The trouble with most old-school companies is that knowledge is shared on a need-to-know basis only. That strategy might necessary if you’re working on a defense contract that requires team members to undergo security clearances and wear badges denoting their top-secret status. For the rest of us, sharing knowledge should be part of the culture established by managers.
Typically, reps make their product or service the hero of a story, saving the day for the prospect and his or her business. But, what if you switched it up? Emily Bauer suggests casting the prospect as your story’s hero.