Debrief Your Process

The US Army trains its best fighting brigades by pitting them in war games against an elite unit called OPFOR. The brigades-in-training get every advantage: better intelligence, better technology, more manpower. Yet, OPFOR almost always wins. Why? Because OPFOR systematically employs a powerful learning tool: the After Action Review — or AAR.

It’s the same with sales. The best way to get better at your craft is to conduct consistent and thorough debriefs of your […]

We live in the age of ‘Personal Branding’ where (everything) is about selling, whether it’s a new idea, product, service, or our talents. We’re selling all the time whether or not our official job title has ‘sales’ in it. Never Be Closing is the master class we all need to excel in this most fundamental, yet truly powerful skill.
   --Rosemarie Lanard, Vice President, Employee Engagement, McGraw Hill Financial