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You know you're narrating a character right when your children grab your arm and say, Daddy . . . read the bad guy normal, you're scaring us with the voice. Aside from reading villains in storybooks really well, Derek Shoales has worked on corporate, eLearning, and commercial voice-over projects, been a graphic/web designer and an inventory market mentor, sung bass to baritone in choirs, and played the guitar, electric violin, and Clare whistle. Steve Johnson is the founder and president of The Next Level Sales Consulting, whose goal is to help their clients improve their bottom-line sales performance. Steve has been on over 7,000 face-to-face sales meetings and has made over 150,000 calls to schedule meetings, follow up, and close sales. (You can tell by looking at him he has been rejected 143,000 times.) In the last thirty-five years he has trained over 10,000 sales managers and over 90,000 salespeople, and he has created over 800 customized programs. Steve is coauthor of the 1996 Los Angeles Times bestseller If You're Not Out Selling, You're Being Outsold and the 2006 Amazon.com bestseller Selling Is Everyone's Business. Matthew Hawk is a consultant and vice president of instructional design and training delivery at Synchrony. He began his sales career at Gartner, selling to technology vendors, and later managed the sales team for US Interactive during the dot-com era. From 2004 to 2017 he sold, developed, and implemented dozens of customized performance improvement programs in the USA, Canada, Mexico, the Philippines, India, and Brazil for sales managers and their teams at Fortune 500 companies through the sales training companies he founded, Retention Specialists and Customer Loyalty Specialists. Matt earned his doctorate from Yale University and is a member, contributing author, and speaker on the topic of sales enablement for the Association for Talent Development.

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