Some of us started off in sales, but a lot of us move into sales, and today's

guest comes from the lovely department of procurement. So we're going to have

some interesting topics to dig into. But if you listen to people and how they

transitioned from a procurement, almost the opposite of sales, isn't it? Into

sales, and the motivation behind it and the journey of how to develop the

skills. And this is the critical part because when we develop the skills, we tend

to get a little too comfortable. And after a few years, we get the skill, the

confidence, the charisma, the charm in front of our clients. And then we make

the mistake of thinking that when we're not in front of the client, that our

deals are just as charming and charismatic as we are. And they may be. But we need

to be a little insecure about our deals, just a little. To see if we can find

the holes, find the things that could go wrong, that most likely will go

wrong. Because the complex sale is one trap right after another. And it's all

about preparation, because the repair is near impossible. Let's get into this

interview. At the end, I'll sum it up. And if you happen to be in the courses,

make sure you check them out the office hours. And I did an interesting video

yesterday on what I call love letters. You know, the emails that we send and

we said, love 15 minutes of your time. Love to give you a demo. Love to hear

what's going on. And it's not just the word love. Granted, it's kind of

overused, diminished. And the feedback I got was, what else can we do? You can

start a conversation and get a meeting. And I don't mean to be elusive. I

mean to share that it's a skill. It's not just a script. Today, everybody thinks

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