Blog: Storytelling

Another Strong Case for the Power of Storytelling

Bob Wiesner | Mar 07, 2017

Too many organizations are caught in a dangerous loop.  They are continually chasing quarterly results.  In some cases, even more short-term than that.  This is...

One Overlooked Area of Differentiation

Bob Wiesner | Mar 23, 2016

Got a pain?  Having trouble pinpointing the cause? Maybe you’ve gone from doc to doc, including some alternative healthcare practitioners as well. Finally, you...

Do Your People Know Your Purpose?

Bob Wiesner | Mar 23, 2016

Nearly all agencies and professional services firms are wrestling with the fundamental issue of purpose. And if they’re not, they should be. The importance...

One Technique For More Powerful Pitch Visuals

Bob Wiesner | Jul 07, 2015

If you’ve been reading my posts, you know I firmly believe in the value of strong visuals.  I’ve made my case recently for foreshadowing your...

Is Playing It Safe a Sound Strategy for Pitching?

Bob Wiesner | Jul 06, 2015

It’s clear that most clients are risk-adverse.  This is especially true when they’re hearing new business pitches from multiple agencies.  They’ll seem to always...

Words Don’t Matter. Imagery Does.

Bob Wiesner | Jul 06, 2015

  Want to present or pitch more effectively?  Dump the tech-talk.  Trash the numbers.  Jump off the data bandwagon. Instead, learn the power of...

Four Ways to Lose a Pitch

Bob Wiesner | Apr 03, 2015

Most pitch teams are diligent about diagnosing their losses.  Conclusions can be based on reality or can be mostly delusional.  I generally hear one or...

Four Points that Make Better Use of Data in Pitches

Bob Wiesner | Feb 11, 2015

So many pitch teams feel the need to show off their big data chops.  The result: An overwhelming display of numbers, signifying nothing. Prospects...

Win More Pitches with the 60% Rule

Bob Wiesner | Dec 17, 2014

  You’ve been pursuing new business with great intensity, and coming in second with great consistency.  You know all the right things to do...

The Power of Simplicity – Pt 2

Bob Wiesner | Nov 25, 2014

  Complex information and presentations impress very few.  Power and persuasion lie with the communicator who can simplify the message and the solution. But...