How to Drive Urgency for Change

Selling is a mindset, right? The belief system that we all have as sellers dictates what we think and do. You owe it to your customer to create some urgency through educating them with some kind of a non obvious insight or a commercial insight. I didn't have that lever at all when I first started because I didn't know what I was talking about largely. A very one-dimensional salesperson, which is probably where most salespeople start.