April 2020
Beginner
280 pages
6h 45m
English
Content preview from Instructional Story Design: Develop Stories That Train
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CHAPTER TWELVE
Win Over Stakeholders to Storytelling
Resistance
Dayna reviews her action list and audience profile before heading into the office of Ivan, the divisional VP of sales. Last month, when Ivan received a message from a client complaining that she was receiving sales calls from his staff, he set up a meeting with the sales managers.
“I got a message from GrelCorp yesterday complaining that we were placing sales calls. We’ve already got their business! What’s going on?”
The sales managers look around the room. Some of them shrug. Grace speaks up, “That was me. I had one of my sales reps call GrelCorp.”
“Why? Were you trying to upsell them?” Ivan wants an answer.
Grace is calm. “No. According to the CRM, they’re still a prospect.”
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