Hey, we got a great one for you today.

Another great sales rep got recommended onto the show, and we happened to have a previous boss

in common, quite a time span between that though.

So we have a similar approach to selling.

And what I really liked about this interview today was that the person has come up with their

process, their paradigm of the world.

And why is this so important?

So many of us have it in our head and we remember it after we need it.

We fall right into the same traps over and over again. We kind of take some

responsibility, but we don't understand the whole game that we're playing. We're reacting,

and that's the natural, that's the default. What we have to do in the large complex sale is be proactive.

Lead the deal. And today we talk about it like a project manager of the deal, where you are

responsible for getting the deal done. Yes, you can have a champion. Yes, they can need it,

want it, and afford it. but the default is for it to get

stuck. And we don't face that until after we have to, instead of from the very beginning,

anticipating how it's going to get stuck and how to keep it moving.

I think you're going to enjoy this interview.

Great person, great salesperson, lots of success, lots of lessons in this episode.

Before we dive in, check out our friends over at CoVideo.

Video email is crushing it.

It is a superpower to be added to many of your superpowers, being able to stay in touch and have them see who you are and how much you care helps build trust, sincerity,

identity, and relationships which are critical in closing these deals.

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