CONNECT THE DOTS!
Leo, a new sales hire, was having a hard time making quota. He asked his colleague Sam for some help.
Sam asked, “Can I sit in on your next presentation?”
“Sure,” said Leo. “You can come along to my presentation appointment tomorrow. It’s an account I’ve been working on for a while. Let me know how it sounds.”
Sam agreed and sat in on Leo’s meeting, which ended with a “Thanks, but no thank” response from the prospect. During the car ride on the way back to the office, Leo asked Sam for constructive feedback.