Before starting DL Advisory, I was the Growth Partner at Emergence Capital, an early-stage B2B Venture Firm. I polished my expertise in building and scaling start-ups and Go-To-Market teams at Emergence Capital. I was instrumental in the growth of companies like Zoom, Bill.com, Salesloft, Chorus, and countless others.

Before my role at Emergence, I sharpened my saw, building, and scaling Sales and GTM teams at Box, Salesforce, Oracle, and Google.

After spending time in the early days at such remarkable companies, I recognized two very distinct but important patterns. 1) They know how to make their customers feel at the center of every message, product, pitch, and piece of collateral. 2) They all struggle with telling stories. You’re not alone. Even the greatest companies in the world struggle with crafting and telling stories.

As a VC sitting in pitch meetings, founders would come in with a great fundraising deck, we’d invest, and then I’d see a modified version of their fundraising deck used as their first sales deck. Invariably, I’d have to spend the first few months rewriting and rebuilding their narratives to not only put their customers at the center of the conversation but also build it around a central point or theme. This is storytelling.

As a professionally trained actor, I realized that I had been trained to communicate through narrative form because it’s the best way to connect with your audience. However, big companies have not had such training. So, I set out to build a model and framework for anyone who is customer-facing to become a ‘storyteller.’

Once you have a story to tell it’s a lot easier to put your company into motion!