Make Your Customer The Hero with Maury Rogow

In this episode of the Revenue Builders podcast, John Kaplan and
John McMahon talk to author, entrepreneur, public speaker, and
sales leader Maury Rogow. Maury talks about using powerful
storytelling techniques in the context of sales, and how
marketing and sales teams should be working together seamlessly
to attract and convert customers. 


Maury also takes us into the story of how he got into Hollywood
and how he transformed himself from the kid who couldn’t raise
his hands in school to a capable public speaker, and that one
time he opened for comedian Joe Rogan. 


Additional Resources:


Key Characteristics for CROs to Hone in Each Stage of Growth
| https://forc.mx/3uUCM3Z

Taking on a New VP of Sales Role? Key Resources: |
https://forc.mx/3KTEism

Donate to breast cancer research:
https://drsusanloveresearch.org/

Check out Maury's book:
https://www.amazon.com/gp/product/B07TB1FKLX/ref=dbs_a_def_rwt_hsch_vapi_tkin_p1_i0

Connect with Maury on LinkedIn:
https://www.linkedin.com/in/mauryrogow/

More about Force Management | https://forc.mx/3waMDDS



HIGHLIGHTS


Many salespeople fail because they lack this basic skill

Your customer is the hero of the story 

Always know where you are in the buyer's journey

Get the S-T-U-F-F in your stories to make them
effective 

Know your customer's learning style

The messaging must be seamless from marketing to sales

The shy kid who couldn't raise his hand in school

Introducing the E-P-I-C story structure

How Maury got into Hollywood and the lessons learned 

Advice for connecting to people remotely



QUOTES


Maury: "Your brand will thrive or die based on
the story you tell. That's for the sales people and it's for
executives too. The reason I say that is it's all based on fact
but I got to get it across fast. Salespeople are failing out
there because they don't have the basic skills to grab attention
and then be memorable." 


Maury: "Sure, you get plenty of sales without
your story in there. They're probably low value, they're probably
the cheap shots, you're probably making quota or getting to your
quota. But the folks that are really good at this, the folks that
really can tell a great story, can get somebody else to share,
they're the ones bringing in the six, the seven, even
eight-figure deals because they're building a
relationship." 


Maury: "The hero of the story is them. You're
not the hero. Don't tell me you're here to make a bunch of money.
Don't tell me your IPO is gonna put 10 million in your pot.
Nobody wants to hear that. They want to hear how it helps them.
And if you get served because of it, fantastic. But they're the
hero of the story." 


Maury: "If you confuse, you will lose. Gotta
keep it simple." 


Check out John McMahon’s book here: 


https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064