In this episode, Patty Arazia, career coach, sales enablement leader, and the force behind scaling an SDR team from 20 to 100 reps breaks down the real power of coaching, roleplays, and confidence in sales. She shares how faith-driven SDRs and AEs can show up with integrity, how to turn “this feels awkward” practice into actual performance wins, and why confidence almost always beats the “perfect script.”
The conversation digs into the psychology behind roleplays, how to coach SDRs, AEs, and managers based on their stage and mindset, and why AEs can be the toughest group to train. Patty also unpacks the future of AI-powered roleplays, how personal values shape sales behavior, and the truth behind objections like “I’m not interested.”
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