{"id":10310,"date":"2022-06-08T08:07:28","date_gmt":"2022-06-08T15:07:28","guid":{"rendered":"https:\/\/dubb.com\/blog\/?p=10310"},"modified":"2024-07-03T23:19:26","modified_gmt":"2024-07-04T06:19:26","slug":"analyzing-the-knowledge-paradox-for-sales-leaders","status":"publish","type":"post","link":"https:\/\/dubb.com\/blog\/analyzing-the-knowledge-paradox-for-sales-leaders\/","title":{"rendered":"Analyzing the Knowledge Paradox for Sales Leaders"},"content":{"rendered":"<p><div class=\"fusion-fullwidth fullwidth-box fusion-builder-row-1 fusion-flex-container nonhundred-percent-fullwidth non-hundred-percent-height-scrolling\" style=\"--awb-border-radius-top-left:0px;--awb-border-radius-top-right:0px;--awb-border-radius-bottom-right:0px;--awb-border-radius-bottom-left:0px;--awb-flex-wrap:wrap;\" ><div class=\"fusion-builder-row fusion-row fusion-flex-align-items-flex-start fusion-flex-content-wrap\" style=\"max-width:calc( 1260px + 0px );margin-left: calc(-0px \/ 2 );margin-right: calc(-0px \/ 2 );\"><div class=\"fusion-layout-column fusion_builder_column fusion-builder-column-0 fusion_builder_column_1_1 1_1 fusion-flex-column\" style=\"--awb-bg-size:cover;--awb-width-large:100%;--awb-margin-top-large:0px;--awb-spacing-right-large:0px;--awb-margin-bottom-large:0px;--awb-spacing-left-large:0px;--awb-width-medium:100%;--awb-spacing-right-medium:0px;--awb-spacing-left-medium:0px;--awb-width-small:100%;--awb-spacing-right-small:0px;--awb-spacing-left-small:0px;\"><div class=\"fusion-column-wrapper fusion-flex-justify-content-flex-start fusion-content-layout-column\"><div class=\"fusion-text fusion-text-1\"><style>\n  .free-trial-btn {\n    background-color: #ffa737;\n    color: white;\n    font-size: 22px;\n    font-weight: bold;\n    border: none;\n    padding: 10px 20px;\n    cursor: pointer;\n    text-decoration: none;\n    border-radius: 10px; \/* Rounded corners *\/\n    margin-bottom: 50px; \/* Space at the bottom *\/\n  }\n<\/style>\n<style>\n  .space-50px {\n    margin-bottom: 50px; \/* Adds 50px space below the element *\/\n  }\n<\/style>\n<div align=\"center\"><a class=\"free-trial-btn\" href=\"https:\/\/dubb.com\/register?utm_source=blog&#038;utm_medium=blog-post&#038;utm_campaign=analyzing-the-knowledge-paradox-for-sales-leaders\" target=\"_blank\" rel=\"noopener\">GET A FREE ACCOUNT ON DUBB<\/a><\/div>\n<\/p>\n<p><span style=\"font-weight: 400;\">In the sales context, have you ever heard of this idea called the \u201cknowledge paradox\u201d? Along with this, are you looking for a better way to get beyond the theory and better execute in your business?\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">My colleague Rob and I discussed the knowledge paradox in a recent episode of the RevShow by <\/span><a href=\"https:\/\/dubb.us\/ueF5c\"><span style=\"font-weight: 400;\">Dubb<\/span><\/a><span style=\"font-weight: 400;\">. It is a fascinating topic and one that certainly deserves your attention.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">In this blog post, I want to take a deeper dive into the knowledge paradox. We are going to discuss what it is, how you can navigate the knowledge paradox in a sales context, and what you can do to combat the knowledge paradox. Hope you enjoy the discussion!<\/span><\/p>\n<p><i><span style=\"font-weight: 400;\">This conversation about the knowledge paradox is just one of the many topics that we discuss on the RevShow. If you want to get more of this content delivered directly to your YouTube feed, feel free to subscribe by clicking <\/span><\/i><a href=\"https:\/\/www.youtube.com\/c\/DubbApp\"><i><span style=\"font-weight: 400;\">here<\/span><\/i><\/a><i><span style=\"font-weight: 400;\">. <\/span><\/i><span style=\"font-weight: 400;\">\u00a0<\/span><\/p>\n<p><img decoding=\"async\" class=\"alignnone size-full wp-image-9172\" src=\"https:\/\/dubb.com\/blog\/wp-content\/uploads\/Video-for-Software-Sales.gif\" alt=\"Video for Software Sales\" width=\"480\" height=\"270\" \/><\/p>\n<h2><span style=\"font-weight: 400;\">The Knowledge Paradox: Some First Principles<\/span><\/h2>\n<p><span style=\"font-weight: 400;\">So what exactly is the knowledge paradox? Simply put, the knowledge paradox is this idea that learning has to be active, not passive. By active, I mean that you are applying the knowledge you already have in the real world. On the other hand, taking a passive approach means that you are constantly looking to consume media (whether it is in the form of books, podcasts, videos, or something else) so that you can aggressively act <\/span><i><span style=\"font-weight: 400;\">at some future date<\/span><\/i><span style=\"font-weight: 400;\">.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Think about it this way: if you have all the time in the world to gain knowledge, you\u2019re not going to have a lot of time to execute and apply that knowledge. On the other hand, if you\u2019re bright-eyed and bushy-tailed at 16 years old and run onto the battlefield without any knowledge, chances are that we know you\u2019re going to end up.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">The knowledge paradox speaks scores on the ideal way to acquire knowledge. It\u2019s so easy to think that we need to read a certain number of books or articles before executing a specific task. For those of us who are more visually inclined, it may feel tempting to search for <\/span><i><span style=\"font-weight: 400;\">that<\/span><\/i><span style=\"font-weight: 400;\"> YouTube video that is going to give you all the skills you need to reach your goals. Searching for knowledge isn\u2019t inherently bad, but it becomes a negative if it comes at the cost of taking action.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">In effect, the idea here is to find balance between knowledge and execution. The highest performing individuals combine both as they aggressively pursue their goals.\u00a0<\/span><\/p>\n<h2><span style=\"font-weight: 400;\">The Democratization of Information<\/span><\/h2>\n<p><span style=\"font-weight: 400;\">One of the more influential individuals in democratizing information on the internet is Sal Khan. Even if you don\u2019t recognize the name, you probably have seen some of his videos on Khan Academy. I had the pleasure of meeting Sal. He was an extremely humble and intelligent person.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Sal has taught us that information has become infinitely democratized. Along with Khan Academy, we have YouTube and other sources of information. If you really think about it, all of the information that we need is out there. It is all accessible. <\/span><i><span style=\"font-weight: 400;\">The key here<\/span><\/i><span style=\"font-weight: 400;\">, though, is figuring out ways to apply all of that information.\u00a0<\/span><\/p>\n<h2><span style=\"font-weight: 400;\">The Battle is Internal<\/span><\/h2>\n<p><span style=\"font-weight: 400;\">Generally speaking, you want to avoid being passive. Passivity, in a sense, is a selfish trait. You aren\u2019t able to use your skills, traits, and experiences to help improve the world. Even though you probably have enough knowledge to make a positive contribution, your inner voice is preventing you from participating. That inner voice can represent so many types of fears, including things like imposter syndrome, fear of failure, fear of success, or something else.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">These fears can be immensely powerful and prevent us from taking action. For many of us, it can be far more comfortable to consume that additional piece of content rather than take a risk and put our knowledge into action. After all, when we are studying or passively gaining more knowledge, it can feel like we are making substantial progress. In the end, however, if we aren\u2019t able to implement the knowledge that we have learned, all of that \u201cprogress\u201d is in our heads and not in the real world.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">To reiterate, I\u2019m not saying that knowledge is bad. Knowledge and execution are on a spectrum, and the highest performers leverage both. Simultaneously, however, those highest performers recognize that they need to be aggressive. Instead of passively consuming valuable content and moving on to the next thing, they are able to overcome their fears and put those learnings into action.\u00a0<\/span><\/p>\n<h2><span style=\"font-weight: 400;\">Seeing the Knowledge Paradox in Sales<\/span><\/h2>\n<p><span style=\"font-weight: 400;\">You can find the knowledge paradox in all facets of life. Whether you are trying to learn a new hobby or are looking to level up in your career, you are going to encounter this phenomenon. It will be up to you to recognize it and take steps to combat it (which we\u2019ll discuss below).<\/span><\/p>\n<p><span style=\"font-weight: 400;\">The knowledge paradox is especially prevalent in the sales world. As sales professionals, we are constantly looking for ways to better convert our prospects and generate more sales. There is plenty of valuable content out there that can help us become better salespeople. At the same time, if you have all of this sales learning and you aren\u2019t applying that learning to your daily practice, you aren\u2019t going to achieve the results that you\u2019re expecting.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">An example is helpful here. Let\u2019s say that you are taking a three-month course on sales prospecting. As all of us know, sales prospecting is a huge part of becoming an effective sales leader. The course may have some of the best ideas that you\u2019ve ever heard on how to meet, nurture, and close sales prospects. With that said, if you aren\u2019t applying those lessons the next day, you\u2019re not making that dent in what you\u2019re really trying to do.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Yes, it may feel great that you have all of this new knowledge about sales prospecting. It may cause you to become much more optimistic about your sales career. However, if you remain passive and don\u2019t take action, all of those feelings will be temporary. Nothing will really change. In fact, you may be dead set on taking another course or consuming another piece of content so that you can <\/span><i><span style=\"font-weight: 400;\">eventually<\/span><\/i><span style=\"font-weight: 400;\"> take action.\u00a0<\/span><\/p>\n<h2><span style=\"font-weight: 400;\">Learners vs. Leaders<\/span><\/h2>\n<p><span style=\"font-weight: 400;\">One of the most important topics in this discussion is the idea of learners versus leaders. Initially, we all start out on the learning road. We\u2019re all going in the same direction, as we attempt to learn some of the foundational principles of our craft or field.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">At some point, however, that road twists. Individuals are either staying on the learning road or they are taking the offramp to become a leader. As I like to think of it, a leader is a server in disguise. Leadership is about removing roadblocks from people (specifically, your colleagues and clients). If you really think about it, a leader is a learner that decided to apply her knowledge and information to help others.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">As a leader, when you are helping your team members and clients, you want to have purpose. If you don\u2019t have purpose, then what\u2019s the point of anything? At the end of the day, purpose is what drives you. Something else comes with that purpose, however. That \u201csomething else\u201d is a great responsibility. It\u2019s really important to remember this.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">In the sales context, you have to constantly remind yourself of this truth. If you are a sales leader, you have a responsibility to lead with value. You need to avoid many of those old sales books, as they typically rely on tactics like manipulation, changing people\u2019s behavior, and over-negotiating. The reality is that as a sales leader, you have a duty to do good. The more knowledge you gain, the more that you need to responsibly apply that knowledge. Especially as a sales leader, if you are acquiring really good sales knowledge but aren\u2019t applying it, you\u2019re essentially spinning in a circle.\u00a0<\/span><\/p>\n<h2><span style=\"font-weight: 400;\">Combatting the Knowledge Paradox<\/span><\/h2>\n<p><span style=\"font-weight: 400;\">There is a balance here. If you spend all of your time in life learning, you\u2019ll never have time to actually execute. On the other hand, if you don\u2019t have a requisite baseline of knowledge, you will likely be flailing in the wind. Even though it may feel good to take action, you may be wasting a significant amount of time. In fact, if you act without this baseline of knowledge, you may be harming the short and long-term prospects of your business.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">So what can we do to become more active and embrace the execution side of this spectrum?\u00a0<\/span><\/p>\n<p><b>Recognize the New Era of Knowledge<\/b><\/p>\n<p><span style=\"font-weight: 400;\">First, it\u2019s important to recognize that education has been sold and purchased in weight. Books, seminars, and courses come down to how heavy and long they are. Economically speaking, this is how these types of media were valued. Assuming all else is equal, the longer or more in-depth that piece of content was, the more value would likely be ascribed to it.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">The reality now? Information is extremely accessible. If you really think about it, you can get basically all of the information you need off of YouTube. This is extremely empowering. Now, we don\u2019t need to go through that cycle of learning, where we are constantly looking for new information to arm us with everything that we need to execute. Rather, we can constantly learn and apply. We can learn and apply <\/span><i><span style=\"font-weight: 400;\">even more quickly<\/span><\/i><span style=\"font-weight: 400;\"> than in the past.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Here\u2019s a quick tip for when you are searching for YouTube content. To avoid wasting time and making your knowledge-gathering work more efficient, I recommend that you read summaries first. You can also try to watch the preview before investing your time and energy into a video. If you are thinking of reading a book, look for these types of summaries, whether they are TED talks, brief podcasts summarizing the book, or something else. By doing this, you can quickly see whether you can actually apply that knowledge to your business life. Most importantly, if you decide to read the book, you want to be able to read chapter one, put that chapter down, and apply it to whatever it is that you are doing.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">So ultimately, recognize that there is this new era of knowledge that can make your life substantially easier. Before investing hours (or even days) consuming a book for your business, don\u2019t hesitate to preview it through these other mediums. It can both save you a significant amount of time and help ensure that the knowledge that you\u2019re gaining is directly relevant to your business.\u00a0<\/span><\/p>\n<p><b>Rethink \u201cYou Gotta Read This Book\u201d<\/b><\/p>\n<p><span style=\"font-weight: 400;\">I\u2019m sure you have often heard the phrase, \u201cYou gotta read this book.\u201d Even if you don\u2019t read many books in your day-to-day life, there\u2019s probably an instance where a close friend or colleague is imploring you to read some book that changed his or her life.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Even though you may trust that close friend or colleague, you should be slightly cautious here. Just because they are interested in some book or resource doesn\u2019t mean that it is going to provide value in your life. Moreover, all of us only have 24 hours per day. Those 24 hours are precious. We don\u2019t get them back, so it\u2019s supremely important to spend those hours in the highest impact ways.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">One of the most important things is to really figure out the problems that we need to solve. Ask yourself: <\/span><i><span style=\"font-weight: 400;\">what are the actual challenges that I am facing in my business or organization?<\/span><\/i><span style=\"font-weight: 400;\"> Take a few moments and honestly attempt to answer that question. With that answer in mind, go ahead and search for a referral on a book that you should read.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">By doing this deep reflection <\/span><i><span style=\"font-weight: 400;\">first<\/span><\/i><span style=\"font-weight: 400;\">, you aren\u2019t putting the cart before the horse. You are better off optimizing your time and getting the information that you need so that you can focus on execution. So go ahead and shorten your \u201cwant to read\u201d book list. Make it more functional so that you can break through the noise. And don\u2019t forget: books are sold in \u201cweight\u201d but they are paid in \u201cwait.\u201d<\/span><\/p>\n<p><b>Embrace Video<\/b><\/p>\n<p><span style=\"font-weight: 400;\">At Dubb, we are huge proponents of video. Whether you are trying to convert a key prospect or simply want to catch up with one of your key customers, you can easily do so through video.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">I also think that one of the most efficient ways to gain knowledge is through video. Simply put, video has become the most effective way to communicate, teach, and learn. In fact, when we learn from visuals, our minds are processing that information a whopping 60,000 times faster than text. Along with this, we can retain 95% of that content by using video. Pretty cool, right?<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Because of this, I encourage you to use video when you are on your quest for knowledge. It doesn\u2019t mean that you have to avoid books or text-based knowledge entirely. Rather, it may make more sense to have a bias for video. In doing so, you can both learn more efficiently and retain more of what you learn.\u00a0<\/span><\/p>\n<p><img decoding=\"async\" class=\"alignnone size-full wp-image-8615\" src=\"https:\/\/dubb.com\/blog\/wp-content\/uploads\/Video-Builds-Trust.gif\" alt=\"Video Builds Trust\" width=\"480\" height=\"270\" \/><\/p>\n<p><b>Think About Praxis<\/b><\/p>\n<p><span style=\"font-weight: 400;\">Information is accessible and applicable. Ultimately, this is the idea behind praxis, which is the process where a theory, lesson, or skill is enacted and realized. When we gain knowledge for sales mastery, it is so important to think about this concept of praxis. We need to be embracing a lean-in, knowledge acquisition environment.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Sure, there is nothing necessarily wrong with being entertained. Sales jobs can be demanding, so there is definitely value in unwinding and being entertained at the end of the day. At the same time, if you are reading a book in the hope that it will help you become a better sales leader or advance your business, you simply can\u2019t sit back. You need to read for praxis, not entertainment.\u00a0<\/span><\/p>\n<p><b>Find the Axis of Knowledge and Application<\/b><\/p>\n<p><span style=\"font-weight: 400;\">If you are reading for praxis, you are getting much closer to the axis of knowledge and application. To get there, it is vital to embrace <\/span><i><span style=\"font-weight: 400;\">recognition<\/span><\/i><span style=\"font-weight: 400;\">. Recognition is so important because it represents that moment where you realize that you\u2019ve become (or are on your way to becoming) a master. In other words, you can see the forest within the trees. You can see the chessboard that is in front of you.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">The unfortunate thing? It takes time to get to that point. Achieving mastery in any discipline doesn\u2019t happen at the snap of a finger. You have to be disciplined and practice your craft. Yes, you need to obtain the initial knowledge to get started. But once you have that, you need to search for this corner of knowledge and application. Consistency and repetition are your best friends here.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">If you really think about it, repetition is the application of what it is that you are doing. You aren\u2019t waiting for something to happen; rather, you are applying those lessons right away. With repetition and perspective in hand, you need to keep taking action. Finding the axis of knowledge and application may not necessarily be easy, but it is a task that is absolutely worth taking on.\u00a0<\/span><\/p>\n<p><b>Become an Empathetic Leader<\/b><\/p>\n<p><span style=\"font-weight: 400;\">No matter our goals, we are all on lifelong quests for knowledge. Whether we want to become top sales leaders within our organizations or want to take on a top sales role somewhere else, we need to constantly get better at our craft.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Socrates once said, \u201cAs for me, all I know is that I know nothing.\u201d The reason why I love this quote is that it shows us that the more we learn, the more that we have to learn. Simply put, we can\u2019t learn everything. The second that we attain one piece of knowledge, we are forced to go down the rabbit hole to further understand that piece of knowledge.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Ultimately, by being humble and empathetic toward others, we can learn in real time. Being a good, empathetic listener is a way to help us learn in real-time and more efficiently travel down that rabbit hole of knowledge. From there, we can also exercise our empathetic listening skills when applying that knowledge. By understanding what others are going through, you can better leverage the knowledge that you have and apply that knowledge to solve real problems in the world.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">In the sales context, it all comes down to listening, conversing, connecting, and converting. That being said, you can\u2019t do any of that if you aren\u2019t able to listen and be empathetic. So when you are both acquiring the knowledge that you are seeking and working to apply that knowledge, make sure that you are listening and being empathetic.\u00a0<\/span><\/p>\n<p><img decoding=\"async\" class=\"alignnone wp-image-8679\" src=\"https:\/\/dubb.com\/blog\/wp-content\/uploads\/Empathy.jpg\" alt=\"Empathy\" width=\"526\" height=\"224\" srcset=\"https:\/\/dubb.com\/blog\/wp-content\/uploads\/Empathy-200x85.jpg 200w, https:\/\/dubb.com\/blog\/wp-content\/uploads\/Empathy-300x128.jpg 300w, https:\/\/dubb.com\/blog\/wp-content\/uploads\/Empathy-400x170.jpg 400w, https:\/\/dubb.com\/blog\/wp-content\/uploads\/Empathy-600x255.jpg 600w, https:\/\/dubb.com\/blog\/wp-content\/uploads\/Empathy-768x327.jpg 768w, https:\/\/dubb.com\/blog\/wp-content\/uploads\/Empathy-800x340.jpg 800w, https:\/\/dubb.com\/blog\/wp-content\/uploads\/Empathy-1024x435.jpg 1024w, https:\/\/dubb.com\/blog\/wp-content\/uploads\/Empathy-1200x510.jpg 1200w, https:\/\/dubb.com\/blog\/wp-content\/uploads\/Empathy-1536x653.jpg 1536w, https:\/\/dubb.com\/blog\/wp-content\/uploads\/Empathy.jpg 2460w\" sizes=\"(max-width: 526px) 100vw, 526px\" \/><\/p>\n<h2><span style=\"font-weight: 400;\">Embracing the Paradigm Shift in Knowledge<\/span><\/h2>\n<p><span style=\"font-weight: 400;\">Ultimately, there is a paradigm shift from knowledge. It goes from gaining knowledge from a status perspective and a social class perspective to a tactical perspective. In other words, that tactical perspective goes something like, \u201cI need to gain knowledge today so that I can apply it tomorrow. It isn\u2019t, \u201cI need to read this book so that I can be more scholarly.\u201d<\/span><\/p>\n<p><span style=\"font-weight: 400;\">As sales leaders, we don\u2019t have the time to be so scholarly. We don\u2019t have time to sit in our offices and not pass on acquired information to our teams. If we were just going to hold that knowledge to ourselves, we would be holding our teams back. Even if that knowledge could change the course of our organizations, being too passive makes all of those gains illusory.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Instead of keeping a wall between you and your sales team, make sure that you are embracing this tactical perspective. Doing this, you help your colleagues and company grow.\u00a0<\/span><\/p>\n<p><i><span style=\"font-weight: 400;\">Want to learn more about the knowledge paradox for sales leaders or any other topic related to business sales and marketing? Check out our <\/span><\/i><a href=\"http:\/\/www.dubb.com\/blog\"><i><span style=\"font-weight: 400;\">blog<\/span><\/i><\/a><i><span style=\"font-weight: 400;\">. We\u2019re always happy to discuss these topics as well, so don\u2019t hesitate to <\/span><\/i><a href=\"http:\/\/www.dubb.com\/contact\"><i><span style=\"font-weight: 400;\">reach out<\/span><\/i><\/a><i><span style=\"font-weight: 400;\">. We look forward to hearing from you!<\/span><\/i><\/p>\n<\/div><\/div><\/div><\/div><\/div><\/p>\n<div align=\"center\"><a class=\"free-trial-btn\" href=\"https:\/\/dubb.com\/register?utm_source=blog&#038;utm_medium=blog-post&#038;utm_campaign=analyzing-the-knowledge-paradox-for-sales-leaders\" target=\"_blank\" rel=\"noopener\">GET A FREE ACCOUNT ON DUBB<\/a><\/div><\/p>\n","protected":false},"excerpt":{"rendered":"<p>GET A FREE ACCOUNT ON DUBB<\/p>\n","protected":false},"author":1,"featured_media":10317,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[128,1299,237,1317,104,129,151],"tags":[369,182,238,4,1435,70,30,32],"class_list":["post-10310","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-advice","category-branding","category-business-growth","category-entrepreneurship","category-sales","category-tips","category-video-marketing","tag-best-practices","tag-business-advice","tag-business-growth","tag-dubb","tag-knowledge-paradox","tag-sales","tag-video","tag-video-marketing"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.2 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>Analyzing the Knowledge Paradox for Sales Leaders<\/title>\n<meta name=\"description\" content=\"Want to learn more about the knowledge paradox and reach your sales goals? 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