with Ravi Rajani: Eye contact. Too much and you're considered creepy. Not enough and you're labelled as disinterested, nervous or rude. Tricky, right? Allan and Barbara Pease, authors of The Definitive Book of Body Language, believe holding eye contact for 60 to 70% of a conversation is critical for building trust. The question is, how do we do this without overthinking it? Don't worry, I've got your back. In today's episode, we're going to uncover one simple method for making better eye contact. Let's get it! USEFUL RESOURCES & LINKS: Ravi Rajani’s Website & Podcast: https://www.theravirajani.com/podcast Connect with Ravi on LinkedIn: https://www.linkedin.com/in/ravirajani/ ADDITIONAL RESOURCES: Hire Ravi for a keynote or storyselling workshop for your sales team: https://www.theravirajani.com/speaking Learn more about Ravi's Storyselling Bootcamp: https://www.theravirajani.com/thestorysellingbootcamp

How to Rewire your Story and Make Imposter Syndrome your Superpower with Amber Deibert; Imposter syndrome can be a pesky companion that holds you back from reaching your true potential. It can make you feel like a total fraud despite all your achievements… And as with a lot of things, there’s no magic cure for it… But instead of letting it weigh you down, you can embrace it and turn it into your greatest superpower. Let’s flip the script with Amber Deibert! I’ve pinned her down to talk about how to rewire your mindset and harness the power of imposter syndrome to fuel your success. Hit that play button now! WHAT WE DISCUSS: [1:17] - Who is Amber Deibert? [6:19] - When did Amber realize she had imposter syndrome? [8:04] - Amber’s personal definition of imposter syndrome [15:53] - How to rewire a self-limiting belief into a positive one [20:23] - Focusing more on being intentional vs following the status quo [22:45] - How to make a quantum leap into the next version of you [25:27] - How to ensure you’re climbing the right mountain [48:27] - An influential communicator Amber looks up to today NOTABLE QUOTES: [11:21] - “Imposter syndrome is a passing phase. It only lasts while you're in that growth phase, and then it just disappears.” - Amber Deibert [17:17] - “Your introversion is not interfering with your ability to be successful. Your introversion actually is your superpower.” - Amber Deibert USEFUL RESOURCES & LINKS: Mental Mastery website: https://mentalmastery.com/ Connect with Amber on LinkedIn: https://www.linkedin.com/in/amberdeibert Ravi Rajani’s Website & Podcast: https://www.theravirajani.com/podcast Connect with Ravi on LinkedIn: https://www.linkedin.com/in/ravirajani/ P.S. WANT SOME ADDITIONAL RESOURCES? Hire Ravi for a keynote or storyselling workshop for your sales team: https://www.theravirajani.com/speaking Learn more about Ravi's Storyselling Bootcamp: https://www.theravirajani.com/thestorysellingbootcamp

3 Ways to Instantly Measure Your Impact As a Storyteller with Ravi Rajani:  I’m sure we've all experienced that moment after telling a story… The lingering doubt that often surfaces: "Did it hit the mark? Did I make a lasting impression? Did my message resonate?" The array of potential outcomes leaves you wondering: which one prevailed? But fear not, my friend!  I’m here to uncover three ways to assess the impact of your story, so you can pivot toward crafting more compelling stories right now. Let’s get it! NOTABLE QUOTES: [4:27] - “It's not just about motivation and inspiration, but also about educating your audience and sparking a long-lasting shift in behavior.” - Ravi Rajani USEFUL RESOURCES & LINKS: Ravi Rajani’s Website & Podcast: https://www.theravirajani.com/podcast Connect with Ravi on LinkedIn: https://www.linkedin.com/in/ravirajani/ ADDITIONAL RESOURCES: [FREE SCRIPT] Discover how to craft a magnetic 45-second elevator story: https://www.theravirajani.com/yourelevatorstory Hire Ravi for a keynote or storyselling workshop for your sales team: https://www.theravirajani.com/speaking Learn more about Ravi's Storyselling Bootcamp: https://www.theravirajani.com/thestorysellingbootcamp

One Way To Become A Charismatic Presenter with Ravi Rajani: Imperfection is in our DNA… We mess up, we make mistakes, we stumble, trip and fall… But we always get back up and carry on. And that is the beauty of being human. It’s what adds color to our story - it’s what tells us we’re alive and we’re here. And in the realm of presentations, it goes the same way. It's the nuances, the imperfections, that breathe authenticity into your story.  They are what make you relatable and real, setting the stage for a connection with your audience. Because let’s face it: the pursuit of perfection is a one-way ticket to failure. So today, I’m giving you some of my tips to become a charismatic and magnetic speaker for your next presentation. Let’s go! NOTABLE QUOTES: [2:49] - “Trying to be perceived as a flawless human being is just a perfect recipe for disaster as a presenter. The key lies in being seen as extraordinary.” - Ravi Rajani [12:02] - “Imperfection equals connection.” - Ravi Rajani USEFUL RESOURCES & LINKS: Ravi Rajani’s Website & Podcast: https://www.theravirajani.com/podcast Connect with Ravi on LinkedIn: https://www.linkedin.com/in/ravirajani/ ADDITIONAL RESOURCES: [FREE SCRIPT] Discover how to craft a magnetic 45-second elevator story: https://www.theravirajani.com/yourelevatorstory Hire Ravi for a keynote or storyselling workshop for your sales team: https://www.theravirajani.com/speaking Learn more about Ravi's Storyselling Bootcamp: https://www.theravirajani.com/thestorysellingbootcamp

How To Ask Thought-Provoking Questions with Rachel Koblic: Everybody who wants to be great at sales needs to master one important skill: the art of asking pattern interrupting questions (and then listening of course!). But here’s the thing, not all questions are created equal.  Some questions just scratch the surface, while others have the power to dig deep, uncover hidden needs, and inspire action.  That's where Rachel Koblic comes in.  Rachel is the ex-head of learning at Pavilion University and is here to show us how to get to the heart of the matter and ask the questions that matter most. Press that play button! WHAT WE DISCUSS: [1:17] - Who is Rachel Koblic? [9:39] - Rachel's perspective on why people tend to offer quick fixes instead of asking deeper questions [11:39] - The transformative power of thoughtful questions [14:25] - Impactful questions to ask in one-to-one meetings [17:13] - Rachel's internal processes for inspiring change [19:38] - A part of Rachel’s life she wishes she had more opportunities to talk about  [25:44] - One question Ravi wishes his guests ask him during interviews [29:10] - Rachel’s process for building rapport with someone new [32:47] - Identifying sincerity in questioning [34:35] - Rachel’s biggest pet peeve when questioning [40:27] - An influential communicator Rachel looks up to today VALUABLE INSIGHTS AND KEY TOPICS: How to avoid the conventional 'quick fix' mentality and promote curiosity by asking more in-depth questions Realizing the power of asking thought-provoking questions to bring about significant change and motivate action The importance of tone in questioning and conveying genuine interest. NOTABLE QUOTES: [13:32] - “The more comfortable somebody is in their own skin, there's often less noise in their minds.” - Ravi Rajani USEFUL RESOURCES & LINKS: Rachel’s Website: https://www.rachelkoblicportfolio.com/ Connect with Rachel on LinkedIn: https://www.linkedin.com/in/rkoblic Ravi Rajani’s Website & Podcast: https://www.theravirajani.com/podcast Connect with Ravi on LinkedIn: https://www.linkedin.com/in/ravirajani/ ADDITIONAL RESOURCES: [FREE SCRIPT] Discover how to craft a magnetic 45-second elevator story: https://www.theravirajani.com/yourelevatorstory Hire Ravi for a keynote or storyselling workshop for your sales team: https://www.theravirajani.com/speaking Learn more about Ravi's Storyselling Bootcamp: https://www.theravirajani.com/thestorysellingbootcamp

How To Inspire Your People & Motivate Them To Take Action with Ashton Williams: Whether you’re a leader or a team player… A shared vision is a guiding star that illuminates the path to success… And having confidence in your vision fuels your journey toward a grander horizon. But if your team isn't on board, the road ahead might seem longer than it needs to be. So how can you paint that vivid picture for them and inspire them to get moving? Enter Ashton Williams of Slack. She’s joining us to teach us the art of leadership - a journey that ignites momentum and drives high-powered teams forward. Let’s go! WHAT WE DISCUSS: [1:17] - Who is Ashton Williams? [6:32] - Ashton’s go-to approach for diffusing conflict in the workplace [10:49] - Unlearning the belief that your value is determined by your career [16:31] - How stress and chaos can help you figure out what you want [24:46] - Why leaders need to stop feature-selling [30:33] - Ashton’s TTL method: trust, transparency, lead [35:07] - How to tell stories that showcase vulnerability while still being professional [44:08] - An influential communicator Ashton looks up to today NOTABLE QUOTES: [9:18] - “When we don't assume people have good intentions, we make stories in our head that are ridiculous. We're not the center of anybody else's world.” - Ashton Williams [10:52] - “Your value isn't determined by your career.” - Ashton Williams [31:01] - “I really believe, especially as leaders, trust is first. You have to earn the trust of your team to listen to you, hear you, and follow you, but you also have to give trust very freely. You need to trust that people are adults who want to do their best work and are going to try their best, and you have to give them room to learn what their best is.” - Ashton Williams [36:29] - “Vulnerability is not oversharing.” - Ashton Williams USEFUL RESOURCES & LINKS: Slack Website: https://slack.com/ Connect with Ashton on LinkedIn: https://linkedin.com/in/williamsashton Ravi Rajani’s Website & Podcast: https://www.theravirajani.com/podcast Connect with Ravi on LinkedIn: https://www.linkedin.com/in/ravirajani/ ADDITIONAL RESOURCES: [FREE SCRIPT] Discover how to craft a magnetic 45-second elevator story: https://www.theravirajani.com/yourelevatorstory Hire Ravi for a keynote or storyselling workshop for your sales team: https://www.theravirajani.com/speaking Learn more about Ravi's Storyselling Bootcamp: https://www.theravirajani.com/thestorysellingbootcamp

How To Explain What You Do in 13 Seconds with Ravi Rajani: We've all been there…  The dreaded moment when someone asks, “What does your company do?” It's a common question that often leads to a forgettable and long-winded response. But what if you could make your answer stand out, capture attention, and leave a lasting impact? The solution lies in learning how to craft a 13-second “Magnetic Message” that sparks intrigue and makes you truly memorable. No more run-of-the-mill responses - it's time to set yourself apart from the crowd.   Let’s get it! 3 PRINCIPLES TO REMEMBER WHEN CRAFTING YOUR SCRIPT Use an analogy that is industry-specific or universally relatable. Ensure the link to what your company does is watertight. Less is more. USEFUL RESOURCES & LINKS: Ravi Rajani’s Website & Podcast: https://www.theravirajani.com/podcast Connect with Ravi on LinkedIn: https://www.linkedin.com/in/ravirajani/ ADDITIONAL RESOURCES: [FREE SCRIPT] Discover how to craft a magnetic 45-second elevator story: https://www.theravirajani.com/yourelevatorstory Hire Ravi for a keynote or storyselling workshop for your sales team: https://www.theravirajani.com/speaking Join The Influential Communicator Newsletter: https://theinfluentialcommunicator.ck.page/newsletter

The Art of Transparent Negotiation with Todd Caponi: In the world of sales, “negotiation” is often taught using outdated, sleazy and trust breaking tactics.  The truth is, negotiation isn't just about crunching numbers and closing deals.  It's about focusing on the human being behind the prospect, transparency and creating a win-win scenario for both parties.  Enter the legendary Todd Caponi. In this week’s episode, he’s here to show you the way and reveal how transparency can be your secret weapon, not a vulnerability. It's time to shed the mask and embrace the power of transparent communication. Let’s go! WHAT WE DISCUSS: [1:18] - Who is Todd Caponi? [8:46] - Todd’s greatest mentor [11:58] - Why people struggle to discuss pricing with confidence and conviction [17:13] - The inner work that sellers should do early on in their career [20:29] - How Todd approached failures in his career [22:18] - The difference between sympathy and empathy [26:44] - The levers that drive the pricing models of every company [31:55] - How to overcome self-doubt from past failures [45:16] - Using references as a tool to effectively tell your story [51:38] - An influential communicator Todd looks up to today NOTABLE QUOTES:  [15:20] - “Confidence is contagious.” - Todd Caponi [16:40] - “The more inner work I've done to heal insecurities, overcome limiting beliefs, and really get comfortable in my own skin: the better speaker I've become, the better storyteller I've become, the better salesperson I've become.” - Ravi Rajani USEFUL RESOURCES & LINKS: Todd Caponi’s Website: https://toddcaponi.com/ Connect with Todd on LinkedIn: https://www.linkedin.com/in/toddcaponi Follow Todd on X: https://twitter.com/tcaponi Follow Todd on Instagram: https://www.instagram.com/tcaponi/ Ravi Rajani’s Website & Podcast: https://www.theravirajani.com/podcast Connect with Ravi on LinkedIn: https://www.linkedin.com/in/ravirajani/ ADDITIONAL RESOURCES: [FREE SCRIPT] Discover how to craft a magnetic 45-second elevator story: https://www.theravirajani.com/yourelevatorstory Hire Ravi for a keynote or storyselling workshop for your sales team: https://www.theravirajani.com/speaking Join The Influential Communicator Newsletter: https://theinfluentialcommunicator.ck.page/newsletter

Create Meaningful Relationships Without Being Self-Serving with Ravi Rajani: A lot of the time, people are hesitant to speak their minds. Why? Because they’re often met with judgment, opinions, and worst of all, unsolicited advice. We've all been there - and it sucks. But hey, it’s time to flip the script. In today’s episode, we’ll uncover the exact communication strategy I use to create a safe space for vulnerable conversations, so we can nurture relationships that last a lifetime! Let’s get it! 3 TIPS FOR HAVING VULNERABLE & AUTHENTIC CONVERSATIONS: Reduce your pace, increase your warmth, and have a curious tone. Learn how to “sit in the mud” with people versus prescribing advice and trying to “fix” them.  Stimulate a resolution by asking pattern-interrupting questions. NOTABLE QUOTES:  [4:36] - “If we want to build trust and create a safe space for vulnerability, then we need to speak the same love language as the people we're communicating with.” - Ravi Rajani USEFUL RESOURCES & LINKS: Ravi Rajani’s Website & Podcast: https://www.theravirajani.com/podcast Connect with Ravi on LinkedIn: https://www.linkedin.com/in/ravirajani/ ADDITIONAL RESOURCES: [FREE SCRIPT] Discover how to craft a magnetic 45-second elevator story: https://www.theravirajani.com/yourelevatorstory Hire Ravi for a keynote or storyselling workshop for your sales team: https://www.theravirajani.com/speaking Join The Influential Communicator Newsletter: https://theinfluentialcommunicator.ck.page/newsletter

How to Say "No" and Set Boundaries in the Workplace with Jenn Glabicky of DCN: Boundaries.  It can be hard to set them as a people pleaser, especially when you’re secretly crippled with the fear of letting others down. But you know what’s worse than letting other people down? Experiencing the stress and overwhelm that comes with letting yourself down. Learning how to say “no” with warmth is a superpower that helps us protect our time, energy and resources so we can give it to the people and opportunities that matter the most. In this episode, Jenn Glabicky from DCN, teaches us how to be approachable, warm and inviting even when we say “no”. Without further wait, let’s get into it. WHAT WE DISCUSS: [1:16] - Who is Jenn Glabicky? [2:05] - Jenn’s journey as a recovering people pleaser [6:23] - How to set boundaries early in your career [20:20] - The art of being a leader that inspires openness [26:44] - Transformative experiences that shaped Jenn's current communication style [30:17] - An influential communicator Jenn looks up to today NOTABLE QUOTES:  [10:43] - “By actually setting boundaries with other people, it will tell a positive story about who you are versus just saying yes.” - Jenn Glabicky [27:13] - “I’ve always been brought up with the golden rule: treat others the way I would hope to be treated.” - Jenn Glabicky USEFUL RESOURCES & LINKS: Fidel API website: https://fidelapi.com/ Connect with Jenn on LinkedIn: https://www.linkedin.com/in/jglabicky Ravi Rajani’s Website & Podcast: https://www.theravirajani.com/podcast Connect with Ravi on LinkedIn: https://www.linkedin.com/in/ravirajani/ ADDITIONAL RESOURCES: [FREE SCRIPT] Discover how to craft a magnetic 45-second elevator story: https://www.theravirajani.com/yourelevatorstory Hire Ravi for a keynote or storyselling workshop for your sales team: https://www.theravirajani.com/speaking Join The Influential Communicator Newsletter: https://theinfluentialcommunicator.ck.page/newsletter

One Way to Crush your Next Virtual Presentation; Remember when the pandemic began? Zoom fatigue was (and still is) real. The worst thing was, all virtual presentations kinda sucked (and still do). Lighting - we looked like we were streaming live from our mom's basement. Audio - we sounded like we were speaking inside of a fish bowl. Video - we forgot nobody wants to see our dirty laundry in the background. Right? But as they say, you can't put lipstick on a pig. Meaning, you can have the most beautiful setup... But, if you can't get your audience's attention and keep it, you have no chance at earning the opportunity to become their trusted guide. Attention is the currency of the modern world. Want to learn how to ethically steal it in broad daylight? Then today’s episode is for you my friend! WHAT WE DISCUSS: [4:25] - Step 1: Low-friction question, yes or no response [7:52] - Step 2: Medium-friction question, quantitative response [9:49] - Step 3: High-friction question, qualitative response [11:45] - 3 steps to contextualize and test the framework 3 STEPS TO TEST THE STACK-THE-MOMENTUM METHOD: Step 1: Write down your three questions before your next low stakes virtual presentation. Step 2: Use it in a low-risk scenario, possibly at the beginning of your presentation. Step 3: Use it in a high-stakes scenario and review the recording to see where you can improve. NOTABLE QUOTES:  [2:51] - “101% of the time, I start my presentations with a personal story because I want to connect with the audience on an emotional level.” - Ravi Rajani [12:45] - “A confident delivery is everything.” - Ravi Rajani USEFUL RESOURCES & LINKS: Ravi Rajani’s Website & Podcast: https://www.theravirajani.com/podcast Connect with Ravi on LinkedIn: https://www.linkedin.com/in/ravirajani/ ADDITIONAL RESOURCES: [FREE SCRIPT] Discover how to craft a magnetic 45-second elevator story: https://www.theravirajani.com/yourelevatorstory Hire Ravi for a keynote or storyselling workshop for your sales team: https://www.theravirajani.com/speaking Join The Influential Communicator Newsletter: https://theinfluentialcommunicator.ck.page/newsletter

One Influential Way to Receive More of What You Desire; Why do we shy away from asking for what we want? Often, it's the fear of rejection that holds us back. We're scared of hearing "no." But, what if I told you, there’s a communication framework which can support you in hearing “yes” more often? And guess what? This isn't just for the sales folks.  This is for anybody who wants to learn how to communicate with influence and receive more of what they want without compromising their value system. As Gandhi once said, "Don't ask. Don't get."  The dude was right! Without further wait, let’s get into it. WHAT WE DISCUSS: [1:17] - Why are humans afraid to ask for what they want? [8:24] - 3 tips to ensure you deliver your ask in an impactful way [11:01] - Action steps to craft your ask with intention HOW TO DELIVER YOUR ASK IN AN IMPACTFUL WAY: Slow down to display confidence and combat nerves. Don’t underestimate the power of an authentic smile. Once you’ve asked for what you desire, just sit back and listen. NOTABLE QUOTES:  [13:28] - “You can't come out the gate asking things from people without really giving value and having a strong level of rapport.” - Ravi Rajani USEFUL RESOURCES & LINKS: Ravi Rajani’s Website & Podcast: https://www.theravirajani.com/podcast Connect with Ravi on LinkedIn: https://www.linkedin.com/in/ravirajani/ Follow Ravi on TikTok: https://www.tiktok.com/@theravirajani Subscribe and watch the show on YouTube: https://bit.ly/3eAJQx0 ADDITIONAL RESOURCES: [FREE SCRIPT] Discover how to craft a magnetic 45-second elevator story: https://www.theravirajani.com/yourelevatorstory Hire Ravi for a keynote or storyselling workshop for your sales team: https://www.theravirajani.com/speaking Join The Influential Communicator Newsletter: https://theinfluentialcommunicator.ck.page/newsletter

How Oracle NetSuite Organized a Hybrid Sales Kickoff that Boosts Sales Performance with Lisa Bono; Ever been to a sales kickoff that felt more like a lullaby than an energy boost? Let's face it, a real sales kickoff is meant to do three things: Motivate... Inspire... Educate... This year, Oracle NetSuite turned up the heat with a thrilling theme that was right up my street: the magic of storytelling.  And with their one and only Lisa Bono, we're diving into exactly what it takes to organize a world class sales kickoff. Without further wait, let’s get it! WHAT WE DISCUSS: [1:17] - Who is Lisa Bono? [9:49] - What actually is a sales kickoff (SKO)? [10:45] - Why NetSuite chose storytelling as their SKO theme [14:21] - The power of customer stories [15:43] - Unlocking the power of “storyselling” [19:16] - High level steps to organize a hybrid sales kickoff [26:16] - Lisa’s secret weapon to reinforce all learnings [31:09] - The KPIs which storyselling will have the most impact [33:43] - Trying to organize an SKO that pleases the masses [40:31] - One costly mistake Lisa and her team made in the runup to their SKO [43:18] - An influential communicator Lisa looks up to today LISA’S HIGH LEVEL STEPS TO ORGANIZE A HYBRID SALES KICKOFF: What theme are we trying to hit on and what message are we trying to deliver? How can we create learnings which are congruent with our theme? How can we ensure the learnings are applicable across departments? How can we reinforce the learnings for real behavioral change? Are we logistically setup for a hybrid experience? Are we acknowledging the emotional state of our audience and the current market? NOTABLE QUOTES: [10:00] - “ A sales kickoff is an event meant to bring (potentially) all employees together to do three things: motivate, inspire, and educate.” - Lisa Bono [16:41] - “As a seller, you really want to be succinct and concise with your words, and I think that's the hardest thing to teach about storytelling.” - Lisa Bono [37:23] - “I used to always think, as a seller, people buy from people they like. I think audience members appreciate enablement: facilitators that speak their language, that understand their perspective, that put themselves in the person on the other side's shoes, as opposed to kind of taking that teacher mentality.” - Lisa Bono USEFUL RESOURCES & LINKS: Oracle NetSuite website: https://www.netsuite.com Connect with Lisa on LinkedIn: https://www.linkedin.com/in/winwithbono Ravi Rajani’s Website & Podcast: https://www.theravirajani.com/podcast Connect with Ravi on LinkedIn: https://www.linkedin.com/in/ravirajani/ Follow Ravi on TikTok: https://www.tiktok.com/@theravirajani Subscribe and watch the show on YouTube: https://bit.ly/3eAJQx0 ADDITIONAL RESOURCES: [FREE SCRIPT] Discover how to craft a magnetic 45-second elevator story: https://www.theravirajani.com/yourelevatorstory Hire Ravi for a keynote or storyselling workshop for your sales team: https://www.theravirajani.com/speaking Join The Influential Communicator Newsletter: https://theinfluentialcommunicator.ck.page/newsletter

How to Engage a Customer with an Influential Analogy with Jennifer Ryan of BlackLine; Attention. That is the currency in today’s world. And when it comes to the arena of sales, if we aren’t able to get somebody’s attention and keep it… Then we can’t earn the opportunity to become their trusted guide. So, what’s one way to grab somebody’s attention in less than 10 seconds? An influential analogy. When done correctly, it sparks intrigue and gives you the chance to share your message or story. And when it comes to using analogies to explain what you do and break down complex subjects, Jennifer Ryan of Blackline is a pro! In this week’s episode, Jennifer talks to us about how to construct and use analogies to captivate, inspire and motivate prospects to take action Are you ready? Hit play! WHAT WE DISCUSS: [1:17] - Who is Jennifer Ryan? [6:08] - A lesson Jennifer picked up from music therapy and how she embodies it as a salesperson and trainer [10:58] - One thing Jennifer took from her communications degree that she now teaches sellers [17:34] - Jennifer’s advice for new sellers finding their identity in the workplace [23:36] - How to create fun yet professional and authentic analogies [34:15] - Tips for delivering analogies in a conversational manner [35:58] - An influential communicator Jennifer looks up to today NOTABLE QUOTES: [24:03] - “I find that analogies are the gateway to storytelling. [They’re] very short stories that you use almost as morals to a story or something that will teach something and help someone take a concept that's new in and relate it to something they already know, increasing their ability to understand that new information much more quickly.” - Jennifer Ryan USEFUL RESOURCES & LINKS: BlackLine website: https://www.blackline.com/ Connect with Jennifer on LinkedIn: https://www.linkedin.com/in/jennifereryan Ravi Rajani’s Website & Podcast: https://www.theravirajani.com/podcast Connect with Ravi on LinkedIn: https://www.linkedin.com/in/ravirajani/ Follow Ravi on TikTok: https://www.tiktok.com/@theravirajani Subscribe and watch the show on YouTube: https://bit.ly/3eAJQx0 ADDITIONAL RESOURCES: [FREE SCRIPT] Discover how to craft a magnetic 45-second elevator story: https://www.theravirajani.com/yourelevatorstory Hire Ravi for a keynote or storyselling workshop for your sales team: https://www.theravirajani.com/speaking Learn more about Ravi's Storyselling Bootcamp: https://www.theravirajani.com/thestorysellingbootcamp

How to Negotiate a Payrise with Confidence with Jacob Warwick of CORE Connect; Information… Timing...  Influence… These are the key ingredients to master the art of effective negotiation according to this week’s guest. But there's one secret weapon that can add a touch of warmth and connection to your negotiations… I’m talking about magnetic storytelling. Put them all together and you create a negotiation strategy that is full of finesse and success. I’ve pinned down Jacob Warwick of CORE Connect to teach us how to negotiate your next payrise with bulletproof confidence. Intrigued? Good! Hit play and I'll see you on the other side! WHAT WE DISCUSS: [1:17] - Who is Jacob Warwick? [12:12] - How much does somebody need in their emergency fund? [23:46] - How to communicate with warmth and still create boundaries [31:42] - Does likability matter in negotiation? [37:57] - How to overcome internal doubt and negotiate a payrise [44:47] - Reading body language in a negotiation [55:07] - An influential communicator Jacob looks up to today NOTABLE QUOTES: [17:58] - “A negotiation is all about information, timing, and power.” - Jacob Warwick [25:40] - “It's not what you say, it's how you say it.” - Jacob Warwick [29:15] - “It's more important to find alignment than to be impressive.” - Jacob Warwick [57:04] - “Helping people negotiate fulfillment and happiness is more important than the money piece.” - Jacob Warwick USEFUL RESOURCES & LINKS: ThinkWarwick website: https://www.thinkwarwick.com/ CORE Connect website: https://www.thinkwarwick.com/core-connect/ Connect with Jacob on LinkedIn: https://www.linkedin.com/in/jacobwarwick Ravi Rajani’s Website & Podcast: https://www.theravirajani.com/podcast Connect with Ravi on LinkedIn: https://www.linkedin.com/in/ravirajani/ Follow Ravi on TikTok: https://www.tiktok.com/@theravirajani Subscribe and watch the show on YouTube: https://bit.ly/3eAJQx0 ADDITIONAL RESOURCES: [FREE SCRIPT] Discover how to craft a magnetic 45-second elevator story: https://www.theravirajani.com/yourelevatorstory Hire Ravi for a keynote or storyselling workshop for your sales team: https://www.theravirajani.com/speaking Learn more about Ravi's Storyselling Bootcamp: https://www.theravirajani.com/thestorysellingbootcamp

How to Create Unforgettable Client Experiences Using Storytelling with Maggie Callahan of OneTrust; When it comes to leaving a lasting impact, it's all about being human… True connections are forged in moments of authenticity, creating memories that linger… And when your client experiences are infused with the essence of being human, the impact is immeasurable. So, how do you infuse your client experiences with the power of humanity? Enter Maggie Callahan, the Global Revenue Enablement leader at OneTrust. She’s here to show us how to use storytelling to craft client experiences that resonate. Don't just tell a story - immerse them in it. Let’s go! WHAT WE DISCUSS: [1:17] - Who is Maggie Callahan? [5:23] - Valuable life lessons Maggie gained from her meditation practice [12:49] - Maggie’s memorable Dublin tour experience [20:06] - Pivotal lessons that Maggie learned from her tour which can be related to sales and tech [23:49] - How to effectively do prospect research for a personalized buying experience [26:59] - Passion in a customer experience [29:47] - Questions a seller can ask themselves before they take their prospect through their next journey [33:38] - An influential communicator Maggie looks up to today NOTABLE QUOTES: [6:39] - “Oftentimes we know the answer, we're just scared to gain the momentum to move forward with it.” - Maggie Callahan [8:37] - “Everything is happening at the right time for us to learn the lesson that we're meant to learn.” - Maggie Callahan USEFUL RESOURCES & LINKS: OneTrust website: https://www.onetrust.com/ Connect with Maggie on LinkedIn: https://www.linkedin.com/in/maggie-callahan-6254925a Ravi Rajani’s Website & Podcast: https://www.theravirajani.com/podcast Connect with Ravi on LinkedIn: https://www.linkedin.com/in/ravirajani/ Follow Ravi on TikTok: https://www.tiktok.com/@theravirajani Subscribe and watch the show on YouTube: https://bit.ly/3eAJQx0 ADDITIONAL RESOURCES: [FREE SCRIPT] Discover how to craft a magnetic 45-second elevator story: https://www.theravirajani.com/yourelevatorstory Hire Ravi for a keynote or storyselling workshop for your sales team: https://www.theravirajani.com/speaking Learn more about Ravi's Storyselling Bootcamp: https://www.theravirajani.com/thestorysellingbootcamp

How to Nail your Buyer Persona and Deliver an Impactful Pitch with Thomas Boccard of GlobalData; Imagine being armed with a presentation that deeply connects with your buyer, positions you as a trusted advisor and makes you the only solution to their problem… That would be cool, right? You know exactly who your buyer persona is, what they want and more importantly… How to get and keep their attention! It's not a stroke of luck…it's the power of nailing your buyer persona. And today, we have the privilege of learning from the man himself, Thomas Boccard, the SVP of Healthcare Sales at GlobalData. He's here to show us how to deliver an impactful pitch that leaves a lasting impression by having a better understanding of who you’re trying to serve.  Are you ready? Press play! WHAT WE DISCUSS: [1:17] - Who is Thomas Boccard? [6:22] - Thomas’ personal inflection point and lessons learned from failure [11:35] - How sales reps can analyze their sales process for improved success [19:14] - Three things a seller can do to grab attention in today’s climate [21:50] - How to cultivate a connection with your prospects and add value [26:39] - How to adapt your pitch to establish deeper connections with prospects [35:20] - How to tailor your communication style when engaging with sales leaders versus analytical CFOs [38:02] - An influential communicator Thomas looks up to today NOTABLE QUOTES: [9:34] - “Trust the process, but you need to inspect the process throughout the way. You gotta be able to pivot.” - Thomas Boccard [28:33] - “The more you can be an expert in your prospect’s space, the more every conversation will be more connected and will go deeper and deeper.” - Thomas Boccard [30:47] - “Understanding the people you're speaking to allows you to speak to them in ways that's gonna help them. You want them to leave every conversation having learned something.” - Thomas Boccard USEFUL RESOURCES & LINKS: GlobalData website: https://www.globaldata.com/ Connect with Thomas on LinkedIn: https://www.linkedin.com/in/tboccard Ravi Rajani’s Website & Podcast: https://www.theravirajani.com/podcast Connect with Ravi on LinkedIn: https://www.linkedin.com/in/ravirajani/ Follow Ravi on TikTok: https://www.tiktok.com/@theravirajani Subscribe and watch the show on YouTube: https://bit.ly/3eAJQx0 ADDITIONAL RESOURCES: [FREE SCRIPT] Discover how to craft a magnetic 45-second elevator story: https://www.theravirajani.com/yourelevatorstory Hire Ravi for a keynote or storyselling workshop for your sales team: https://www.theravirajani.com/speaking Learn more about Ravi's Storyselling Bootcamp: https://www.theravirajani.com/thestorysellingbootcamp

How to Unlock the Power of Mindful Selling with Federico Presicci; In a fast-paced world where distractions and noise are in abundance… Learning how to slow down, get in touch with self and truly do the inner work is key for an intentional life. And when it comes to selling with intention, well…there’s no difference! The gold lies in being present, focused on your customer and engaging in active listening.  Easier said than done, right? Aggressive sales quotas… Expanding expectations from management … And constantly having to prove yourself can leave you feeling defined by your “number”. Enter the art of mindful selling and your guide, Federico Presicci of GoCardless.  Together, we'll unveil the secrets of harnessing mindfulness to elevate your sales game, foster deep connections, and drive meaningful results. Alright, enough talking… Hit that play button! WHAT WE DISCUSS: [1:17] - Who is Federico Presicci? [4:49] - What Federico would’ve done differently during his period of career depression [7:31] - How to communicate your emotional state to leadership [12:43] - Federico’s definition of mindful selling [15:49] - Federico’s top three impulses that sabotage working relationships [19:31] - Tips to reduce and acknowledge your internal dialogue before any sales calls [32:33] - An influential communicator Federico looks up to today NOTABLE QUOTES: [9:35] - “Conversations about how you’re feeling will normally be pro-productive as long as you keep it neutral.” - Federico Presicci [12:54] - “Mindfulness is all about strengthening your presence, and presence is your ability to be there with the thing that is in front of you, so mindfulness selling is your ability to be there in the conversation from start to finish.” - Federico Presicci [31:44] - “The more introspective awareness I have, the more I'm able to notice them early on. And the faster I label them, the faster I reconnect to the present moment.” - Federico Presicci USEFUL RESOURCES & LINKS: GoCardless website: https://gocardless.com/ Connect with Federico on LinkedIn: https://uk.linkedin.com/in/federico-presicci Ravi Rajani’s Website & Podcast: https://www.theravirajani.com/podcast Connect with Ravi on LinkedIn: https://www.linkedin.com/in/ravirajani/ Follow Ravi on TikTok: https://www.tiktok.com/@theravirajani Subscribe and watch the show on YouTube: https://bit.ly/3eAJQx0 ADDITIONAL RESOURCES: [FREE SCRIPT] Discover how to craft a magnetic 45-second elevator story: https://www.theravirajani.com/yourelevatorstory Hire Ravi for a keynote or storyselling workshop for your sales team: https://www.theravirajani.com/speaking Learn more about Ravi's Storyselling Bootcamp: https://www.theravirajani.com/thestorysellingbootcamp

The 5 Deadly Sins of Pitch Decks in 2023 with Gosia Holden of Samsara; We live in a world where buyers have more choice than ever before… And in the high-pressure world of sales, nailing your sales presentation or demo can be the difference between success and failure.  You've got one shot to captivate, influence and accelerate trust! That’s exactly why you need a pitch deck that’s contrarian, captivating and influential.  Enter Gosia Holden…she’s the pitch deck whisperer over at Samsara! She’s going to walk us through her 5 deadly sins of pitch decks in 2023 so you don’t have to engage in them! Click play and let’s dive in! WHAT WE DISCUSS: [1:17] - Who is Gosia Holden? [3:36] - What makes Samsara stand out as a company  [7:12] - Why traditional pitch decks are ineffective vs alternative approaches [9:14] - A prevalent issue in the sales community according to Gosia [12:23] - How to prepare a pitch deck within a limited timeframe [21:52] - Using solution-centric language upfront and jumping straight into the resolution versus painting a picture of the problem [23:57] - How to present a solution that avoids overwhelm and encourages engagement [25:51] - How to effectively diagnose and address the root cause of the problem [28:04] - Examples of ineffective and effective headlines or hooks [32:24] - An influential communicator Gosia looks up to today NOTABLE QUOTES: [27:27] - “If you don't spend enough time on your preparation and client discovery, then you won't be able to tell a good story that will resonate with them.” - Gosia Holden USEFUL RESOURCES & LINKS: Samsara Website: https://www.samsara.com/ Connect with Gosia on LinkedIn: https://uk.linkedin.com/in/gosia-dzik-holden-251b1b Ravi Rajani’s Website & Podcast: https://www.theravirajani.com/podcast Connect with Ravi on LinkedIn: https://www.linkedin.com/in/ravirajani/ Follow Ravi on TikTok: https://www.tiktok.com/@theravirajani Subscribe and watch the show on YouTube: https://bit.ly/3eAJQx0 ADDITIONAL RESOURCES: [FREE SCRIPT] Discover how to craft a magnetic 45-second elevator story: https://www.theravirajani.com/yourelevatorstory Hire Ravi for a keynote or storyselling workshop for your sales team: https://www.theravirajani.com/speaking Learn more about Ravi's Storyselling Bootcamp: https://www.theravirajani.com/thestorysellingbootcamp

The 3 P's for Confidence and Communication Excellence with Bethanni Buikema; Confident communication… It’s the ultimate skill in business and life! But here’s the thing, knowing this is one thing and mastering it is another! So, where do we begin? Enter Bethanni Buikema, the sales enablement team lead at Mintel. I’ve pinned her down to unveil the 3P's for confident communication as a B2B seller. Let's get into it! WHAT WE DISCUSS: [1:17] - Who is Bethanni Buikema? [4:30] - Bethanni’s definition of confidence [6:17] - Why new sellers struggle with confidence and authenticity [8:45] - Why product-based knowledge comes first for Bethanni [10:57] - Bethanni’s experience of sharing the right story with the wrong client [12:37] - How to communicate with different types of decision makers [15:13] - Bethanni’s example of a great questioner  [19:59] - How to feel comfortable with silence [21:27] - How much does someone need to know about their product before going out in the field [28:48] - Bethanni's areas for personal growth and development [30:56] - An influential communicator Bethanni looks up to today NOTABLE QUOTES: [23:31] - “Selling is not about showing them all the cool, fun, crazy features…it's about how to solve their problem and what that impact is gonna be.” - Bethanni Buikema USEFUL RESOURCES & LINKS: Mintel Website: https://www.mintel.com/ Connect with Bethanni on LinkedIn: https://www.linkedin.com/in/bethanni-buikema Ravi Rajani’s Website & Podcast: https://www.theravirajani.com/podcast Connect with Ravi on LinkedIn: https://www.linkedin.com/in/ravirajani/ Follow Ravi on TikTok: https://www.tiktok.com/@theravirajani Subscribe and watch the show on YouTube: https://bit.ly/3eAJQx0 ADDITIONAL RESOURCES: [FREE SCRIPT] Discover how to craft a magnetic 45-second elevator story: https://www.theravirajani.com/yourelevatorstory Hire Ravi for a keynote or storyselling workshop for your sales team: https://www.theravirajani.com/speaking Learn more about Ravi's Storyselling Bootcamp: https://www.theravirajani.com/thestorysellingbootcamp