Make Your Customer The Hero with Maury Rogow

In this episode of the Revenue Builders podcast, John Kaplan and John McMahon talk to author, entrepreneur, public speaker, and sales leader Maury Rogow. Maury talks about using powerful storytelling techniques in the context of sales, and how marketing and sales teams should be working together seamlessly to attract and convert customers. 

Maury also takes us into the story of how he got into Hollywood and how he transformed himself from the kid who couldn’t raise his hands in school to a capable public speaker, and that one time he opened for comedian Joe Rogan. 

Additional Resources:

• Key Characteristics for CROs to Hone in Each Stage of Growth | https://forc.mx/3uUCM3Z
• Taking on a New VP of Sales Role? Key Resources: | https://forc.mx/3KTEism
• Donate to breast cancer research: https://drsusanloveresearch.org/
• Check out Maury's book: https://www.amazon.com/gp/product/B07TB1FKLX/ref=dbs_a_def_rwt_hsch_vapi_tkin_p1_i0
• Connect with Maury on LinkedIn: https://www.linkedin.com/in/mauryrogow/
• More about Force Management | https://forc.mx/3waMDDS

HIGHLIGHTS

• Many salespeople fail because they lack this basic skill
• Your customer is the hero of the story 
• Always know where you are in the buyer's journey
• Get the S-T-U-F-F in your stories to make them effective 
• Know your customer's learning style
• The messaging must be seamless from marketing to sales
• The shy kid who couldn't raise his hand in school
• Introducing the E-P-I-C story structure
• How Maury got into Hollywood and the lessons learned 
• Advice for connecting to people remotely

QUOTES

Maury: "Your brand will thrive or die based on the story you tell. That's for the sales people and it's for executives too. The reason I say that is it's all based on fact but I got to get it across fast. Salespeople are failing out there because they don't have the basic skills to grab attention and then be memorable." 

Maury: "Sure, you get plenty of sales without your story in there. They're probably low value, they're probably the cheap shots, you're probably making quota or getting to your quota. But the folks that are really good at this, the folks that really can tell a great story, can get somebody else to share, they're the ones bringing in the six, the seven, even eight-figure deals because they're building a relationship." 

Maury: "The hero of the story is them. You're not the hero. Don't tell me you're here to make a bunch of money. Don't tell me your IPO is gonna put 10 million in your pot. Nobody wants to hear that. They want to hear how it helps them. And if you get served because of it, fantastic. But they're the hero of the story." 

Maury: "If you confuse, you will lose. Gotta keep it simple." 

Check out John McMahon’s book here: 

https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064