Chris Orlop

Okay.

This is one indicator, not the only, of inefficiency in growing SaaS businesses.

So the question is, where did you end up last year?

There's nothing right here, so I have to keep looking back at this.

Welcome to the most awkward presenter of SaaS Open.

And where will you end up this year?

And what's the delta between those two?

And what actions are you going to take to make your new trajectory?

What's that Einstein quote?

I'm about to butcher it, but if you did the same thing last year, I'm sure he was referring to sales.

That's the definition of insanity if you're expecting new results.

Something like that.

Einstein was clearly more eloquent than me.

Is my mic coming through okay to you guys?

Okay, cool.

So I have one goal in the short amount of time we have together today.

And it's to give you a raise.

If you're an individual seller, it's to give you a raise.

If you run a business, it's to give your business a raise through some of the techniques that you're going to learn.

And I've helped many people, salespeople, entrepreneurs, et cetera, achieve exactly that with some of the techniques that you're going to learn in the next 18 minutes or so.