Presenters: Adrian Davis, Principal Partner, The Summit Group; Janti Masani, Founder and CEO of CXO IMPACT, Principal, The Summit Group; and Greg Craft, Global Sales Director, Food & NAB, Owens Illinois

Today’s business executives face enormous challenges. Many are overwhelmed as they try to navigate macroeconomic challenges such as inflation, supply chain disruptions, a shrinking labor pool, and geopolitical hostilities. This chaos and uncertainty create unprecedented opportunities for SAMs to show up differently and tell different value stories. The key to creating greater relevance begins with story listening, continues with storytelling, and concludes with story making. SAMs and SAM teams will leave this session with a robust understanding of the power of story and how to apply it to create compelling value in any client situation.

In this session, we will uncover two examples from different industries — medical devices and manufacturing — of how to structure conversations with storytelling around global meta themes and make them relevant to the client. Learn how to engage the C-suite on topics that matter most, and how to tell a story using simple techniques to bring the client back to a common area of interest and mutual collaboration.

Conversations that win mindshare ultimately win wallet share. Winning mindshare is about the story and will be the distinguisher.