As CxO of Insight Demand, I enjoy showing Salespeople how to Ditch the Pitch and have Business Conversations so that they lose fewer deals to no decision. But for a long time, I was frustrated trying to establish value with Buyers because I had difficulty getting my message past their defensive wall. Instead of changing my approach, I felt that I needed to push the sale even harder to survive. Yet at the same time, I was putting on the brakes because I knew that I wouldn't want to be treated this way. I can still remember Sunday nights psyching myself up so that I had enough energy to survive another week of conflict. I had to find a more positive way to establish value or I would burn out. I found the answer in StorySelling. Because stories present a scenario that allows my Customers to draw their own conclusions, they can now relax and listen because they no longer feel painted into a corner. I am also able to relax and listen to the Buyer, because I now trust that when they finish, I will know what to say, since stories are easy to remember. With a graduate degree in Finance and 12-years on Wall Street, I have learned how to build business value. I then ran a finance company that grew to 125 employees and 250MM sales and it was here I learned the power of loading the lips of your salespeople with the right messages. I then worked as a Business Partner at a Solution Selling Sales Training company and, after 5-years, I refined the totality of my many years of experience and formed Insight Demand. I have lived & worked in NYC, London and Buenos Aires. Today, I live on an Island with no cars that is only 10-minutes by ferry to my hometown, Toronto. I still travel to the big cities on business but I am also able to enjoy Kite Surfing, Kayaking and Hockey 20-meters from my home. I enjoy these simple pleasures with my wife and two children. Please call/email to discuss how I can help your Salespeople sell more.