Value Storytelling Playbooks

VALUE STORYTELLING
PLAYBOOKS & CONTENT

Don’t just pitch, inspire customers to buy.

Leverage modern neuroscience and the power of storytelling to better inspire buyers from “Do Nothing” to “Deal”.

Humans have been telling stories for centuries. Cave paintings. Tales by the fire to pass on key knowledge. We are wired by evolution to better connect, engage and retain through stories.

Unfortunately, most organizations do not take advantage of the power of storytelling to help convey their value.

In many organizations, legacy value knowledge is scattered in silos and not properly codified or visualized for effect.

IS YOUR VALUE STORYTELLING RESONATING WITH YOUR TARGET AUDIENCE?

Understanding that one narrative does not fit all, we create multiple versions of your value story, each tailored to a specific buyer persona.

By taking into consideration the needs, wants, and motivations of each buyer role, we ensure your narrative speaks directly to them, influencing their perception and inspiring the buying decision.

To craft a powerful value story, we use the PIVOT framework. By focusing on the pain that your customers are experiencing, the impact of that pain, then painting the vision for the future along with the potential outcomes, you are engaging your customers in storytelling. The final step is to gain their trust through proof points such as customer stories.

We then take the framework and create playbooks and content to bring the storytelling to life including a comprehensive value storytelling guide, PoV presentations, Total Value Analysis (TVA™) white papers, discovery and prospecting guides.

BENEFITS OF VALUE STORYTELLING PLAYBOOKS & CONTENT

Articulate A Unique Value Message For Every Persona

Better connect and engage with each buyer on priority pain points to create more, better opportunities.

Paint a Vision to Inspire Buying Action

Paint a vision for moving from “pain” to “gain”, motivating more wins, faster and with less discounting.

Align All Stakeholders On A Unified Value Message

Align your internal stakeholders across marketing, sales, customer success, and product with a consistent value story.

HOW DOES IT WORK?

We are your partners in developing differentiated value storytelling and content that inspires your customers to connect, engage and take action to buy.

Uncover Your Differentiating Value

Our experts work collaboratively in workshops with your sales, marketing, and product teams to delve deep into the heart of your customers, business and solutions. We go beyond surface-level tag-lines and attributes, digging into why your solution will be valuable and different for each buyer persona. We help you identify your core value proposition, crafting a PIVOT storyline that underscores the unique pains you are solving, benefits you deliver to your customers and trust you engender.

Customize by Persona

Understanding that one narrative does not fit all, we create multiple versions of your value storytelling, with each playbook tailored to a specific buyer persona. By taking into consideration the needs, wants, and motivations of each buyer role, we ensure your narrative speaks directly to them, influencing their perception and inspiring the buying decision to accelerate and go your way.

Visualize Your Narrative

Once we have unearthed your unique value story, we not only create a playbook that serves as the foundation for your content marketing and sales enablement going forward, we help to bring your value storytelling to life. We work to visualize your differentiating value storytelling into compelling PoV presentations, infographics, discovery guides, prospecting guides and TVA white papers. Our visual storytelling playbook and content assets make your value proposition easy to use for your campaigns, sellers and success team, and tangible, memorable and inspiring for your customers.

Inspire Action and Engagement

Our ultimate goal is to inspire. We want your story to not just be heard, but to spark a connection, inspire your buyer’s journey and build lasting relationships. With our Inspired Value Storytelling playbooks and content, we don’t merely aim to create a narrative; we strive to provoke a reaction that leads to enhanced customer engagement and increased business growth. This approach allows your team to reach and overachieve goals.

"The persona guides are a daily go-to for nearly every rep. They provide an excellent, clear view of our target personas. Whenever someone new joins the company, we equip them with the persona and discovery guides, and they rely on them repeatedly. These guides consistently rank among the top five most valuable pieces of content in the company. Our BDRs have fully embraced them, and now our AEs use them as a key reference in their learning process."