How to Be a Trusted Advisor

Learn the generic Mr. Miyagi, right? Which is generally there are things that would lead you to rip and replace. The next level of that is if you can remember one dart or a competitor, that is a dangerous person on the phones. So for example, I used to sell compensation software called Pave. And I knew that our competitors handled cash compensation well, but they really did not do a good job of handling equity compensation well. If you don't know your account executives when they get into competitive deals, ask why they win them.