• To stand out from other sales professionals do your due diligence what are your prospects: fears, ambitions, values, doubts and motivators?

• Trust has not changed over time.

• Social proof is vital, talking value and not cold calling.

• Be authentic to help people, promoted at scale.

• Personal brand is the vital piece to index ‘trust’.

• How do you listen to an earning call on a prospect?

• How do you gain consensus across committee people involved in process?

• Customer success role and now vital expectation become sales wide and deep, identify new opportunities.