Start with Who
How Small to Medium Businesses Can Win Big with Trust and a Story
Published on 16. January 2024
Book
Paperback/Softback
256 pages
979-8-88845-056-7 (ISBN)
Description
Start with Who represents the next generation beyond Simon Sinek's Start with Why and Gartner's The Challenger Sale-written by Matthew Dixon and Brent Adamson-and includes groundbreaking science, concepts, and templates that can help drive rapid success for sales, marketing, and recruitment within small to medium businesses.
Ken Blanchard, co-author of The New One Minute Manager, says Start with Who is "thought-provoking" and "shows business, marketing, and sales professionals how to persuade any client with just twelve bullets and a story."
Start with Who, with a foreword by EOS Visionaries Mike Paton and Mark O'Donnell, is the next generation beyond business books written decades ago, including Simon Sinek's Start with Why and Gartner's The Challenger Sale. The groundbreaking science, examples, and concepts in this book are delivered in easy-to-understand terms, mingled with touches of humor, and designed to help drive meteoric success for sales, marketing, and recruiting professionals who have started or work for small to medium businesses. Executives at larger firms can also benefit greatly from the cutting-edge "trust-building" science, storytelling techniques, and proven sales enablement approaches described within these pages.
Over 90 percent of customers buy on trust, but only 3 percent of salespersons are trusted. Start with Who takes science-based storytelling for sales, marketing, and talent acquisition to a new level by showing you how to blend Aristotle's Persuasion Model, business neuromarketing, the educational 4MAT system, and a new approach to the Three-Act Play to build customer and candidate trust with only twelve bullet points and a story. All salespersons know that "facts tell and stories sell." Having trained and coached thousands of sales and marketing professionals for leading firms, New York Times bestselling author W. Craig Reed leverages decades of experience to help individuals hone their messaging down to a few short bullet points presented in a compelling yet easy-to-understand story format designed to teach, persuade, and drive action.
Ken Blanchard, co-author of The New One Minute Manager, says Start with Who is "thought-provoking" and "shows business, marketing, and sales professionals how to persuade any client with just twelve bullets and a story."
Start with Who, with a foreword by EOS Visionaries Mike Paton and Mark O'Donnell, is the next generation beyond business books written decades ago, including Simon Sinek's Start with Why and Gartner's The Challenger Sale. The groundbreaking science, examples, and concepts in this book are delivered in easy-to-understand terms, mingled with touches of humor, and designed to help drive meteoric success for sales, marketing, and recruiting professionals who have started or work for small to medium businesses. Executives at larger firms can also benefit greatly from the cutting-edge "trust-building" science, storytelling techniques, and proven sales enablement approaches described within these pages.
Over 90 percent of customers buy on trust, but only 3 percent of salespersons are trusted. Start with Who takes science-based storytelling for sales, marketing, and talent acquisition to a new level by showing you how to blend Aristotle's Persuasion Model, business neuromarketing, the educational 4MAT system, and a new approach to the Three-Act Play to build customer and candidate trust with only twelve bullet points and a story. All salespersons know that "facts tell and stories sell." Having trained and coached thousands of sales and marketing professionals for leading firms, New York Times bestselling author W. Craig Reed leverages decades of experience to help individuals hone their messaging down to a few short bullet points presented in a compelling yet easy-to-understand story format designed to teach, persuade, and drive action.
Reviews / Votes
"W. Craig Reed's Start with Who represents the next generation beyond Simon Sinek's Start with Why and Gartner's The Challenger Sale." -- Indy Bains, VP Marketing, Workday "I'm a big believer in the power of stories. In our bestselling business parable, The One Minute Manager, Spencer Johnson and I helped tens of millions achieve success in their personal and professional lives. W. Craig Reed's new book, Start with Who, shows business, marketing, and sales professionals how to persuade any client with just twelve bullets and a story. He also discusses the fascinating neuroscience that explains why storytelling is so powerful. Enjoy and use this thought-provoking book!" -- Ken Blanchard, coauthor of <I>The New One Minute Manager (R)</I> and <I>The Simple Truths of Leadership</I> "Start with Who includes concepts that will help you safely challenge the status quo and innovate for the greater good-like storytelling techniques, messaging guide templates, persuasion models, recruiting secrets, and sales enablement tools." -- Mike Paton, former EOS Worldwide Visionary and coauthor of the EOS book <I>Process!</I> "Just like EOS can help a leadership team take their company to the next level, adopting the concepts and recommendations found in Start With Who will help you challenge the biggest and best of your competitors." -- Mark O'Donnell, EOS Worldwide Visionary "Start with Who can help SMBs compete with industry giants by using neuroscience-based storytelling to build and increase trust with customers and candidates." -- Steven Doolittle, Chief Revenue Officer, RemotelyMe "W. Craig Reed's latest, Start with Who, is chocked full of innovative and creative ways to use the latest in neuroscience, psychology, and the understanding of what makes us tick at a biological level to build stronger relationships in business. It offers practical, ready-to-use advice that's suitable from mom-and-pop shops to major corporations. Moreover, it also serves as an insightful guide to interpersonal relationships in general. If you want a better life-in business or at home-read this book now." -- James Rollins, #1 <I>New York Times</I> bestselling author of <I>Kingdom of Bones</I>More details
Language
English
Place of publication
United States
Product notice
Paperback (trade)
Dimensions
Height: 228 mm
Width: 154 mm
Thickness: 11 mm
Weight
345 gr
ISBN-13
979-8-88845-056-7 (9798888450567)
Copyright in bibliographic data and cover images is held by Nielsen Book Services Limited or by the publishers or by their respective licensors: all rights reserved.
Schweitzer Classification
Persons
William Craig Reed is the New York Times bestselling author of several award-winning books including The 7 Secrets of Neuron Leadership (Wiley), Red November (HarperCollins), and Spies of the Deep: The Untold Truth About the Most Terrifying Incident in Submarine Naval History and How Putin Used The Tragedy To Ignite a New Cold War (Post Hill Press). Reed served as a U.S. Navy submariner and diver during the Cold War and earned commendations for completing secret missions, some in concert with SEAL Team One. Reed serves on the board of directors for RemotelyMe, the leading company in ChatGPT neuroscience-personalization for recruiting and sales. He holds an MBA, certifications in marketing and leadership, and a neuroscience certification from Harvard University. Reed has launched three successful startups acquired by Intel, NetApp, and Helius, and helped a dozen other firms achieve similar success. As an executive consultant, Reed's clients have included Avnet, Booz Allen Hamilton, Cisco, HP, Oracle, SAP, Visa, and many others.