Getting Your Employees Set Up With a Computer for the First Time

When you hire a sales rep, they're probably anywhere from like 20 to 30 different tools that they get set up with across their whole stack. And so we kind of focused on the green field thing that we knew that people were doing manually. In your outbound, you sort of expose this problem, whether it be through questions or maybe even assumptions because you already know the process that exists and the problem that you're solving. You really hone in on the differentiation that your product or service provides to gain interest.