#416: How To Turn a Case Study into a Case Story w/ the "Pitch Whisperer" John Livesay

Sweat Equity Podcast® | The #1 Business-meets-Comedy Podcast | Hosted by Law Smith + Eric Readinger

INC magazine calls John Livesay The Pitch Whisperer. He is a sales keynote speaker where he shows companies’ sales teams how to turn mundane case studies into compelling case stories so they win more new business.

From John’s award-winning career at Conde Nast, he shares the lessons he learned that turn sales teams into revenue rockstars. His TEDx talk: "Be The Lifeguard of Your Own Life" has over 1,000,000 views.

#416: How To Turn a Case Study into a Case Story w/ the "Pitch Whisperer" John Livesay

• What advice would you give yourself at 13 years old? 2:20

  • Listen to the sweat equity podcast.

  • Advice to yourself at 13 years old.

  • Worried about the future for several years.

  • Mushroom in the forest introspection.

• You have to be the best in order to be loved. 7:07

  • Overcompensating for negative childhood experiences.

  • The best little boy in the world.

  • The fear of the unknown.

  • The importance of patience and asking questions.

• Do you have any processes or anything you specifically do to help cope with anxiety? 10:40

  • How to cope with anxiety and fear.

  • The 555 method to help with anxiety.

  • How 555 helps in personal life, not just career stuff.

  • The irony of life.

• When you’re running hot, try to break it down. 16:33

  • Breaking down stress with Eric.

  • Relationship advice, go crazy, but not at once.

  • Templating answers and conversations in story mode.

  • The four steps of a good story.

• How to train your brain to think in story mode when you don’t have a formal answer. 20:33

  • Three kinds of stories to tell a story.

  • Sweat equity and case stories.

• Journaling as a way to celebrate your progress. 23:29

  • Practicing in the mirror vs journaling.

  • Celebrating progress and being a perfectionist.

  • Taking cold showers to reduce depression and reduce inflammation.

  • The analogy of a bird.

• How do you use storytelling to recruit top talent? 27:38

  • Birds don't like us. They're dinosaurs, they hate us.

  • Recruiting top talent and tech.

• How to tell the right story to get the top 5% of your competitors to come work for you. 30:26

  • How to recruit the top 5% of real estate agents.

  • The three stories needed.

  • Storytelling, listening and empathy are the three soft skills.

  • The four steps to getting a job.

• How to use storytelling to be more resilient in your career. 35:23

  • Jaguar's biggest challenge is emotional connection to the car.

  • How to use storytelling to be more resilient.

  • The secret to getting back up after a fall.

  • John livesay.com and pitchwhisperer.

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