In this episode of Building Great Sales Teams, we are joined by master story teller, Mark Carpenter. Mark has decades of experience in story telling and he shares how that translates into sales. Enjoy!
Mark Carpenter is a renowned expert in leadership and storytelling, with a mission to bring humanity back into leadership. He is the author of the best-selling book on Amazon, "Master Storytelling: How to Turn Your Experiences Into Stories that Teach, Lead, and Inspire," and has created a workshop on the same topic.
Mark is also the Chief Storyteller at Master Storytelling, where he serves as a speaker, author, facilitator, coach, and all-around want-to-help-people person. He is passionate about leading like humans and believes in listening intently, telling stories intentionally, and rewarding individuals to achieve this.
His expertise in storytelling has helped sales leaders overcome objections and get better results.
Overall, Mark Carpenter is a visionary leader and storyteller who inspires others to embrace their humanity and lead with authenticity and empathy.
00:00:16:30 - 00:00:31:57
Speaker 1
Great experiences, build great leaders. Great leaders, build great teams. This is building great sales teams.
00:00:35:02 - 00:01:00:23
Speaker 2
All right, guys, we've got a special one for you today. I've got Mark Carpenter with us. He's a chief storyteller at Master Storytelling, is a best selling author of Master Storytelling How to Turn Your Experiences into Stories That Teach and Inspire. He runs workshops on this same topic, and his mission is to bring humanity back to leadership. Mark, welcome to the show, Brother Doug.
00:01:00:30 - 00:01:02:27
Speaker 3
Thanks for having me here. It's great to be with you.
00:01:03:32 - 00:01:15:59
Speaker 2
Awesome. So I was cyberstalking you like I do most of my guests. And I saw that a few weeks back. Your lights went out and you had a really great story behind that. Can you walk our listeners through that?
00:01:16:44 - 00:01:35:16
Speaker 3
Yeah, we had an experience. I lived in the Utah area in Salt Lake City and ah, we had a power outage. It was a big storm that was coming through and we had this happens, you know, power goes out and it will blip for 5 minutes or so and it's no big deal. It was off for about 5 minutes, came back on that, no problem.
00:01:35:58 - 00:01:52:39
Speaker 3
Then it went off and came back on and then it went off and it stayed off for about an hour and a half. Well, I had a class the next morning, virtual class that I was teaching, and so I was running through in my head. Okay, how early am I going to have to get up to turn the generator on to get it connected to all the things that need to be connected?
00:01:53:06 - 00:02:10:11
Speaker 3
The funny thing is, I wasn't in any kind of panic about it because I had a plan. I knew what I was doing. My wife, she's she's so awesome. She had out the camp lanterns that had all fresh batteries in them and flashlights and things. Well, the power came back on, so I didn't have to go into my emergency plan.
00:02:10:11 - 00:02:32:13
Speaker 3
But the funny part of it is then my wife's telling me all these social media posts she's seeing from our neighbors, like, you know, you find out where your furniture is in the dark, usually with your toes in your hands when the power goes out. That's not a great time to find out that all the batteries in your flashlights are corroded or the garage is so dark you can't find your camp lanterns, you know.
00:02:32:56 - 00:02:57:19
Speaker 3
Isn't that true? In business, we we try to find the emergency plan. During the emergency, and we really got to start doing that before the emergency. And so that's just a great reminder for business. And, you know, from a sales perspective, you don't plan on how am I going to handle an objection When the objection comes, you plan that before the objection comes so that you're ready for it.
00:02:57:48 - 00:03:06:45
Speaker 3
So it's just a good reminder to to stay on top of those things and refresh them regularly so you know what you're going to do when the emergency happens.
00:03:06:45 - 00:03:28:58
Speaker 2
I couldn't agree more. And you know, what I do is a lot of sales team consulting. Right. And a lot of that is okay. Do you guys have a script? They don't have a script in place. Okay, let's build a script. Let's talk about how to overcome objections, you know, and then what we're going to do when we overcome the objections where I think you're bringing a lot of value in is you're not just overcoming the objections with like feature and benefit.
00:03:29:18 - 00:03:33:14
Speaker 2
You're overcoming the objection by tying emotion to it and telling the story.
00:03:33:36 - 00:04:00:12
Speaker 3
Yeah, right on. And I think that's one of the best places to use storytelling in sales. Somebody you know what the common objections are? You'll be able to plan for that. You've had any kind of experience, you'll know what those objections are. Well, talk to your other sales associates, talk to your to your colleagues, talk to other people in the business and say, what are some examples of people who had that objection and how they overcame that objection?
00:04:00:57 - 00:04:17:04
Speaker 3
So maybe it's yeah, I had somebody that said the same thing as you. Maybe it's the objection of, Yeah, we just don't have budget this quarter. That's probably a fairly common one. We're not budget this quarter. Well can you tell them a story about. Yeah, I had somebody that was in the same boat and I get it, it's a logical challenge.
00:04:17:23 - 00:04:42:35
Speaker 3
Well, even just by saying that you made a connection with that person, you you've related to them and they can relate to you. But then can you tell the story about when they didn't overcome that objection, they ran into these kind of problems. I really don't want you to have those kind of problems too. So is there a way that we can work around this or here's how they overcame that objection and here's the success that they got from it.
00:04:42:36 - 00:04:59:51
Speaker 3
I want you to have that level of success and that kind of relationship. Storytelling will connect them to you, and maybe it won't overcome the objection in the moment, but it will help them to overcome the objection with the people internally that are giving them the objections in the first place.
00:05:00:05 - 00:05:33:46
Speaker 2
Yeah, no, I love that. And I love it because it just clicked that one of the ways that we overcome objection and this is classic door to door one on one and it's we call it feel self found. I completely understand how you feel. A lot of people are dealing with that in the marketplace right now. Mr. Jones felt the same way, and what he found out was that he ended up saving money on the back end using our service, you know, And so it's a very small it's a very small and quick story, you know what I mean?
00:05:34:13 - 00:05:46:37
Speaker 2
But how would you like that in terms of not necessarily overcoming objection, but maybe just talking about a feature in the business, how should they structure that story?
00:05:47:06 - 00:06:09:48
Speaker 3
Yeah, you know, we we spend a lot of time as we as we teach and lead in sales, talking about features and benefits and how that connects to people. But do we tell the story of the transformation? And that's really what one your customers want is what transformation am I going to experience by making the investment in your product or service?
00:06:10:17 - 00:06:28:53
Speaker 3
MM Here I am today. Where is it that I want to be? And sometimes they don't even know where they want to be because, because they're not familiar with your product or service, they may not even see that. So that's what I want you to focus on is what's that transformation? We're trying to help people to see that they're going to get.
00:06:29:21 - 00:06:57:07
Speaker 3
And you can do that in a very simple three part structure that we go through in the book and the workshop master storytelling, where we talk about current state, where things right now, what's a goal they want to accomplish, and then the the conflict, what's getting in the way of that goal and then the change. How is that goal achieved getting through that conflict, getting past the conflict that they have that will help them achieve the goal that they want?
00:06:57:48 - 00:07:07:37
Speaker 3
And when we can help people see that transformation that they need to make, they're going to be more open then just features benefits that we share with them.
00:07:08:40 - 00:07:42:36
Speaker 2
I love it. I love it because a lot of times we we structure a pitch. The presentation piece is overcoming the pain points, you know, and how we're going to overcome those. We're going to prescribed our product and our product is going to give them a the remedy, right, which is the benefit. And then but one of the things I always like to do at the end of that presentation piece is what we call like our crystal ball clouds, you know, which is like, what is your life going to be like after you have the service, you know, So that makes so much sense.
00:07:42:36 - 00:08:11:40
Speaker 2
And I love how it's all tied together. Let me ask you this, and I'm asking this because of your your your history. What qualifies someone as a master storyteller in your mind? And I know why you are because I've gone and done the research and it didn't take a whole lot just looking at your LinkedIn page. But what in your mind that that is a an amazing title to have that I would like to have someday.
00:08:11:56 - 00:08:13:26
Speaker 2
So what would qualify them?
00:08:13:57 - 00:08:39:27
Speaker 3
You know, I think the first thing is being intentional about why you're telling stories. You know, we define story probably a little differently than a lot of people. Do. You know, some people say, well, I'm going to put my story out there in social media or whatever it is, I need to tell an experience that they have or they come home and they tell the story of their day, you know, from the experiences they'd had that day.
00:08:40:02 - 00:09:01:55
Speaker 3
But what we term as story is really being intentional about story with a purpose and the purposes are in the subtitle of the book, Teach, Lead and Inspire. Now, if I was if I was to rewrite the book today, I would add one word to that subtitle and it would be teach, lead, sell and inspire, because really, that's that's what we're doing when we're telling stories.
00:09:01:55 - 00:09:22:53
Speaker 3
We're trying to move people to action. And so I think it's that intentionality and being able to do it with some structure, with the clarity that people will be able to get to it. Sometimes we we we tell a story and it goes on and on and on and on and on and on and on. And we hope that people get the point at the end.
00:09:23:27 - 00:09:24:54
Speaker 2
We keep trying to remake the point.
00:09:25:12 - 00:09:48:16
Speaker 3
That there you go. And I call that they don't land the plane flying around, you know, trying to trying to find their location. But if you're really intentional about your storytelling, you know what that endpoint is that you want to get you and you can get to it in a couple of minutes and people are going to going to give you that couple of minutes because it's going to be enticing enough for them that they want to see where it's going.
00:09:48:16 - 00:09:50:47
Speaker 3
They want to see what that resolution is at the end.
00:09:52:22 - 00:10:20:00
Speaker 2
I love it. And I think one of the reasons that you're so dialed in on what master storytelling is and, you know, I recognize it because it relates to, you know, the way we structure our sales pitches and stuff like that or sales in general. Right? And that's how you know, that's how, you know, hey, Mark knows what he's talking about because it's tying in to what we do already, you know, and in terms of sales.
00:10:20:33 - 00:10:39:14
Speaker 2
So you spent two decades working in PR for banking and technology. What led to your decision to go from there to become a consultant? Basically at that point? Oh, I'm curious about this because I just made that decision later, three, three months ago.
00:10:40:01 - 00:11:00:46
Speaker 3
Yeah, this is a story in and of itself. So during that time, towards the end of the time that I was working in corporate PR, in technology, I also started teaching at a university as an adjunct. And I when I went into that role, I thought back to the teachers who had the greatest impact on me when I was in college.
00:11:00:46 - 00:11:06:18
Speaker 3
And I'll give you one guess, Doug, what do you think those teachers did that had the greatest impact on me?
00:11:06:54 - 00:11:07:35
Speaker 2
Told stories.
00:11:07:42 - 00:11:34:04
Speaker 3
Wow. How did you get to that exactly? I remember the stories they told, but not just the stories they told, but the points those stories made. And so that's the impact that I wanted to have. So as I went in as a as a university professor, that was what I what I went in with the mindset of how am I going to take the concepts I want to teach these students and put them into stories that will drive home that point.
00:11:34:21 - 00:11:53:43
Speaker 3
Now, like you said, it already had decades of experience doing that in business, but that kind of gave it got me the charge. And then I connected with a friend of mine who was in consulting and training and started doing some training with him, and that just gave me the bug. And it just was more and more and more and it built on it.
00:11:54:14 - 00:12:13:51
Speaker 3
And I got to the point of, okay, what's my thing going to be? And it was my wife who pointed it out to me. She said, You need to teach people how to take everyday experiences and turn them into stories that have a point and the lead people to action. My first response to that is this is this is on me.
00:12:14:06 - 00:12:32:15
Speaker 3
My first response to that was, Yeah, but that's not thing. That's just what people do. And she said, No, no, no, you don't get it. You do this naturally because you've done it for decades. Yeah, you could teach people how to do that and so that was really the change that came about to me that said, Yeah, I can do it.
00:12:32:15 - 00:12:50:31
Speaker 3
As I started to talk to people about it and float that idea, I still didn't initially trust my wife's judgment on that. So I talked to some other people and they were like, Oh, that would be so great to have some intentional way of getting that skill across to people. And so that led to the book, which led to the workshops, and here we are today.
00:12:51:21 - 00:13:11:38
Speaker 2
I love it. I love it so much because a lot of times we don't believe our genius, you know what I mean? Because we're in it all the time, you know? And so for for me it was joining a mastermind group and then having them constantly ask me, how do you build these teams? Like, how do you recruit thousands of people over a decade?
00:13:11:42 - 00:13:30:46
Speaker 2
You know, I'm saying, or how do you train them? And they kept asking me these questions over and over again. And to me, it's just like second nature, common sense, you know? So peace, training structures, opportunity structures, opportunity, meeting all this stuff that, you know, I had developed over the last 13 years just came natural. And to them it was gold.
00:13:31:13 - 00:13:33:18
Speaker 2
And I was like, Oh, I've got something here.
00:13:34:09 - 00:13:54:19
Speaker 3
And this is what Chip and Dan Heath in the book made the Stick called The Curse of Knowledge. We know stuff, and it's so clear and evident to us. We just assume everybody else knows it on the same level. And think about that from a sales standpoint. This is why we don't use those stories, because it's like, Well, that was my experience.
00:13:54:19 - 00:14:11:40
Speaker 3
So it can't be that important. It can't be that big a deal. But other people haven't experienced that. They've experienced something close enough to it that when you tell their story, they're going to be able to connect to it. They're going to be able to make that relationship. And who do people buy from? They buy from people they know like and trust.
00:14:12:10 - 00:14:32:06
Speaker 3
And that's how you build that relationship is by connecting with those stories. And again, we we do it in sales, but maybe we don't do it as intentionally as we could and should. And that's that's what I'm trying to get people to focus on is how do you be intentional about using this skill to accomplish your goals now?
00:14:32:11 - 00:14:56:51
Speaker 2
And I love it because if you look at two sales process side by side, one is storytelling, one is feature benefit based and very structural, right? And you look at those two sales processes and then and then put customers through them. I think we're going to find is over time that the data is going to show you that one, you convert higher with the storytelling because of the emotional time, but also because of that emotional tie to that story that that customer has.
00:14:57:10 - 00:15:23:42
Speaker 2
It kind of gets stored in the subconscious. Those emotional things get stored in the subconscious, not really the facts and figures so much right? Yeah. And so when you look at your data on the back end, your churn rate, the amount of customers that cancel the customer happiness metric, whatever that might be, those those data points are going to be so much better because you tied it all to emotion on the front end and you use storytelling in the process, right?
00:15:23:46 - 00:15:29:33
Speaker 2
I feel like that alone is massive for a lot of sales organizations and companies that are sales centric.
00:15:30:19 - 00:15:54:30
Speaker 3
There's a cool research study that divided people into three groups, and they gave them information in three different ways. One group, they just verbally gave them the information with data, with the kind of facts, figures, features, benefits, type of thing. The second group, they gave them charts and graphs to go along with it. And the third group, they gave them the information in the form of a story and then they check back in with them two weeks later.
00:15:54:48 - 00:16:20:00
Speaker 3
And what they found was that the first two groups, there was no statistical difference in how much they remembered or how accurately they remembered. It was about the same. The third group, they not only remembered more and remembered it more accurately, they also found it more credible. So think about this. We think that by sharing facts and figures in data, we're going to increase our credibility.
00:16:20:00 - 00:16:36:14
Speaker 3
We're going to show people how smart we are. And so they'll obviously want to work with us. But that emotional connection that you just talked about actually helps people remember better and find the information more credible. And isn't that what we want from those that we're trying to serve?
00:16:37:15 - 00:16:46:44
Speaker 2
Absolutely. And it's not just their brain telling them it's credible because the facts figures, it's their emotions telling them that's credible, which is why people buy.
00:16:47:07 - 00:17:04:24
Speaker 3
If people buy on emotion and they justify in logic. So they they they need that emotion to be able to buy and then they'll come back later. This is what you do need. The facts and figures and the features and benefit is because they will justify using those things. But it's the emotional connection that's going to lead them to buy in the first place.
00:17:05:52 - 00:17:25:53
Speaker 2
And that's important to have both. I couldn't agree more. So you've owned your own consulting firm for about ten years now. Do you have any advice for someone like me? I'm about a year into the journey, about three months full time now and in consulting. So and then we have a lot of listeners that are consultants as well.
00:17:26:00 - 00:17:27:00
Speaker 2
You have any advice for us?
00:17:27:28 - 00:17:50:11
Speaker 3
You know, I think just in the realm of storytelling, I would get to identify your story, practice your story and keep getting feedback and working on that. Don't assume that the story will always be the same. It's like, okay, here's my story. I've got it down. It's always going to be the same. It's going to adjust, it's going to flow, It's going to change a little bit different depending on who you're talking to as well.
00:17:50:42 - 00:18:11:49
Speaker 3
But learn from those opportunities where you have to tell your story and get the best feedback you're going to get is the looks in the people's eyes as you're talking to them and the responses that you get from them. You'll be able to see which stories are landing. I would add to that in terms of building great sales teams.
00:18:11:49 - 00:18:43:55
Speaker 3
Just going to your main topic, I love that you kick off each episode of your podcast with great experiences, build great leaders, and it's those experiences that if we can turn those into stories, that's one way to build a great team to your team doesn't have to have every experience that you had. If you can relate those experiences in a story in a way that they will feel like they've had the experience themselves and that will motivate them into greater actions and again, build a greater sales team.
00:18:44:40 - 00:18:58:08
Speaker 2
And it'll it'll convict them to go when they get emotionally tied to that story, that reason why you have that value and they now have that value, you know what I mean? There are convicted to it.
00:18:58:33 - 00:18:58:51
Speaker 3
Yeah.
00:18:59:36 - 00:19:13:35
Speaker 2
Okay. So your book, you've talked about it a few times now, but can you just give us a quick synopsis of what it covers and what our listeners can expect when they they go to pick it up because we're going to leave the link in the show notes here.
00:19:14:16 - 00:19:35:52
Speaker 3
Yeah, we wrote the book as a how to Guide. It's how to take those everyday experiences first, finding those experiences, Where are they? This is one of the big pushbacks I get initially as well. I have a boring life so I don't have any experiences. Also, everybody does. We love stories because we love stories. It's part of our everyday life.
00:19:36:10 - 00:19:55:44
Speaker 3
So where do you find those stories that are going to have the impact that you want to have? So it starts there. And then how do you convert that story or that experience into an actual story? What are the components that make a story useful, that make a story memorable, that make people connect, that allow you to teach, lead so and inspire.
00:19:56:16 - 00:20:17:00
Speaker 3
And we give you some practical ways to practice that and to integrate some additional deeper dive skills in there. Like how do you use questions within your story to really draw people in in sales questions? And one of the great tools that you can use, well, you can tie that into storytelling as well to really drop people in.
00:20:17:27 - 00:20:27:41
Speaker 3
So it's really a how to guide. And then we end it with an appendix that has an example, examples of several different stories that you can even take and use and adapt yourself for, for your business needs.
00:20:29:25 - 00:20:52:08
Speaker 2
I love it. And I think I think that is a lost art in sales for sure, because now so so much of sales is done on the front end, right? So much of sales is done through PR. And by the time you get to the transaction, they're like 70 or 80% sold on it. And maybe there's just one or two objections that have stuck, but a story could get them unstuck.
00:20:52:24 - 00:21:04:17
Speaker 2
There you go. And I feel like that's that's definitely a needed a needed practice. So if I'm more of an experienced learner. You have workshops? Yeah.
00:21:04:54 - 00:21:35:15
Speaker 3
We have. We have public workshops that we do virtually four or five times a year. We also will come into your organization, will teach your sales team storytelling. And so we can do it directly with the team. I speak at conferences. We also do storytelling coaching where we can do team coaching or we can do individual coaching. I can either do that in person, bring me to your site or we can we can do it virtually through through the wonderful power of the Internet that we have.
00:21:35:15 - 00:22:04:35
Speaker 3
We can connect with people from all over the place, which is just a fantastic tool that we have in our day. But yeah, however, I can help you to get to that point where A, you're telling your stories intentionally with with the intent to help people and B, to just give you the practice and experience and the feedback and the coaching that you need so that you feel comfortable doing that and integrating that into your to your day to day work.
00:22:04:35 - 00:22:08:58
Speaker 2
Absolutely. And you've got you got one coming up on May 16 through 18, is that correct?
00:22:09:12 - 00:22:36:21
Speaker 3
Correct. And we do that. We do that public workshop in 395 minute virtual sessions. And so they're quick, they're absorbable, and then we give you a little assignments overnight to come back to prep for for the next for the next session. And we found that that actually works really, really well to give people that opportunity to absorb what we learn, apply it, come back, take the application, add something on to it, apply it, come back in the third session.
00:22:36:21 - 00:22:44:42
Speaker 3
Actually, most of it is a practice session where you get some feedback on a story. It's based on a real experience that you're going to tell.
00:22:45:46 - 00:22:49:40
Speaker 2
Amazing. And is there a cost associated with these workshops.
00:22:50:02 - 00:23:09:12
Speaker 3
In the workshops for for 99 per person? If we want to do an internal workshop, I can, I can it'll come down that the per person price will come down on an internal workshop because I'll do it directed to your organization. So we'll, we'll just get a fixed cost in there and that includes all the materials that they're there involved with it.
00:23:09:28 - 00:23:13:40
Speaker 3
A workbook, you get a copy of the book itself when you do the workshop.
00:23:14:20 - 00:23:26:16
Speaker 2
I love that and I love that the the price point is at 500 bucks because it's like an individual can go and make that investment in their skill set. You know, an individual salesperson, which we have a lot of those listening to the podcast as well.
00:23:26:16 - 00:23:36:30
Speaker 3
So we really wanted to make it accessible. We wanted it something that people could could get into. They could see the value of it, and we just think it's going to expand and grow from there too.
00:23:37:44 - 00:23:42:37
Speaker 2
I couldn't agree more. Couldn't agree more. Okay, so what's next for you in your business?
00:23:43:46 - 00:24:07:24
Speaker 3
You know, it's taking it to the next level. We do a lot of work with sales professionals and also with training professionals. That's the other audience that we do a lot of work with. But for me, the next level is let's get this up into the executive leadership level as well. I mean, how many how many times do we sit in corporate meetings and we get the presentations like, Oh my gosh, how can I stay awake during this?
00:24:07:24 - 00:24:26:20
Speaker 3
And you're doing everything you can just to keep it going. What if we could get leadership to really teach, lead, sell and inspire with the power of storytelling? I had an executive, a one time in my career who I he was new to the organization and he wanted to present evidence to everybody. And this was a technology company.
00:24:26:20 - 00:24:47:45
Speaker 3
So about 80% of our employees were software engineers. And I said to him, You've got to explain what he means to them in their world. And his response was, Well, they should figure it out. I'm like, No, no, that's not I mean, we got the experience that I just was talking about there where people were checking out. They didn't know what it meant to them.
00:24:48:14 - 00:25:05:07
Speaker 3
So I want to take it to the next level of leadership, the executive and C-suite level of leadership, to help them tell the story of what they're talking about in a way that's going to be impactful to their teams. And again, it goes back to building great teams now.
00:25:05:18 - 00:25:36:34
Speaker 2
Absolutely. And I think there's there's a lot of opportunity for speakers, too, in that, you know, just to take that is a lot of people in my masterminds are, you know, influencers or they're building their machines on social media, you know, and the ability to jump on social media and tell a story through video now is, you know, that that skill set, you really can't put a price on it anymore, even if you're doing it for others.
00:25:36:48 - 00:25:44:24
Speaker 2
But if you're doing it for yourself, it's it's massive in terms of credibility and tying the emotion to your service, you know? And so I think that's going to be huge.
00:25:44:51 - 00:26:02:40
Speaker 3
So the value that I bring there is it gives people a simple process to get that story down to a good social media links because you don't want to go rambling on and on and on with your story. If it's a social media post, it needs to be succinct. And when we give you a structure to help you with that.
00:26:03:12 - 00:26:21:14
Speaker 2
Yeah, and I'm such an analytical guy, you know, so it's like, I'll start telling a story and then I'll go off into the data and then I'll go off into the results and then, you know, forget where I was going. Like you said earlier, flying the plane with no, no, no runway in sight.
00:26:21:55 - 00:26:26:31
Speaker 3
So, you know, Doug, you're not alone. That's a problem.
00:26:26:31 - 00:26:43:42
Speaker 2
I appreciate it. All right. So the last question I ask is a little deeper. You know, this is something that I you know, I feel like my life's work. I'm going to end up here, which is talking about legacy. So what is legacy mean to you and what legacy do you want to leave behind?
00:26:44:11 - 00:27:11:52
Speaker 3
You know, I want to leave a legacy where we lead like human beings. We we get into leadership positions. We don't intentionally stop leading like humans, but we get so focused on numbers and policy and process. And it's just just those kinds of things that we lose the humanity in our business. And my goal is to really build more humanity back into the leadership of business.
00:27:12:23 - 00:27:19:48
Speaker 3
And so if that's a that's a legacy that I would love to be able to leave behind is increasing the humanity in our leadership.
00:27:21:12 - 00:27:39:43
Speaker 2
You know, and that made me immediately think of, you know, because I've been very number centric in my past and it has it's lost me people. Right? You know, I went from 110 salespeople, 50 or 60 and, you know, different reasons and variables and all that stuff. But at the end of the day, I was very numbers focused, right?
00:27:39:43 - 00:27:58:37
Speaker 2
Data, you know, all you have to do is hit the numbers. All you have to do is hit the control bill actions and we'll get the results, you know? Yeah, but I think what you're talking about is tying that results to an experience, a an impact, if you will. You know, and I think when you can do that, you got the best of both worlds.
00:27:58:48 - 00:28:19:22
Speaker 3
Yeah, right on. And yet please understand I'm not discounting the importance of numbers. We knew we need those numbers. We need those metrics to track things, but we also need the hearts of our people. And you're not going to get the hearts of your people through numbers. Most of the time it's going to be in making that connection between what are those numbers mean to you?
00:28:19:44 - 00:28:28:33
Speaker 3
What's the transformation you can experience? Is going to inspire you to action and story will get us there of it.
00:28:29:07 - 00:28:35:49
Speaker 2
So if any of our listeners want to follow you or want to follow up on your book or your workshops, where's the best place for them to do that?
00:28:36:32 - 00:29:04:48
Speaker 3
Well, two places you can start with. One is our website, which is master hyphen storytelling dot com. You have to have that little dash in between master and storytelling to get to us. The other is on LinkedIn, so look for master storytelling on LinkedIn or look for me. Mark Carpenter on on LinkedIn, there's a bunch of Mark Carpenter's in the world, so you just look for the one with the master storytelling book hanging around in the in the image and you'll find me so there's probably the two best places to to find me these days.
00:29:05:16 - 00:29:10:01
Speaker 2
And I did. I searched it that way. Mark Carpenter, Master Storyteller. And then you came up.
00:29:10:43 - 00:29:10:52
Speaker 3
Awesome.
00:29:11:04 - 00:29:12:30
Speaker 2
Before I wasn't able to find.
00:29:13:06 - 00:29:23:27
Speaker 3
Good confirmation that that works because, you know, you search for yourself and you immediately come up to me that knows who you are. Yeah. So thank you for that confirmation that that will work, you.
00:29:24:03 - 00:29:43:24
Speaker 2
Know, for sure. Mark, I want to thank you for coming on the show. It's been a fantastic episode. I can't believe where we packed all of that into 30 minutes. So that was amazing. And that's a that's a testament to your storytelling ability to keep it short, concise and to the point. And with the end in mind. So thank you so much for coming on the show.
00:29:43:42 - 00:29:47:38
Speaker 3
It's been my pleasure to talk with you and your listeners today, and I wish you the best.
00:29:48:05 - 00:29:55:33
Speaker 2
All right, guys, let's get building.
00:29:55:33 - 00:30:19:48
Speaker 1
Thank you for joining us on this episode of the Building Great Sales Teams podcast. Really do appreciate it. As you know, we believe that great leaders build great teams. How do you become a great leader? You learn from the great. Join us at the Million Dollar Mastermind put on by Ryan Stillman in Frisco, Texas, and learn everything that you need to learn to be that great leader.
00:30:19:48 - 00:30:40:03
Speaker 1
The link will be in the description below. As always, we ask that you like, share and subscribe wherever you consume podcasts so you can stay up to date with the building. Great sales teams Podcasts. Let's get building.