On today’s episode my guest is Karin Hurt, author of the book “Courageous Cultures: How to Build Teams of Micro-Innovators, Problem Solvers, and Customer Advocates.”
Courageous Cultures, as Karin describes it, challenge the status quo. They acknowledge that people operate from a position of fear. Fear of losing whatever status or position they have. This is a huge problem in sales. Sellers stuck in an ineffective and unproductive sales process. Who won’t speak up. Who won’t push back. Today, we dig into why people have FOSU (fear of speaking up) and what constitutes courage in a business setting.