Imagine this. Imagine selling into the hospitality space, essentially hotels.

And you just get this territory, your brand new rap, just moved up from sales development rep.

Now you're an A.E. Now you get the chance to close big deals all by yourself.

Ah, but this crazy little pandemic comes around and slows down everything.

And in the hospitals, not hospital, but hotel space, pretty much stops it.

And that's kind of the situation our guest today came to the course

with me at. And I remember it crystal clear because it was right that big month. No one knew

it was going on. He started scheduling one-on-ones., so I did my typical analysis. Where does the deal

stall? What's working? What's not working? What's the feedback you're getting? And we put

together a plan. And I didn't really have that much confidence given the situation that it would be

insanely effective. But it was. And I think we get a lot

out of this lesson today. First is people are always buying. I know there's lots. Everyone's got a

reason why not to, but there are the people who do need what you sell, and the timing

most likely will not be perfect. But how do you create that urgency? How do you get those

deals going, moving, not stalling, approved, purchased? Instead of playing this vendor game. Tell me what it does.

How much is it cost? How much is it cost? How much is it cost? How much is it cost? Oh, it cost too much.

I'll never call you again. And that's kind of that we fall into that trap where we're viewed as a

commodity instead of what we're really doing for our clients.

Hey, Angelo, thanks for joining us today.

It's where you're getting started.

Give us a little background on yourself.

Hey, Brian.

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