Michele Thornton Ghee

The Art and Science of Selling

In today’s world of fragmentation and multiple screens, selling has to begin with them not you. In this keynote, Michele Thornton Ghee shows sales leaders how to transform their teams into understanding the power of insights and research to tell a powerful story.

The Art of Storytelling

The entity that tells the most compelling story wins the championship not just a game or two. As a 20-year sales veteran, Michele Thornton Ghee built a tremendous career on understanding needs, the audience, marketplace, competition, and other valuable information to get someone or something from point A to Z. Storytelling is an art and science we must master, she says.

Difference Drives Results

Based on a survey from The Peterson Institute for International Economics, having women at the C-Suite level significantly increases net margins. “A profitable firm at which 30 percent of leaders are women could expect to add more than 1 percentage point to its net margin compared with an otherwise similar firm with no female leaders,” the report notes. “By way of comparison, the typical profitable firm in our sample had a net profit margin of 6.4 percent, so a 1 percentage point increase represents a 15 percent boost to profitability.”

It’s amazing that the data supports diversity, yet very few companies activate its power. It starts with leadership and heads directly to the frontline managers. While, people receive 11 million bits of data at any given time, they often process impressions with only 4 bits of data based on their past experiences; that’s how dangerous biases are created and work to kill culture.

Michele Thornton Ghee helps organizations to conquer their greatest resource: Difference. She advises both leadership and employees on how to assess their current environment, build a plan to leverage diversity and inclusion, implement appropriate strategies, measure their outcome and, finally evolve the protocols that will infiltrate the DNA of any organization. The world will no longer accept words without action. Ghee shares how allowing women and other marginalized groups to grow, will expand corporate success. As empowered employees share personal attributes with others, bottom lines will increase. Differences are of diversity’s greatest gifts; use them.