Transformations

Carmine Gallo inspires the leaders whose products touch your life every day. Carmine and his team has worked directly with: 4 of the top 10 brands on the Fortune 100 list.

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We have worked with 28% of Fortune Top 50 Businesses

Steve, the Sales Professional

“Carmine’s books are like having a cheat code to a video game”

The Challenge

Steve is a sales professional at a global software company with nearly 12,000 employees and $4 billion in annual revenue. Two years ago, Steve attempted to transition from an engineer into a sales role. The company was assembling a team of “evangelists” who would speak about the company’s products to customers, partners, and analysts. Their job was to stir up excitement for the company’s software and technology solutions. Steve didn’t get the job. As an engineer, his resume didn’t reflect his communication skills. Steve set out to prove that he could be an exceptionally persuasive salesperson.

Steve’s Avayan Story

The Transformation

Using Carmine’s books as a guide, Steve worked on his presentation, public-speaking and storytelling skills. Although he wasn’t on the global evangelist team, Steve transitioned into a sales role at the company to promote cloud-based solutions. “When I first moved into a sales role I struggled with explaining complicated technology solutions (VoIP PBX, Unified Communications) to non-technical people. I found that presenting and demonstrating our solutions in a way which was memorable and easy to digest was not something anyone could do well—among both my peers and competitors…After discovering your books, I realized they were like having the cheat code for a video game. After digesting and applying the concepts you outlined, I was able to explain our solutions much more simply, which helped me stand out from peers and my competitors.”

The Result

Nobody underestimates Steve today. In the annual sales meeting, the company’s CEO recognized Steve on stage. Steve received the CEO Excellence Award, which comes with “an incredible financial award.” The CEO said, “We need ten more people like Steve.” Meet Steve in this video: “Give me an audience, the bigger the better, and I’ll deliver my pitch. During each presentation, I watch and face by face, I can see the audience begin to get it.” Carmine’s books, workshops, and keynotes will give your sales teams an advantage in the market.

Eli, the CEO and Tech Maverick

“Carmine is a different breed, a true partner.”

The Challenge

SanDisk pioneered flash memory, the storage that makes our consumer gadgets usable: digital cameras, iPods, iPads, smartphones, notebook and server computers. Carmine began working with Sandisk CEO Eli Harari and its C-suite executive team in 2008. The company was facing an existential crisis. The global financial meltdown had triggered the worst recession since the 1930s. As demand for flash-enabled consumer products plummeted, the industry faced a massive oversupply problem. Prices tanked, as did SanDisk’s stock, which plunged 90 percent over the course of a year. In August 2008, a competitor, Samsung, launched an unsolicited bid to purchase SanDisk for a 50 percent premium, or $10 billion. Mutual fund managers who owned a large percentage of stock pressed Harari to make the deal. But Harari believed the offer wasn’t in the best interest of the company’s shareholders, partners, and customers. When he turned down the offer of $26 a share, a popular television business personality put a picture of Harari on a “wall of shame” for rejecting the sale. “They don’t understand our story,” Harari told Carmine.

Eli Harari and Carmine Gallo

The Transformation

Carmine helped SanDisk create a narrative that clearly explained the company’s vision and long-term value. The story focused on the experience of the team, which had successfully weathered downturns in the past; its superb technology; Sandisk’s exclusive patents; and its $2.5B cash position, which it had built up in the good times. Carmine helped to craft the story and both he and Vanessa Gallo, Gallo Communications’ body language expert, prepared the executive team for public presentations and television interviews.

The Result

In 2005, Intel released a mix of technically advanced products along with confusing messaging and code-names. Carmine held classes each month with sales professionals and executives to help craft a clear, compelling and consistent story.

For example, in 2006 Intel released its Core 2 duo, a ‘dual-core’ processor family for desktop and laptop computers. The acronyms and tech specs were so confusing, employees in department couldn’t interpret what another department was saying. Carmine helped refine the message to focus on the benefits to the customer and use rhetorical language that would grab people’s attention. Carmine suggested: “Intel’s chips act as the brain of your computer. The Core 2 Duo is like getting two brains in one computer. That means your applications will load faster, your games will play better, your video will look better, and your battery will last longer.” Intel went one step further and hired comedy legend Carl Reiner, the comedian who directed “The Man with Two Brains,” to add some humor to a highly technical subject.

Carmine often traveled to Intel campuses in Silicon Valley, Portland, Austin, Phoenix, and conducted remote webcasts with employees in Europe, Asia and South America. The feedback that Carmine’s classes received from executives, marketers, engineers, general managers and directors among the highest rated performance reviews for any outside advisor. “The training was fantastic, it really left me feeling empowered to speak with confidence about Intel and my areas of expertise,” one attendee said. “Carmine is both very personable and professional. He was very engaged and clearly enjoys freely sharing his expertise which is always appreciated. He takes the time to learn enough about each student and their areas of expertise to be able to help the students find their strengths, build their confidence, etc. He’s an excellent instructor and coach,” said another.

In 2015 and 2016, Intel CEO Brian Krzanich delivered the opening keynote at the prestigious CES conference in Las Vegas. The design and marketing team responsible for creating the script and the slides for the major event had taken Carmine’s classes and adopted every element from Carmine’s international bestseller, “The Presentation Secrets of Steve Jobs.” The keynotes had all of the attributes of a Carmine Gallo-inspired presentation: Surprising ‘Wow Moments,’ the rule of three, visual story slides, exciting demos, the 10-minute rule, Twitter-friendly headlines/messages and multiple speakers who share the stage. Both keynotes were widely considered the best presentations in both years: “Intel Steals the Show with an Inspiring Keynote.”

“One of the smartest decisions I ever made at Intel was recruiting Carmine Gallo as the company’s media spokesperson training coach,” says David Dickstein, Intel’s communications manager for 17 years. “Carmine has made me and my very demanding company proud for over a decade.”

The Result

Carmine’s relationship with SanDisk extended over the next seven years until October 21, 2015, when Western Digital made an offer to buy SanDisk. Western Digital offered $86.50 a share, or more than double Samsung’s original offer. SanDisk was sold for $19 billion. Business pioneers can have the greatest ideas in the world, but if those ideas are not communicated persuasively, it doesn’t matter.

Intel, the Brand

“Carmine has made me and my demanding company proud for over a decade.”

The Challenge

As Intel evolved from an engineering driven firm whose products—largely hidden from view— powered 90% of the world’s computers, to customer-focused products, the company’s executives and engineers needed to transform the way they told the brand story. In 2005, Intel hired Carmine Gallo as the brand’s exclusive media-training, storytelling and presentation skills coach. For the next ten years, Carmine held workshops and one-on-one sessions with hundreds of C-suite executives, general managers, directors and engineers to help them craft and tell the Intel brand story. He did everything from prepare CFO Stacy Smith for quarterly television appearances to working with design teams on CEO Brian Krzanich’s highly anticipated keynotes at the annual CES show in Las Vegas.

The Transformation

In 2005, Intel released a mix of technically advanced products along with confusing messaging and code-names. Carmine held classes each month with sales professionals and executives to help craft a clear, compelling and consistent story. For example, in 2006 Intel released its Core 2 duo, a ‘dual-core’ processor family for desktop and laptop computers. The acronyms and tech specs were so confusing, employees in department couldn’t interpret what another department was saying. Carmine helped refine the message to focus on the benefits to the customer and use rhetorical language that would grab people’s attention. Carmine suggested: “Intel’s chips act as the brain of your computer. The Core 2 Duo is like getting two brains in one computer. That means your applications will load faster, your games will play better, your video will look better, and your battery will last longer.” Intel went one step further and hired comedy legend Carl Reiner, the comedian who directed “The Man with Two Brains,” to add some humor to a highly technical subject. Carmine often traveled to Intel campuses in Silicon Valley, Portland, Austin, Phoenix, and conducted remote webcasts with employees in Europe, Asia and South America. The feedback that Carmine’s classes received from executives, marketers, engineers, general managers and directors among the highest rated performance reviews for any outside advisor. “The training was fantastic, it really left me feeling empowered to speak with confidence about Intel and my areas of expertise,” one attendee said. “Carmine is both very personable and professional. He was very engaged and clearly enjoys freely sharing his expertise which is always appreciated. He takes the time to learn enough about each student and their areas of expertise to be able to help the students find their strengths, build their confidence, etc. He’s an excellent instructor and coach,” said another.

Intel Steals the Show with an Inspiring Keynote

The Result

In 2015 and 2016, Intel CEO Brian Krzanich delivered the opening keynote at the prestigious CES conference in Las Vegas. The design and marketing team responsible for creating the script and the slides for the major event had taken Carmine’s classes and adopted every element from Carmine’s international bestseller, “The Presentation Secrets of Steve Jobs.” The keynotes had all of the attributes of a Carmine Gallo-inspired presentation: Surprising ‘Wow Moments,’ the rule of three, visual story slides, exciting demos, the 10-minute rule, Twitter-friendly headlines/messages and multiple speakers who share the stage. Both keynotes were widely considered the best presentations in both years: “Intel Steals the Show with an Inspiring Keynote.”

“One of the smartest decisions I ever made at Intel was recruiting Carmine Gallo as the company’s media spokesperson training coach. With every positive review from class participants and spot-on message delivery during press interviews and presentations, Carmine has made me and my very demanding company proud for over a decade. Whether he trains the lowest-level director or a top executive, Carmine tailors content not only to the person, but subject and need, making for a first-rate, results oriented program.”

-David Dickstein
Executive Communications & Platforms Team, Intel

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