March 21, 2018

You can’t be truly persuasive – that is, influence someone to think or act differently – if you don’t back up your claims with proof. Evidence is the glue that helps your persuasive argument stick. Yet, in B2B IT, proposals are frequently littered with unsubstantiated claims, which is why many Unique Selling Propositions (USPs) become unstuck.​

This article is for sales lea...

March 21, 2018

You have customers that admire and respect you. They are your biggest fans. But the world doesn’t know it. That’s because you don’t tell a real, flesh and blood story. You slap something together that’s generic, filled with corporate platitudes.

Your prospective buyers are clued-in professionals who can sniff out phony customer success stories just by scanning headings, sub...

March 21, 2018

What secrets do I spill? What ugly deeds do I reveal? Just a few, and somehow I bring the story back to you. Dive in. 

CONFESSION 1: I think Grammar is Boring

I’m clueless about grammar terms like adjective clause, antecedent, dangling modifier or interrogative pronoun which sounds nasty. When I read what they mean it goes over my head and “Frankly my dear; I don’t give a da...

March 7, 2018

A well-written sales proposal on its own isn’t likely to win you the business but it can get you in the door.

However, a badly written proposal will leave you out in the cold. To help you craft a compelling, customer-focussed proposal that gives you every chance of winning the dance competition, follow my 7 Steps below:

STEP 1: Carefully and thoroughly read the Request For...

March 7, 2018

PowerPoint isn’t going away as the preferred presentation tool for business people. However, it’s still the bane of corporate life, known for turning product demonstrations, sales pitches and staff announcements into a heap of boring slop.

By the way, ‘bane’ is an ancient word for murderer, which is an apt phrase for PowerPoint considering how many presentations it maims,...

March 7, 2018

Does public speaking fill you with terror? Maybe you’ve done it often enough it’s not so scary. For the rest of us, we’d rather have our nails torn out with a pair of pliers than present in front of a crowd. However, if it’s part of your job description, you need to get better at it.

To help you, I’ve summarised tips from two experts. The next time you have to give an execu...

February 21, 2018

You might think my headline is a tad dramatic for B2B IT and the words above have no place in business communications. But dig deep and you’ll see in every story there is a villain and a hero; for example, the problem and the solution. Despair and joy are there too: the emotions someone experiences when facing and then overcoming problems. Madness can lurk in the shad...

February 21, 2018

Do you struggle to structure your business story so it presents a cohesive and clear message? Do you spend a lot of time figuring out how to start or end the story? I’ve reviewed a lot of complex IT sales presentations, and sometimes it’s difficult to see what is the main theme or where the story is going?

What I’ll often see is a jumbled mess of disjointed ideas...

February 21, 2018

Will storytellers become extinct in the near future? Will AI writing tools remove the need for you to be good at grammar, punctuation or crafting stories? These questions and more are explored in this writer's existential rant about the rise and rise of robot writers.  

The ugly or beautiful truth is that given the tedious task of writing, robots will construct a more corre...

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Edith Crnkovich
Sassy Storyteller & Grammar Rebel

My mission is to help you communicate like a living, breathing human being and not a corporate clone. I want you to fall in love with grammar while knowing that telling an interesting story is more important than crafting the perfect sentence.

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