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| About Keith Ferrazzi |
| Widely hailed as one of the world’s most “connected” people, Keith Ferrazzi is the author of Never Eat Alone, the international bestselling book about building relationships for success. Ferrazzi is also an acclaimed speaker and CEO of Ferrazzi Greenlight, a consulting and professional development firm that helps organizations drive growth through relationships. Earlier in his career, he was chief marketing officer at Deloitte Consulting and the youngest to be tapped for partner in the firm's history. Then, upon joining Starwood Hotels and Resorts, Ferrazzi was the youngest CMO in the Fortune 500. He also served as CEO of YaYa Media before founding Ferrazzi Greenlight. |
Recent Article:
Great Storytellers, Great Leaders
- For more on Keith Ferrazzi visit www.ferrazzigreenlight.com
Recently I had the pleasure to join an outstanding group at the home of my good friend Peter Guber, one of Hollywood’s greatest moguls, most innovative thinkers, and finest storytellers. In the room were Oscar winners, top business execs, and even one of America’s top engineers, all united by their ability to tell great stories.
The guest list: Scott Adelson, Senior Managing Director at national investment banking firm Houlihan Lokey; Ron Bass, the Oscar-winning writer of Rain Man; Colin Callendar, President of HBO Films; Chad Hodge, one of the CW network’s hottest young writing talents, and a former intern of mine when he was just a kid at Northwestern University; Chris Ludeman, President of CB Richard Ellis and Americas Brokerage; Gentry Lee, Chief Engineer of the Jet Propulsion Laboratory, the folks who, among other front-page news, discovered water on Mars; and Teri Schwartz, Dean of Loyola Marymount’s film school. I moderated the discussion.
The drive to Peter’s 17-acre estate took me up a winding, jasmine-scented road in the Bel Air hills. I was buzzed in through majestic wooden doors that opened upon someone’s remote command, then drove past a couple of auxiliary cottages to the main house, built into a mountain. Inside, a palatial vaulted living area borders on a wraparound terrace that looks down over the blinking lights of Los Angeles.
Point is, whatever it is “success” requires, Peter has it!
As it happens, Peter’s going to write an article for Harvard Business Review on how great storytelling has contributed to his success, and can do the same for others. This goes for anybody – CEO, politician, or PTA president. Put simply, if you want to transform yourself from humdrum boss into the Braveheart of your company, you need to be able to tell a grade-A, edge-of-your-seat story.
In the warm, convivial setting of Peter’s living room, we tried to find, as Peter put it, “The DNA of great storytelling.”
Here are a few highlights – for more, sign up for my free Tip of the Week; we’ll be sending out a sneak peak of his article.
A great storyteller is:
Well-trained is his craft. Technique is a definite prerequisite.
Authentic. It’s clear he believes 110% in his message.
Passionate. He doesn’t just believe it, it moves him.
True to core values.
On a hero’s journey – and able to take his audience with him.
Everyone around the table spoke articulately and compellingly, each with the wealth of his individual perspective. But as the evening unrolled, we all agreed that Gentry Lee, JPL’s chief engineer, had an extra-special gift as a storyteller. (Seriously, I wanted to know if he was available to book for parties and Bar Mitzvahs, but I guess running one of the nation’s top scientific labs keeps him pretty busy.)
Dressed in plaid and a baseball cap, Gentry riveted us every time he opened his mouth, whether to discuss the online game World of Warcraft or his use of storytelling to capture the media’s imagination.
But in talking about his family at one point, Gentry got right to the core of what makes a good storyteller: Creating an experience in images that evokes an emotional response.
“One of my sons wants to be a surgeon. You know why?,” Gentry asked us. “Because the TV show Grey’s Anatomy hooked his heart. His brain came later.”
To hear more about this incredible evening, sign up for my Tip of the Week.
Great Storytellers Great Leaders - To learn more about this author, visit Keith Ferrazzi's Website.
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Dave KurlanDave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website |
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David AchesonDavid Acheson is the founder of DCJA Consultancy. DCJA Consultancy is a management consultancy business specialising in B2B sales consultancy. They offer bespoke and packaged sales consultancy including Sales Optimisation Review, Interim Sales Management, Sales & Marketing Review, 1:1 Sales & Management Staff Analysis, Management Training, Solution Sales Training, Creation of New Pay Plan, KPI's, run Customer Feedback Campaigns, assist with Recruitment, Coaching, Appraisals and set up Strategic Marketing Campaigns. David spent his early career in accountancy and then moved into sales in 1982, working in Office Equipment, IT, Advertising, Training, Outsourcing and Consultancy. He has held many Senior Positions in SMBs and Global Organisations including Head of Sales Operations & Head of Business Development. His knowledge, skills and great experience of the Sales Industry has led to David making keynote speeches and running educational sessions to key businesses through organisations including The Chamber of Commerce and Business Link. - Visit David Acheson's Website |
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Linda RichardsonLinda Richardson is the Founder and Executive Chairwoman of Richardson, a global sales training and performance improvement company. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence and she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.” Ms. Richardson is credited with the movement to Consultative Selling and is the author of ten books on selling and sales management, including Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. She teaches sales and management at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Linda is a frequent speaker at industry and client conferences, has been published extensively in industry and training journals, and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and The Conference Board Magazine. Learn more about Richardson's sales training and performance improvement solutions at http://www.richardson.com web - Visit Linda Richardson's Website |
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