Sales role-play can be an extremely valuable tool for helping reps internalize product knowledge and adopt new skills – when it’s done well. Too often however sales role-play is merely an awkward, high-pressured test of a rep’s ability to regurgitate back what they think is expected of them. Instructions are vague. Direction is unclear. Ultimately ... Read More
Have you ever sat through a presentation and thought, “Why am I here?” Presentations that do not answer the question “Why?” are confusing, try your patience, and usually lead nowhere. In his popular TED Talk, Start with Why, Simon Sinek proposed that people won’t fully buy into a product, service or concept until they understand ... Read More
Author's Publications on Amazon
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