How to Harness the Power of Storytelling in Business

Introductory Overview

If you’ve ever walked away from a pitch wondering why your message didn’t land or why people remembered the joke you told but not the value you offered, you’re not alone. In this episode of The Highlight, Chandler Lyles interviews Dan Manning, founder of Build the Story and a former fighter pilot turned storytelling coach for business leaders.

Storytelling in business isn’t about spinning fiction. It’s about structure, empathy, and making your audience feel something real. Dan breaks down why logic-based selling fails more often than we think, and how entrepreneurs can shift from dumping data to delivering narratives that stick. Whether you’re leading a team, closing a deal, or trying to grow a business, this conversation offers tactical wisdom for anyone looking to improve audience engagement and move people to action.

My Top 3 Takeaways From This Episode

1. Stories Stick—Data Doesn’t

Dan opens with a simple truth: facts don’t drive decisions. Feelings do. You might have the best product or pitch on the planet, but if your audience doesn’t feel something, they won’t act on it. Stories engage the brain differently. They create neural connections, triggering memory and emotion in ways bullet points can’t.

If you’re trying to grow a business, you need more than features and metrics. You need to make people care. Storytelling gives you a way to translate value into meaning, and meaning into momentum.

2. Your Brain is Wired for Narrative

One of the most practical insights in this episode is that the human brain craves narrative structure. According to Dan, this isn’t just psychology—it’s survival. Our ancestors used storytelling to pass down essential knowledge, and that wiring hasn’t changed.

That means when you present your business in a clear, emotionally resonant structure (problem, challenge, resolution) your message feels familiar. It feels trustworthy. And in a world where trust is currency, that’s everything.

3. You Don't Have to Be a "Creative" to Tell Better Stories

Here’s the best part: you don’t need to be a novelist or content creator to tell great stories. Dan offers practical frameworks to help any entrepreneur or team leader bring clarity and emotion to their communication.

He shares how to build story assets, pull compelling moments from your real-life experience, and deploy those stories across marketing, team leadership, and sales. The goal isn’t entertainment. It’s alignment and action.

Quotes to Write Down

1. “The facts are important, but people don't act on facts. They act on feelings.”

2. “A story is a simulation. It allows your brain to practice something before you actually experience it.”

3. “The reason storytelling works is because we’re wired for it—it’s a shortcut to trust.”

4. “If you want to lead people, you have to move them—and story is how you move people.”

5. “You’re already telling stories. The difference is whether you’re doing it on purpose.”

Immediate Action Step

Take 15 minutes today to write down one personal experience where you overcame a challenge in your business. Then reframe it using this simple structure:

• The Problem

• The Struggle

• The Shift

• The Win

This becomes a story you can use in a pitch, a team meeting, or even your next social post. Start building your story asset library now—because you’ll use it everywhere.

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