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  Ex_Files_Telling_Stories_That_Stick

   Exercise Files

    Elisa Camahort Page - 2021 - Chapter 2 PDF.pdf

    Elisa Camahort Page - 2021 - Chapter 6 PDF.pdf

    Elisa Camahort Page - 2021 - Chapter 9 PDF.pdf

  [1] 1. Working Back from the End Result

   [1] Introduction.srt

   [2] Who are you talking to (and why does that matter).srt

   [3] What do you want from them.srt

   [4] What does your audience want from you.srt

   [5] Spotlight on reporters.srt

   [6] Defining the ideal outcome.srt

   [7] Opportunity assessment worksheet.srt

  [2] 2. Understand the Difference between Features vs. Benefits, and Problems vs. Solutions

   [1] Problems drive considering change.srt

   [2] Features are table stakes.srt

   [3] Benefits justify the pain of change.srt

   [4] Solution Positioning nirvana.srt

   [5] A word about truth.srt

   [6] Problem, feature, benefit, solutions worksheet.srt

  [3] 3. Identifying and Prioritizing Pull-Through Messages

   [1] Introduction to pull-through messages.srt

   [2] Spoon feeding a narrative, not a spec sheet.srt

   [3] The ideal number of pull-through messages.srt

  [4] 4. Craft Talking Points That Support Your Pull-Through Messages

   [1] Difference between pull-through messages and talking points.srt

   [2] Scrubbing your language.srt

   [3] Sounding natural after scrubbing.srt

   [4] Write it down.srt

   [5] Pull-through messages and talking points.srt

  [5] 5. Assess the Specific Audience

   [1] Where they are in your sales pipeline.srt

   [2] How you fit into their philosophy and future plans for investment.srt

   [3] Quiz the reporter about the story being told.srt

   [4] Keeping it engaging for a conference audience.srt

  [6] 6. Tactical Tips for Presenting

   [1] What not to wear.srt

   [2] What to do with your hands.srt

   [3] Tics, vocal and otherwise.srt

   [4] Test the tech.srt

   [5] Preopportunity checklist PDF.srt

  [7] 7. Plan for Both Ideal Questions and Rude Q&A

   [1] Plan your answers for both ideal and rude questions.srt

   [2] Don't speak for others, speak for yourself.srt

   [3] Don't speculate, share what you know.srt

   [4] Don't speak to what you haven't read, seen, or heard.srt

   [5] That’s a great question” and other ways to control time.srt

   [6] Here’s what not to say.srt

   [7] Useful phrases cheat sheet PDF.srt

  [8] 8. How to Stay on Message and Pivot to Your Talking Points

   [1] Evangelism, not conversion.srt

   [2] The circle dance.srt

   [3] The role of data.srt

   [4] The art of listening and asking.srt

  [9] 9. Measuring Success

   [1] Relevance.srt

   [2] Reach and revenue.srt

   [3] Last word When failure is success.srt

   [4] Postopportunity postmortem worksheet PDF.srt