How to Make a Decision Faster and More Effectively

The other thing that we tend to run into with small deal cycles is you might be talking to the DM and you know this person's the DM, but they're not ready to make a decision on that call. And so how do you figure out the truth quicker and then make people to making a decision now versus in three weeks? Yeah, there's a couple of different tactics, right? Like I would usually throw it back and say like, cool, I can appreciate that. Could you send me a PDF of all the things that you shared with me? oftentimes those people are going to buy, but they’re going to buy in two or three weeks or they're just