It is happening over and over millions of times a day during virtual sales calls: “The over credentialization.” Over credentializing is the process of talking too much about yourself and trying way too hard to get others on your call to think you know what you are talking about and are worthy of their time.

The only thing that will ever convince prospects that you are worthy of their time is providing business value through a valid business reason for having the sales meeting.

What does over credentializing sound like?

In these new and disrupted times, I am so focused on our clients that I rarely have time for vendor calls. This week, at the suggestion of a colleague, I agreed to join a call where a company was pitching us a new idea for some sort of business process outsourcing. It sounded interesting so I decided to give it a shot. What did I have to lose beside a precious hour?

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Business Fatigue is real. And it seems that it is all anybody is talking about. “Hi, how are you? Oh, good, but I’m exhausted” must be repeated about 5 billion times a day in the course of new normal business conversations. It is clear to most that the COVID-19 Pandemic has also been the greatest accelerator of business change we have ever experienced. The global economy is shifting at the speed of light toward a new model of interaction and engagement that thrives on less physical contact and less friction in systems. In the good old days, getting from point A to point B through air travel presented a lot of friction to the system (not to mention the human body and travel budgets). When you think about it, jumping from Zoom room to Zoom room with the touch of a button is pretty frictionless in comparison.

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During the past several months, as the reality of the pandemic has sunk in, business organizations have accelerated their evolution of remote leadership within matrixed structures. Before the pandemic, many managers realized (and lamented) they had direct reports they had never “met personally.” Now, working with remote employees in the matrix that you may never meet is the new reality. There is no lamenting or complaining that you can’t do your job because of remoteness. This change has left many leaders wondering what they are supposed to do and how to do it. Clearly new skills and best practices of leading remotely in the matrix are required.

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In part 4 of 4, Robb Gomez, COO of Paradigm Learning and Rob Brodo, CEO of Advantexe respond to interview questions about the use of simulations in today’s changing corporate learning environment. 

 
Question: Why did you decide to develop an asynchronous business acumen simulation? 

 
Rob Brodo   

The world has been disrupted. Everything has changed. We needed to change our approach to proactively use innovative tools, like scalable virtual asynchronous business simulations, to provide new opportunities for our mutual clients so they can continue to develop the critical capabilities they need to survive and then thrive. Asynchronous business acumen simulations can be run 24/7 and that’s something we need to offer to organizations thinking differently about how they build the skills of their workforce. 

 

Both Paradigm Learning and Advantexe have been working in the world of simulations for many years and have always had a great working relationship serving different segments of the corporate market. As soon as COVID-19 hit, we reached out to each other with this idea and immediately started designing game-changing solutions that we could offer to all our clients so they can continue to build their business acumen skills from brands they trust and love.

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In part 3 of our 4-part blog series, Robb Gomez, COO of Paradigm Learning and Rob Brodo, CEO of Advantexe respond to the question "Why business simulations are such an effective tool in developing business acumen skills."

The blog post appears on Paradigm Learning’s blog site and can be read by clicking here. 

Advantexe and Paradigm are currently partnering to develop an asynchronous digital business acumen simulation, Zodiak Pro, due to launch this fall.   

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