1. Making it Stick with Storytelling
9/11/2018
Inspire 2017 Content Brown Bags
Making it Stick with Storytelling
Hosted by: Kathleen Park
© 2012 Microsoft Corporation. All rights reserved. Microsoft, Windows, and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries.
The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

2. 64 %
A recent study in the US revealed that 64% of all of our communication is done through storytelling – that means almost two thirds of everything we talk about is relayed in this way – whether we are conscious of it or not.
In a presentation scenario, our alternative to telling stories is to read off bullet points on a slide, impart the information we want to give to an audience in a text-led, unimaginative way, and not consider what will motivate the audience to take action. Delivering information heavy content in a dry statemented way will often not inspire and not excite. In our experience the optimum listening time for audiences is 17 minutes, so if you have 60 minutes for a session one way you can keep attention is by delivering relevant and interesting stories that make your point in different ways.
If we think about the way we communicate in other ways, on a day to day basis, a lot of the time we are telling stories when we feel passionate about something…
Guess what happened to me?
Look at this thing I saw?
How was your weekend? Let me tell you about mine…
How was your meeting about xxx? I know you were thinking about the last time, when this happened or that happened – how’d it go?
We generally ask open questions, which encourage our audience to tell us in a story-like way the detail of what took place. People will describe the time, the weather, what they wore, who was great and why, who was terrible and why, and probably throw in a bit of humour and some drama to build up to a killer point we are trying to make…

3. We learn through stories from an early age
MGX FY16
9/11/2018 4:47 AM
We learn through stories from an early age
We have been hearing and telling stories most of our lives. It’s how we have learnt to communicate. So if that is how we are wired and how we have taught our brains to work and respond, why when we are relaying information during presentations have we reverted to facts and figures and bullet points…?
Picture the scene – its a child’s bedtime and as you tuck them up in bed, you sit down and you tell them a story…
Does that happen like this…
© 2015 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

4. …and it continues to the classroom
MGX FY16
9/11/2018 4:47 AM
…and it continues to the classroom
I’ll take two servings of “dessert” but only one serving of “desert”
“I” before “E” except after “C”
Ape vs Apple
We have been hearing and telling stories most of our lives. It’s how we have learnt to communicate. So if that is how we are wired and how we have taught our brains to work and respond, why when we are relaying information during presentations have we reverted to facts and figures and bullet points…?
Picture the scene – its a child’s bedtime and as you tuck them up in bed, you sit down and you tell them a story…
Does that happen like this…
© 2015 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

5. Little Red Riding Hood 9/11/2018
Little Red Riding Hood – a PPT presentation.
© 2014 Microsoft Corporation. All rights reserved. Microsoft, Windows, and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries. The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

6. Little Red Riding Hood Eerie Forest Villainous Wolf Innocent heroine
9/11/2018
Eerie Forest
Villainous Wolf
Innocent heroine
Here’s the drama, here’s the image, here’s the emotion and the memory – BELIEVE THE LEGEND, WHO’s AFRAID????
The story of Little Red Riding Hood is a story full of drama and excitement. There’s a villain (the wolf), there’s a hero (the woodcutter) and there’s a damsel in distress (Little Red). But to children, is there also a message – could the message and the outcome we are driving here be don’t talk to strangers – do as you are told by your parents and you will be safe.
So – how does this work?
If we bring this ethos back to a presentation – and perhaps take a typical Microsoft product message slide – perhaps something like this…
Source: Warner Bros. Entertainment Inc..
© 2014 Microsoft Corporation. All rights reserved. Microsoft, Windows, and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries. The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

7. Little Red Riding Hood Little girl with a red cape
9/11/2018
Little Red Riding Hood
Little girl with a red cape
Basket of bread for grandmother
Wolf
Grandmother eaten
Wolf killed
Girl and grandmother saved
A little girl with a red cape took some bread to her grandmother. On the way she met a wolf, her granny was eaten, but the wolf died and in the end they were both saved.
How memorable is it? How much excitement does it generate in your mind? What are you thinking about when you are looking at this list? Probably not an image anything like this…
© 2014 Microsoft Corporation. All rights reserved. Microsoft, Windows, and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries. The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

8. Windows 10 Innovative Devices for your Business
Be More Productive
Start menu, Continuum: a familiar UI that adapts to your device.
Universal Apps: apps that can run on any Windows device.
Office: the best productivity experience across all Windows device form factors.
Spartan, IE11: modernize your web experiences. while having full support for existing apps.
Innovative Devices for your Business
Support for mouse, keyboard, hardware compatibility: take advantage of the latest Windows innovations on your existing PC fleet.
IoT, 2-in-1s, Surface, Lumia: choose from the range of innovative Windows devices.
Surface Hub, HoloLens: redefine productivity with revolutionary new Windows devices.
Protection Against Modern Security Threats
Secure boot: hardware based security for better malware protection.
Next Gen Credentials, Virtual Security Mode: secure corporate IDs and multi-factor auth to protect against modern threats.
Enterprise Data Protection: protect your corporate data wherever the data is.
Device Guard: eliminate malware on your devices.
Secure remote connection: enable secure, per-app connection for your mobile workers
Managed for Continuous Innovation
Mobile Device Management: choose management solutions that work best for you.
Dynamic provisioning: provision new Windows devices auto-magically.
Private Catalog: take advantage of the App Store to power your business with Universal Apps.
Windows as A Service: keep your devices secure and up to date with latest technology, while having full support for your mission critical systems.
Check out this list of awesomeness on Windows 10
But, what will that deliver to an audience. Perhaps one of two things.
They will be reading the slide and not listening to the presenter and
Whilst they may see or hear a couple of things that are interesting to them about Windows10, they are likely to be uninspired and not particularly compelled.
How about this…

9. Windows empowers people of action to do great things
This is much more compelling but in order for this to come alive, and drive action from the audience to sell/promote Windows 10, we need this to come alive…
What we could do is deliver an agenda that says something like – here’s all the great stuff about Windows 10, here’s a couple of examples from customers who’ve adopted Windows 10, here’s what the challenge was and here’s the results that were generated.
Isn’t that fantastic – so if you want a great way to make money, sell more Windows 10.
What we wouldn’t be doing here is telling a story. What the audience wants to hear is stuff that you have seen, read or heard that is anecdotal. Real stories, real situations when you can use all of your presentation skills and creative knowledge to excite and entice the audience to take action. What you really want to do is…

10. “Character-driven stories with emotional content result in a better understanding of the key points a speaker wishes to make and enable better recall of these points weeks later. In terms of making impact, this blows the standard PowerPoint presentation to bits.”
we do it all the time – but its subconscious – we don’t even know we are doing it… and that’s because…
Why Your Brain Loves Good Storytelling by Paul J Zak

11. 9/11/2018
How do we make a subconscious skill like storytelling a conscious business asset?
So – how do we do that, what will make a difference, what can we actually do to add great stories to our content, but make them relevant and aligned to the outcome we are trying to drive.
Firstly….
© 2014 Microsoft Corporation. All rights reserved. Microsoft, Windows, and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries. The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

12. Storytelling should consider…
MGX FY16
9/11/2018 4:47 AM
Storytelling should consider…
Outcome
Audience
You
© 2015 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

13. Inspire Session Framework – (session type)
9/11/2018
Session Title
Partner Outcome
Description
Target Audience
Action
Session Outline
Content to Share
Audience Interaction
Speaker
Time
Opening
Knowledge Sharing
Closing
Speaker(s)
This year’s session framework aligns those components, and now we’re going to run through the sections and give you some tips on what you need to be thinking about.
© 2012 Microsoft Corporation. All rights reserved. Microsoft, Windows, and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries.
The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

14. Levels of Storytelling
9/11/2018
Levels of Storytelling
Session
Open & Close
Key Concepts
© 2012 Microsoft Corporation. All rights reserved. Microsoft, Windows, and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries.
The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

15. WIIFM Key Concepts Make the facts, features and outcome come alive …
9/11/2018
Key Concepts
Make the facts, features and outcome come alive …
Personal stories
Business stories
Anecdotes and analogies
After studying hundreds of speeches, I’ve found that the most effective presenters use the same techniques as great storytellers: By reminding people of the status quo and then revealing the path to a better way, they set up a conflict that needs to be resolved.
That tension helps them persuade the audience to adopt a new mindset or behave differently — to move from what is to what could be. And by following Aristotle’s three-part story structure (beginning, middle, end), they create a message that’s easy to digest, remember, and retell.
And here’s how to do it in your own presentations.
Craft the Beginning Start by describing life as the audience knows it. People should be nodding their heads in recognition because you’re articulating what they already understand. This creates a bond between you and them, and opens them up to hear your ideas for change.
After you set that baseline of what is, introduce your vision of what could be. The gap between the two will throw the audience a bit off balance, and that’s a good thing — it jars them out of complacency. For instance:
What is: We fell short of our Q3 financial goals partly because we’re understaffed and everyone’s spread too thin.
What could be: But what if we could solve the worst of our problems by bringing in a couple of powerhouse clients? Well, we can.
Once you establish that gap, use the rest of the presentation to bridge it
Develop the Middle Now that people in your audience realize their world is off-kilter, keep playing up the contrast between what is and what could be.
Let’s go back to that Q3 update. Revenues are down, but you want to motivate employees to make up for it. Here’s one way you could structure the middle of your presentation:
What is: We missed our Q3 forecast by 15%.
What could be: Q4 numbers must be strong for us to pay out bonuses.
What is: We have six new clients on our roster.
What could be: Two of them have the potential to bring in more revenue than our best clients do now.
What is: The new clients will require extensive retooling in manufacturing.
What could be: We’ll be bringing in experts from Germany to help.
As you move back and forth between what is and what could be, the audience will find the latter more and more alluring.
Make the Ending Powerful You don’t want to end with a burdensome list of to-dos. Definitely include a call to action — but make it inspiring so people will want to act. Describe what I call the new bliss: how much better their world will be when they adopt your ideas.
So if you’re wrapping up that Q3 update from above, you might approach it this way:
Call to action: It will take extra work from all departments to make Q4 numbers, but
we can deliver products to our important new clients on time and with no errors.
New bliss: I know everyone’s running on fumes — but hang in there. This is our chance to pull together like a championship team, and things will get easier if we make this work. The reward if we meet our Q4 targets? Bonuses, plus days off at the end of the year.
By defining future rewards, you show people that getting on board will be worth their effort. It’ll meet their needs, not just yours.
WIIFM
© 2012 Microsoft Corporation. All rights reserved. Microsoft, Windows, and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries.
The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

16. 9/11/2018
Utilize Analogies
© 2012 Microsoft Corporation. All rights reserved. Microsoft, Windows, and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries.
The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

17. Windows 10 A study on productivity and effects on morale
Be More Productive
Start menu, Continuum: a familiar UI that adapts to your device.
Universal Apps: apps that can run on any Windows device.
Office: the best productivity experience across all Windows device form factors.
Spartan, IE11: modernize your web experiences. while having full support for existing apps.
Innovative Devices for your Business
Support for mouse, keyboard, hardware compatibility: take advantage of the latest Windows innovations on your existing PC fleet.
IoT, 2-in-1s, Surface, Lumia: choose from the range of innovative Windows devices.
Surface Hub, HoloLens: redefine productivity with revolutionary new Windows devices.
Protection Against Modern Security Threats
Secure boot: hardware based security for better malware protection.
Next Gen Credentials, Virtual Security Mode: secure corporate IDs and multi-factor auth to protect against modern threats.
Enterprise Data Protection: protect your corporate data wherever the data is.
Device Guard: eliminate malware on your devices.
Secure remote connection: enable secure, per-app connection for your mobile workers
Managed for Continuous Innovation
Mobile Device Management: choose management solutions that work best for you.
Dynamic provisioning: provision new Windows devices auto-magically.
Private Catalog: take advantage of the App Store to power your business with Universal Apps.
Windows as A Service: keep your devices secure and up to date with latest technology, while having full support for your mission critical systems.
A study on productivity and effects on morale
The importance of new interfaces on our lives
A customer experience with security
An ISV’s success due to innovation
Check out this list of awesomeness on Windows 10
But, what will that deliver to an audience. Perhaps one of two things.
They will be reading the slide and not listening to the presenter and
Whilst they may see or hear a couple of things that are interesting to them about Windows10, they are likely to be uninspired and not particularly compelled.
How about this…

18. Choosing the right story
9/11/2018
Choosing the right story
Meaningful to you
Ties to partner outcome
Truthful but dramatic
Just the right amount (time and # of stories)
Funny?
Make it real, bring it to life, talk about examples people will be interested in, be stimulated by, excited by – you can evoke emotion, response, impact and action – and in business if people are enjoying their time with you, they are more interested, more engaged and you are more likely to have an impact
And let’s face it..
© 2014 Microsoft Corporation. All rights reserved. Microsoft, Windows, and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries. The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

19. Open & Close Current state…..future state What is …what could be
9/11/2018
Open & Close
Current state…..future state
What is …what could be
TENSION
After studying hundreds of speeches, I’ve found that the most effective presenters use the same techniques as great storytellers: By reminding people of the status quo and then revealing the path to a better way, they set up a conflict that needs to be resolved.
That tension helps them persuade the audience to adopt a new mindset or behave differently — to move from what is to what could be. And by following Aristotle’s three-part story structure (beginning, middle, end), they create a message that’s easy to digest, remember, and retell.
And here’s how to do it in your own presentations.
Craft the Beginning Start by describing life as the audience knows it. People should be nodding their heads in recognition because you’re articulating what they already understand. This creates a bond between you and them, and opens them up to hear your ideas for change.
After you set that baseline of what is, introduce your vision of what could be. The gap between the two will throw the audience a bit off balance, and that’s a good thing — it jars them out of complacency. For instance:
What is: We fell short of our Q3 financial goals partly because we’re understaffed and everyone’s spread too thin.
What could be: But what if we could solve the worst of our problems by bringing in a couple of powerhouse clients? Well, we can.
Once you establish that gap, use the rest of the presentation to bridge it
Develop the Middle Now that people in your audience realize their world is off-kilter, keep playing up the contrast between what is and what could be.
Let’s go back to that Q3 update. Revenues are down, but you want to motivate employees to make up for it. Here’s one way you could structure the middle of your presentation:
What is: We missed our Q3 forecast by 15%.
What could be: Q4 numbers must be strong for us to pay out bonuses.
What is: We have six new clients on our roster.
What could be: Two of them have the potential to bring in more revenue than our best clients do now.
What is: The new clients will require extensive retooling in manufacturing.
What could be: We’ll be bringing in experts from Germany to help.
As you move back and forth between what is and what could be, the audience will find the latter more and more alluring.
Make the Ending Powerful You don’t want to end with a burdensome list of to-dos. Definitely include a call to action — but make it inspiring so people will want to act. Describe what I call the new bliss: how much better their world will be when they adopt your ideas.
So if you’re wrapping up that Q3 update from above, you might approach it this way:
Call to action: It will take extra work from all departments to make Q4 numbers, but
we can deliver products to our important new clients on time and with no errors.
New bliss: I know everyone’s running on fumes — but hang in there. This is our chance to pull together like a championship team, and things will get easier if we make this work. The reward if we meet our Q4 targets? Bonuses, plus days off at the end of the year.
By defining future rewards, you show people that getting on board will be worth their effort. It’ll meet their needs, not just yours.
© 2012 Microsoft Corporation. All rights reserved. Microsoft, Windows, and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries.
The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

20. Customer Story Open: Close:
9/11/2018
Customer Story
Open:
Story of the current challenges a specific customer faces and how Windows 10 can solve those challenges by empowering people of action to do great things.
Close:
Provide the outcome for the same customer and how they’ve empowered themselves and others to do great things.
© 2012 Microsoft Corporation. All rights reserved. Microsoft, Windows, and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries.
The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

21. Session Beginning Middle End GAP What could be What could be
9/11/2018
Session
Beginning
Middle
End
GAP
You can make it happen and here’s how
Introduce a new vision
Opportunity
Opportunity
What could be
What could be
What could be
New bliss
Call to action
Describe life as the audience knows it
After studying hundreds of speeches, I’ve found that the most effective presenters use the same techniques as great storytellers: By reminding people of the status quo and then revealing the path to a better way, they set up a conflict that needs to be resolved.
That tension helps them persuade the audience to adopt a new mindset or behave differently — to move from what is to what could be. And by following Aristotle’s three-part story structure (beginning, middle, end), they create a message that’s easy to digest, remember, and retell.
And here’s how to do it in your own presentations.
Craft the Beginning Start by describing life as the audience knows it. People should be nodding their heads in recognition because you’re articulating what they already understand. This creates a bond between you and them, and opens them up to hear your ideas for change.
After you set that baseline of what is, introduce your vision of what could be. The gap between the two will throw the audience a bit off balance, and that’s a good thing — it jars them out of complacency. For instance:
What is: We fell short of our Q3 financial goals partly because we’re understaffed and everyone’s spread too thin.
What could be: But what if we could solve the worst of our problems by bringing in a couple of powerhouse clients? Well, we can.
Once you establish that gap, use the rest of the presentation to bridge it
Develop the Middle Now that people in your audience realize their world is off-kilter, keep playing up the contrast between what is and what could be.
Let’s go back to that Q3 update. Revenues are down, but you want to motivate employees to make up for it. Here’s one way you could structure the middle of your presentation:
What is: We missed our Q3 forecast by 15%.
What could be: Q4 numbers must be strong for us to pay out bonuses.
What is: We have six new clients on our roster.
What could be: Two of them have the potential to bring in more revenue than our best clients do now.
What is: The new clients will require extensive retooling in manufacturing.
What could be: We’ll be bringing in experts from Germany to help.
As you move back and forth between what is and what could be, the audience will find the latter more and more alluring.
Make the Ending Powerful You don’t want to end with a burdensome list of to-dos. Definitely include a call to action — but make it inspiring so people will want to act. Describe what I call the new bliss: how much better their world will be when they adopt your ideas.
So if you’re wrapping up that Q3 update from above, you might approach it this way:
Call to action: It will take extra work from all departments to make Q4 numbers, but
we can deliver products to our important new clients on time and with no errors.
New bliss: I know everyone’s running on fumes — but hang in there. This is our chance to pull together like a championship team, and things will get easier if we make this work. The reward if we meet our Q4 targets? Bonuses, plus days off at the end of the year.
By defining future rewards, you show people that getting on board will be worth their effort. It’ll meet their needs, not just yours.
Challenge
Challenge
Challenge
What is
What is
What is
What is
HBR Guide to Persuasive Presentations by Nancy Duarte
© 2012 Microsoft Corporation. All rights reserved. Microsoft, Windows, and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries.
The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

22. Beginning Middle End What could be What could be What could be
9/11/2018
Beginning
Middle
End
What if you could acquire new customers and grow your business by 20% ?
Microsoft has the tools to help you make that happen and here’s how
If we had more offerings
New offerings would mean new clients
What could be
What could be
What could be
New bliss
Call to action
Is your business growth below expectations?
We only added x new clients last year
After studying hundreds of speeches, I’ve found that the most effective presenters use the same techniques as great storytellers: By reminding people of the status quo and then revealing the path to a better way, they set up a conflict that needs to be resolved.
That tension helps them persuade the audience to adopt a new mindset or behave differently — to move from what is to what could be. And by following Aristotle’s three-part story structure (beginning, middle, end), they create a message that’s easy to digest, remember, and retell.
And here’s how to do it in your own presentations.
Craft the Beginning Start by describing life as the audience knows it. People should be nodding their heads in recognition because you’re articulating what they already understand. This creates a bond between you and them, and opens them up to hear your ideas for change.
After you set that baseline of what is, introduce your vision of what could be. The gap between the two will throw the audience a bit off balance, and that’s a good thing — it jars them out of complacency. For instance:
What is: We fell short of our Q3 financial goals partly because we’re understaffed and everyone’s spread too thin.
What could be: But what if we could solve the worst of our problems by bringing in a couple of powerhouse clients? Well, we can.
Once you establish that gap, use the rest of the presentation to bridge it
Develop the Middle Now that people in your audience realize their world is off-kilter, keep playing up the contrast between what is and what could be.
Let’s go back to that Q3 update. Revenues are down, but you want to motivate employees to make up for it. Here’s one way you could structure the middle of your presentation:
What is: We missed our Q3 forecast by 15%.
What could be: Q4 numbers must be strong for us to pay out bonuses.
What is: We have six new clients on our roster.
What could be: Two of them have the potential to bring in more revenue than our best clients do now.
What is: The new clients will require extensive retooling in manufacturing.
What could be: We’ll be bringing in experts from Germany to help.
As you move back and forth between what is and what could be, the audience will find the latter more and more alluring.
Make the Ending Powerful You don’t want to end with a burdensome list of to-dos. Definitely include a call to action — but make it inspiring so people will want to act. Describe what I call the new bliss: how much better their world will be when they adopt your ideas.
So if you’re wrapping up that Q3 update from above, you might approach it this way:
Call to action: It will take extra work from all departments to make Q4 numbers, but
we can deliver products to our important new clients on time and with no errors.
New bliss: I know everyone’s running on fumes — but hang in there. This is our chance to pull together like a championship team, and things will get easier if we make this work. The reward if we meet our Q4 targets? Bonuses, plus days off at the end of the year.
By defining future rewards, you show people that getting on board will be worth their effort. It’ll meet their needs, not just yours.
Growth could be higher
No skills in MFTG
What is
What is
What is
What is
HBR Guide to Persuasive Presentations by Nancy Duarte
© 2012 Microsoft Corporation. All rights reserved. Microsoft, Windows, and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries.
The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

23. MGX FY16
9/11/2018 4:47 AM
Business Storytelling is not easy. If it was we would all be doing it already
© 2015 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

24. Levels of Storytelling
9/11/2018
Levels of Storytelling
Session
Open & Close
Key Concepts
© 2012 Microsoft Corporation. All rights reserved. Microsoft, Windows, and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries.
The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

25. Questions and Next Steps
9/11/2018
Questions and Next Steps
Contact Kathleen for questions or session support
Take advantage of session owner / speaker resources:
Speaker Resources
Brown Bags
Tips Videos
Ovation Training
Weekly tips on Yammer
Powerpoint is loaded to the content leads folder.
© 2012 Microsoft Corporation. All rights reserved. Microsoft, Windows, and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries.
The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

26. Content Brown Bags NEW Designing High Scoring Inspire Sessions
MGX FY16
9/11/2018 4:47 AM
Content Brown Bags
NEW
Designing High Scoring Inspire Sessions
Organizing your Session for Impact
Building your 20 min Session
Making it Stick with Storytelling
Opening & Closing with Impact
Recorded
Interactive options for small audiences (<50)
Interactive options for medium audiences (50-200)
Interactive options for large audiences (>200)
Preparing your partner & customer speakers
Recorded
Recorded
Recorded
Recorded
Upcoming brown bags …let us know if you have more suggestions
Recorded
Recorded
6/1
6/8
All at 9AM PDT
© 2015 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

27. Questions?

28. 9/11/2018 4:47 AM
© 2014 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.