Lead with a Story

A Guide to Crafting Business Narratives That Captivate, Convince, and Inspire

 Lead with a Story

Author: Paul Smith
Pub Date: August 2012
Print Edition: $24.95
Print ISBN: 9780814420300
Page Count: 288
Format: Hardback
e-Book ISBN: 9780814420317

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Table of Contents


Acknowledgments vii

Introduction 1

1 Why Tell Stories? 8


2 Set a Vision for the Future 14

3 Set Goals and Build Commitment 20

4 Lead Change 27

5 Make Recommendations Stick 36

6 Define Customer Service Success and Failure 45

[HOW-TO] 7 Structure of a Story 54

Create an ENVIRONMENT for Winning

8 Define the Culture 66

9 Establish Values 74

10 Encourage Collaboration and Build Relationships 82

11 Value Diversity and Inclusion 91

12 Set Policy Without Rules 100

[HOW-TO] 13 Keep It Real 108

[HOW-TO] 14 Stylistic Elements 118


15 Inspire and Motivate 131

16 Build Courage 140

17 Help Others Find Passion for Their Work 148

[HOW-TO] 18 Appeal to Emotion 154

[HOW-TO] 19 The Element of Surprise 167


20 Teach Important Lessons 176

21 Provide Coaching and Feedback 187

22 Demonstrate Problem Solving 196

23 Help Everyone Understand the Customer 204

[HOW-TO] 24 Metaphors and Analogies 210


25 Delegate Authority and Give Permission 217

26 Encourage Innovation and Creativity 224

27 Sales Is Everyone’s Job 230

28 Earn Respect on Day One 237

[HOW-TO] 29 Recast Your Audience into the Story 243

30 Getting Started 251

Appendix 268

Index 276

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