509 Zombie Sales Apocalypse: Using a Learning Game to Reinforce Sales Competencies

1:15 PM - 2:15 PM Thursday, November 17

Games and Gamification


It’s harder and harder to catch the attention of learners, especially field sales representatives. It is also difficult to encourage them to practice important skills like sales techniques and how to speak with customers in different situations. While they need to practice these critical skills to succeed in their roles, they don’t always take the time to do so. What could engage this audience?

The solution was Zombie Sales Apocalypse: a game to reinforce key sales skills. This serious game made practice easier by creating an exciting and immersive experience using the popular genre of zombie games. In this session, you’ll discover how a branching story simulation combined engaging game activities—such as fleeing from zombies, moving furniture, and smashing through walls—with sales-focused challenges like choosing the right response to customers, bringing the right materials to a sales call, and properly diagnosing customer issues. Through examining Zombie Sales Apocalypse, you’ll find out more about the key elements and influences you’ll want to consider when creating your own games for practice and reinforcement.

In this session, you will learn:

  • About three key elements that are required in any serious learning game
  • Why the use of fantasy was a critical element in the design of this learning game
  • How immediate feedback changes learner behavior
  • How learner input was used to drive engagement with the sales model

Intermediate and advanced designers and senior leaders (VP, CLO, executive, etc.).

Technology discussed in this session:
Unity game platform.

Click here for the session trailer

Karl Kapp


Bloomsburg University

Karl Kapp, Ed.D., is a professor of instructional technology at Bloomsburg University, where he teaches instructional game design, gamification classes, and online learning design. He is the creator of the web video series, "The Unauthorized, Unofficial History of Learning Game." Karl has authored or co-authored eight books including "The Gamification of Learning and Instruction," it's accompanying fieldbook, and the widely popular, "Play to Learn." He is the author of 10 LinkedIn Learning courses. Karl's academic and practitioner work explores the research, theoretical foundations, and practical application of gamification and game-thinking to organizational performance issues.

Deborah DeNure

Learning Manager, Instructional Design—Employer Group-Sales Training


Deborah DeNure manages a team of learning and instruction designers for Humana. She is also a motivational speaker and team-building consultant. As a thought leader, Deborah offers professional and personal leadership insights and designs a variety of educational programs that sustain positive relationships through respect, reward, and recognition. She is also the founder and chief learning officer of DB Associates (DBA), Training and Consulting.

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