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  I recently sat down with Stefanie Boyer, a professor at Bryant University, to discuss the academic side of selling, the importance of women in sales leadership roles, and how practice makes perfect in a selling career. While working on her dissertation for her PhD, Stefanie studied how to train people more effectively in sales.…

One of the most critical aspects of a sales rep’s role is being able to effectively guide conversation and uncover information through good questioning techniques. There are many ways to unpack this topic, but I thought it would be interesting to look at questioning, or interrogation, from another perspective.  To do so, I sat down…