Find My Catalyst Podcast

The Account Plan - a Tactical Discussion This is the third in a series of discussions around tactics. This week we discuss the tactical side of building an Account Plan. The Account Plan is a living, breathing document, it is not static. It serves multiple purposes. It helps the account rep/account executive/account manager maintain focus. It can be used as a project management tool. It can be used for reflection. It can support collaboration. It can be used as an Executive Summary. Questions Addressed Why do we use an Account Plan? Where do we start with the Account Plan? How can the Account Plan support onboarding a new rep? What are the major components that make up the account plan? Where do the Call Plan, Account Plan, and Territory Plan fit into the Catalyst Sale approach? The Catalyst Sale Account Plan Start with Why - Why does it make sense for the customer and the organization to enter into a business relationship. Document the Project Plan/Major Milestones Capture the Story - Who, What, Why, When, How - Identify the Stakes Possible Impact Questions Call to Action How do you apply Account Planning in your current role? Share your feedback and approach with us via twitter, facebook or LinkedIn. Show Links Catalyst Sale Account Plan Template Catalyst Sale Mastermind in Orlando in August Send us your Questions Twitter hello@catalystsale.com Catalyst Sale - Live Chat Catalyst Sale - Podcast List Thank You Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform. Ratings & reviews help others discover the podcast - thank you for helping us get our message out to the community. Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn. Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough Product Market Fit ---------------------- Subscribe to the Catalyst Sale Podcast Subscribe via iTunes Subscribe via Google Play Catalyst Sale In every business, in every opportunity, there is someone who can help you navigate the internal challenges and close the deal. There is a Catalyst. We integrate process (Catalyst Sale Process), technology and people, with the purpose of accelerating revenue. Our thoughtful approach minimizes false starts that are common in emerging markets and high-growth environments. We continue to evolve our practice based on customer needs and emerging technology. We care about a thinking process that enables results versus a process that tells people what to do. Sales is a Thinking Process.

SalesTruth with Author Mike Weinberg Mike Weinberg is a consultant, speaker, and has recently authored his 3rd book #SalesTruth. Both of his first two books have been Amazon bestsellers, and Mike has spoken and consulted on 5 continents in the past year. This discussion hits a number of the items covered in #SalesTruth. Additionally, we discuss hockey, the NY public school system, sales, sales management, critical thinking, and doing the work. I hope you enjoy the discussion as much as I did. Questions Discussed Why #SalesTruth? Why do we struggle with doing the work? What can we learn from mimicking those who are successful? Why do we rush to present and demo? What can we learn from Tom and Ron? We discuss these questions and many others. Key Takeaways The majority of the sales population today is under mentored and under coached. Watch the top producers in your company or industry. Watch what they are doing to secure early-stage meetings with potential customers and mimic their approach. Learn from them. The best practices they are deploying look a whole lot like the best practices of a decade ago or even more. Don't try to solve nine problems at once. Solve one problem at once. Stick to the fundamentals. Don't rush to the Demo. There is no "easy button". Be careful who you listen to, and who you are following on LinkedIn and Twitter. Ask the hard questions - is there practical application of the concepts that work? Think critically and reflect. Call(s) to Action How do you distinguish between the signal and the noise in social media? What practices have you put into place that work? Share your answers with us via twitter, facebook or LinkedIn. Show Links LinkedIn Twitter mikeweinberg.com Sales Truth via Amazon The episode with Anthony Iannarino Thank You Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform. Ratings & reviews help others discover the podcast - thank you for helping us get our message out to the community. Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn. Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough Product Market Fit ---------------------- Subscribe to the Catalyst Sale Podcast Subscribe via iTunes Subscribe via Google Play Catalyst Sale In every business, in every opportunity, there is someone who can help you navigate the internal challenges and close the deal. There is a Catalyst. We integrate process (Catalyst Sale Process), technology and people, with the purpose of accelerating revenue. Our thoughtful approach minimizes false starts that are common in emerging markets and high-growth environments. We continue to evolve our practice based on customer needs and emerging technology. We care about a thinking process that enables results versus a process that tells people what to do. Sales is a Thinking Process.

Digital Empathy, Marketing, Sales, and Influence with Guest - Brian Fanzo Brian is a Pager-Wearing Millennial Keynote Speaker | Podcaster| Empowering Digital Empathy & Inspiring You to #PressTheDamnButton. His brand is iSocialFanz Digital Empathy, Data, Influence, Sales, Questions, Research, Taking a Personal Approach, and Getting Back to Basics, are all topics we discuss during the conversation. I hope you enjoyed the conversation as much as I did. Questions Addressed What are some key mistakes people make when thinking about Digital Empathy? Why is it important to understand your customer, and make it easy for customers to work with you? How do we balance between the listening, spreading the word, and testing? Why is it important to ask your audience? What if I am just starting out, where do I start? Where can you find Brian? Key Takeaways Be Willing to Ask More Questions - Revisit What You Know. Ask the Simple Question - Why? The things that worked 9-10 years ago in Sales and Marketing - work today. Technology amplifies both good and bad behavior. Empathy is not agreeing, it is an ability to feel. Imagine if your customers were saying "we" when they talk about your products. Enable customers to share your content. Market to where customers are today, listen to where they will be tomorrow. It is your job to tell your story. The audience determines what is great. Field of Dreams Marketing is Over. Go to where your customers are. We test, We tweak, and We test again. Stop adding to the noise. Just Start - YOU Have to Start - "Press the Damn Button" - Fanzo Start where you are most comfortable Start curating content Don't just share - share and add value/insight 81% of all internet traffic will be video by the end of next year It takes a lot to get used to talking into your phone - start practicing After you start to get comfortable - then go to where your audience is. Care about others first. What works offline - works online. Social can accelerate offline rapport. It is up to us/you to start now. Call(s) to Action Take small steps - When you get feedback, or see feedback, respond to the positive feedback - spend time with the good feedback, and share examples. Ask the Audience - Where do you prefer to engage with Catalyst Sale? Share your examples via twitter, facebook or LinkedIn. Show Links Brian on LinkedIn Brian on Twitter Brian on Instagram Work with Brian Just Try This - Podcast Chat with Catalyst Sale Thank You Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform. Ratings & reviews help others discover the podcast - thank you for helping us get our message out to the community. Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn. Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough Product Market Fit ---------------------- Subscribe to the Catalyst Sale Podcast Subscribe via iTunes Subscribe via Google Play Catalyst Sale In every business, in every opportunity, there is someone who can help you navigate the internal challenges and close the deal. There is a Catalyst. We integrate process (Catalyst Sale Process), technology and people, with the purpose of accelerating revenue. Our thoughtful approach minimizes false starts that are common in emerging markets and high-growth environments. We continue to evolve our practice based on customer needs and emerging technology. We care about a thinking process that enables results versus a process that tells people what to do. Sales is a Thinking Process.

Learning, Culture, Alignment, and Process with Guest Cyndi Laurin - Chief Training Officer - AMP Cyndi is the Chief Training Officer at AMP Business Systems, and the author of Catch! and Rudolph Factor. She also keynoted TLDC19. This discussion is a follow-up from the information shared during the keynote. Process improvement, training, learning, systems, education, operations, are all topics we discuss during the conversation. I hope you enjoyed the discussion as much as I did. Questions Addressed Why do we fail at process? What are some things Cyndi likes to consider when beginning her process? Why is it important to be on the floor? What does the mapping out process look like for Cyndi? How do you distinguish between training and learning? Where does the scorecard come into play? What are some common mistakes organizations make with KPIs? Why do organizations struggle with alignment? How does Cyndi think about culture change within organizations? What if you could improve 1% each day? Call to Action Take small steps - tomorrow at work spend 4 min 48 seconds identifying something that you can do to improve your work within your organization. Share what you decided to work on via twitter, facebook or LinkedIn. Show Links Cyndi Laurin - LinkedIn Cyndi's email - cyndi@guidetogreatness.com Thank You Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform. Ratings & reviews help others discover the podcast - thank you for helping us get our message out to the community. Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn. Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough Product Market Fit ---------------------- Subscribe to the Catalyst Sale Podcast Subscribe via iTunes Subscribe via Google Play Catalyst Sale In every business, in every opportunity, there is someone who can help you navigate the internal challenges and close the deal. There is a Catalyst. We integrate process (Catalyst Sale Process), technology and people, with the purpose of accelerating revenue. Our thoughtful approach minimizes false starts that are common in emerging markets and high-growth environments. We continue to evolve our practice based on customer needs and emerging technology. We care about a thinking process that enables results versus a process that tells people what to do. Sales is a Thinking Process.

Technology and Sales - Is the Technology Enabling Something? This week Jody and Mike discuss technology adoption, and the process Mike uses to evaluate technology that we may consider implementing at Catalyst Sale, and within our client base. Thank you for sharing the Catalyst Sale Podcast with a colleague. Please let us know how you apply the concepts discussed in this episode, via twitter, facebook or LinkedIn. Questions Discussed How do you evaluate technology in sales? How do we know if the technology will be relevant? Where do we start? What if you are reluctant to add technology into your workflow? Where/how do older tools/technology still have a place today? Key Takeaways Go to your network - and ask some questions about the technology - i.e. Have you used it, have you heard about it? Will the tool/tech augment something you are doing today? If you are a laggard when it comes to tech, still ask questions. Identify the early adopters in your organization and your network. Think about the things that repeat in your business. These might be tasks, activities, etc. How can you automate these items? What tools can support this automation? There is a time and a place for everything. Don't stick with a tool, just for the sake of using it. Don't add technology into your stack, just for the sake of adding it. Use your OODA loop, and test/iterate/test/iterate. Tools We Use at Catalyst Sale Notecards & Pencils Whiteboards & Markers Trello Slack Google Docs Calendly OneNote Hubspot Salesforce Nimbly Zoom Call To Action What tools/technology are you using today? What are you excited about? What's not working? Send Listener Questions to us at https://catalystsale.com Show Links Catalyst Sale Call Planning Template Catalyst Sale Mastermind in Orlando in August Vendor Neutral Sales for Non-Sales Professionals Cohort interest list. 40% of companies that said they had AI in their platform - actually have AI in their tech Send us your Questions Twitter hello@catalystsale.com Catalyst Sale - Live Chat Catalyst Sale - Podcast List Thank You Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform. Ratings & reviews help others discover the podcast - thank you for helping us get our message out to the community. Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn. Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough Product Market Fit ---------------------- Subscribe to the Catalyst Sale Podcast Subscribe via iTunes Subscribe via Google Play Catalyst Sale In every business, in every opportunity, there is someone who can help you navigate the internal challenges and close the deal. There is a Catalyst. We integrate process (Catalyst Sale Process), technology and people, with the purpose of accelerating revenue. Our thoughtful approach minimizes false starts that are common in emerging markets and high-growth environments. We continue to evolve our practice based on customer needs and emerging technology. We care about a thinking process that enables results versus a process that tells people what to do. Sales is a Thinking Process.

Emerging Technologies, Salesforce, and Learning with guest Dan Peter This week, another guest joins the podcast. Dan Peter, the Salesforce Practice Lead with Robots and Pencils joins us to discuss a broad range of topics. We get into Dan's break from traditional work, and venture down the consulting path. We also discuss the group he is building out at Robots and Pencils, and we touch on a number of emerging technologies. Some of the topics discussed include AI, blockchain, data, emerging technologies, Salesforce release schedules, AI as an argumentation of human capability, the importance of teaming, organization systems, software, automation, communication between the front lines and operations within sales teams, the notion of the "60-year curriculum", and the student at the center of learning, "Be forward thinking" Dan Peter Questions Discussed What's new with Dan Peter? What are some of the things from an emerging technology perspective that are interesting to Dan, both in the Salesforce ecosystem and outside of it? What are some of the mistakes people make when thinking about or discussing Artificial Intelligence (AI)? How is Blockchain impacting the CRM space? What did Dan learn from his time in India in 2018? How can sales professionals better interact with the technical folks within sales ops? How does Dan see the learning space continue to be disrupted as we go forward? Show Links Dan Peter Robots and Pencils Prediction Machines Bay Area Salesforce developer group Thank You Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform. Ratings & reviews help others discover the podcast - thank you for helping us get our message out to the community. Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn. Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough Product Market Fit ---------------------- Subscribe to the Catalyst Sale Podcast Subscribe via iTunes Subscribe via Google Play Catalyst Sale In every business, in every opportunity, there is someone who can help you navigate the internal challenges and close the deal. There is a Catalyst. We integrate process (Catalyst Sale Process), technology and people, with the purpose of accelerating revenue. Our thoughtful approach minimizes false starts that are common in emerging markets and high-growth environments. We continue to evolve our practice based on customer needs and emerging technology. We care about a thinking process that enables results versus a process that tells people what to do. Sales is a Thinking Process.

Complexity in Work and the Challenges We Create for Ourselves Ted Bauer joins me on the Catalyst Sale Podcast this week. We discuss a number of different topics including universal evils in work, why they persist, manager/employee relationships, onboarding, and interviewing. Ted turns the table at the end of the discussion, and asks Mike a couple of questions as well, which was an awesome surprise. I hope you enjoy the conversation as much as I did. Questions Addressed What is the catalyst for the questions Ted asks on Twitter? What are some topics that tend to get the most activity? Why do universal evils continue in the workplace? Why do we overcomplicate this stuff? What are some things that I can keep in mind as a manager of a team, and how we will impact the business? What can I do as an employee to help my manager be better? What are some of the challenges with onboarding today? Ted's Questions Why do companies struggle with retaining revenue? Do you think that short term focus is inherently a bad thing in sales? Key Takeaways Ted uses social media to initiate discussions. Most engagement from Ted's perspective comes from universal experiences/evils and emotional events/personal narratives. Everyone has their own set of struggles. We are trained not to discuss these things. You would think that the universal evils would evolve out, unfortunately, this is not the case. Bad processes are similar to viruses within organizations. Control and relevance are important in a work setting Define success around some parameter. Some of the negative stuff does not cycle out because of these biases. We want to make an impact. Risk, and our interest in mitigating risk, can lead to reinforced complexity. There are psychological components that impact this in work. Mary Barra - commencement - Stanford Business School Do not make it painful to get the simple things done. Manager Understand how the company makes money, and communicate this to your team. Day/Day, Week/Week, start with "What is harder than it should be, what is taking more time than it should be?" - How can I get rid of these things? Know your team, know how they like to be recognized - Adapt and Execute. Employee Know the business Communicate Know where you make an impact Volunteer Own your own development Onboarding - Things to do differently Design the onboarding experience Onboarding should be more transformative, not transactional Document success An interview process is not a one-way street. You are interviewing the customer as well. Customer revenue retention in organizations - why do companies struggle? #1 - we deliver something into the organization to solve a problem, and we actually can't solve the problem. #2 - we set the wrong expectations #3 - we failed on the customer success side of things, we failed to ask if "did we do what we said we would do" Is short-termism a bad thing in sales? Take a long-term oriented focus. Treat people like people Don't make your problems your customer's problems. Look at things through the lens of the customer. Show Links Ted Bauer on LinkedIn Ted on Twitter Ted's Blog - The Context of Things Call To Action How are you changing your workplace for the better? Let us know via twitter, facebook or LinkedIn. Thank You Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform. Ratings & reviews help others discover the podcast - thank you for helping us get our message out to the community. Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn. Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough Product Market Fit ---------------------- Subscribe to the Catalyst Sale Podcast Subscribe via iTunes Subscribe via Google Play Catalyst Sale In every business, in every opportunity, there is someone who can help you navigate the internal challenges and close the deal. There is a Catalyst. We integrate process (Catalyst Sale Process), technology and people, with the purpose of accelerating revenue. Our thoughtful approach minimizes false starts that are common in emerging markets and high-growth environments. We continue to evolve our practice based on customer needs and emerging technology. We care about a thinking process that enables results versus a process that tells people what to do. Sales is a Thinking Process.

Infinite Learning - How Can You Apply It To Your Role? (Repost) This week on the Catalyst Sale Podcast, we discuss Infinite Learning. Specifically, what is it, how you can apply it to your job, how it applies to sales, and how we apply it within Catalyst Sale. Mike Simmons first heard the phrase Infinite Learning on a recent Masters of Scale podcast with Reid Hoffman and Barry Diller. A link to that episode is included in the notes below. Questions Addressed What is the difference between Continuous Learning & Infinite Learning? Is it just another marketing thing? Some learning builds upon other learning. How do you apply infinite learning in this context? How does Infinite Learning impact sales? What can we do differently? Key Takeaways This is a concept discussed on Master's of Scale Podcast w/ Barry Diller Continuous Learning - Natural curiosity, desire to keep learning. If I'm not learning, I'm not getting better Infinite Learning - more of a learning loop - the importance of starting with a beginners mind when you move into a new situation If we anticipate the things we expect to see, it clouds our judgment Jody's experience at the law enforcement academy. The people who were already good, sometimes struggled. Learned behavior/knowledge can result in bad habits that need to be broken You have to "unlearn what you have learned" - Yoda Beginning with a blank slate in customer environments, in other words, a blank whiteboard. Preconceived notions can cloud your judgment Force your mind to empty Stick to the simple questions - who is impacted, how are they impacted, why..., where... Let the story unfold There will always be a fit for Successive Approximation - "The concept was first developed and used by B.F Skinner, who is known for his theories that involve learning behaviors through reinforcement. The theory involves reinforcing behavior that are successively closer and closer to the approximations of the desired, or targeted, behavior." There will always be a place for building on previous knowledge. You are going to learn to walk before you run, learn to run before you sprint. Creativity can be stifled by assumptions - A beginners mind can support and reinforce creativity and innovation. It forces a pause, forces a check to see what you are missing, where are your gaps. Remind yourself to go back to the early curiosity that you had as a beginner. Get back to the basics, ask questions. Call to Action Ask yourself - what can I do differently? Engage with the community via twitter @catalystsale - how are you applying infinite learning concepts? Show Links Masters of Scale Podcast w/ Barry Diller Episode 1 Episode 2 Catalyst Sale Twitter LinkedIn Catalyst Sale Product - Initial Cohort Thank you Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform. Ratings & reviews help others discover the podcast - thank you for helping us get our message out to the community. Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn. Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough Product Market Fit ---------------------- Subscribe to the Catalyst Sale Podcast Subscribe via iTunes Subscribe via Google Play Catalyst Sale In every business, in every opportunity, there is someone who can help you navigate the internal challenges and close the deal. There is a Catalyst. We integrate process (Catalyst Sale Process), technology and people, with the purpose of accelerating revenue. Our thoughtful approach minimizes false starts that are common in emerging markets and high-growth environments. We continue to evolve our practice based on customer needs and emerging technology. We care about a thinking process that enables results versus a process that tells people what to do. Sales is a Thinking Process.

Consistency - How do you Execute and What Tools do you Use? This is the second of a series of podcast episodes where we will focus on sales tactics. This week we discuss the importance of consistency, and how the practice of consistency as a strategy translates into specific tactics. We also discuss some of the tools that help us maintain consistency and execute. Thank you for sharing the Catalyst Sale Podcast with a colleague. Please let us know how you apply the concepts discussed in this episode, via twitter, facebook or LinkedIn. Questions Addressed How is consistency a tactic and not a strategy? How do we treat consistency a tactic? How important are tools when thinking about consistency? What are some of the tools we use to support consistency? Key Takeaways Consistency is actually both a strategy and a tactic. Saying what you do, and doing what you say. This is important both in building rapport and trust. Start with your calendar - block out time to accomplish the things you plan to deliver. Think about the expectations you are setting with your customer based on the behaviors you demonstrate. It is better to be consistent than to average out. You create patterns, these patterns help to create expectations. You can design the approach you take with your customer base. This consistency will help you reveal risk when things that are not consistent pop-up. The Account Planning template can help improve execution through consistent application. Tools can support consistent results. Some of the tools I use follow OneNote Google Docs Calendar/Calendly Slack Whiteboards Catalyst Sale Account Plan Catalyst Sale Call Plan Yellow Legal Pads/Pilot G2 Pen (Jody) Notecards/Pencil (Mike) Use the tool that is right for you. Test new tools, you might find that something new will work for you, you might find that you are better served by returning to older tools. Good things happen when you do the work, not when you think about the work. Call to Action What are some of the tools, techniques, or tactics you use to increase Consistency? Send Listener Questions to us at https://catalystsale.com Show Links Catalyst Sale Call Planning Template Send us your Questions Twitter hello@catalystsale.com Catalyst Sale - Live Chat Catalyst Sale - Podcast List Thank You Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform. Ratings & reviews help others discover the podcast - thank you for helping us get our message out to the community. Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn. Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough Product Market Fit ---------------------- Subscribe to the Catalyst Sale Podcast Subscribe via iTunes Subscribe via Google Play Catalyst Sale In every business, in every opportunity, there is someone who can help you navigate the internal challenges and close the deal. There is a Catalyst. We integrate process (Catalyst Sale Process), technology and people, with the purpose of accelerating revenue. Our thoughtful approach minimizes false starts that are common in emerging markets and high-growth environments. We continue to evolve our practice based on customer needs and emerging technology. We care about a thinking process that enables results versus a process that tells people what to do. Sales is a Thinking Process.

Is Sales an Agile Process? - Repost Is sales agile? Mike and Mike tackle this question of sales in the context of agile methodologies. We also discuss how this development approach applies within the Catalyst Sale Process. Successful sales professionals are agile by design. Whether thinking about how we work with customers or how we work with our team, critical thinking and iteration are core requirements of the job. Mike & Mike also share some experience with cross-functional team communication, process application, setting expectations, and the importance of listening to your customer. Thank you for sharing the Catalyst Sale Podcast with a colleague. Please let us know how you apply the concepts discussed in this episode, via twitter, facebook or LinkedIn. Call To Action How Agile is your Sales Environment? Send Listener Questions to us at https://catalystsale.com Show Links Catalyst Sale Call Planning Template Send us your Questions Twitter hello@catalystsale.com Catalyst Sale - Live Chat Catalyst Sale - Podcast List Thank You Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform. Ratings & reviews help others discover the podcast - thank you for helping us get our message out to the community. Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn. Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough Product Market Fit ---------------------- Subscribe to the Catalyst Sale Podcast Subscribe via iTunes Subscribe via Google Play Catalyst Sale In every business, in every opportunity, there is someone who can help you navigate the internal challenges and close the deal. There is a Catalyst. We integrate process (Catalyst Sale Process), technology and people, with the purpose of accelerating revenue. Our thoughtful approach minimizes false starts that are common in emerging markets and high-growth environments. We continue to evolve our practice based on customer needs and emerging technology. We care about a thinking process that enables results versus a process that tells people what to do. Sales is a Thinking Process.