Jeff Horing

And then eventually it'll elevate to the IC member on that team and say, time to meet the company and let's get you on a plane.

And sometimes we can't get into the company without that meeting.

So we know all the external data points point to hot.

We see that and we're like, okay, that founder does not have an interest in taking a call.

from somebody more junior.

Those junior people have a lot of influence at my firm, so they run my schedule for sure.

But that's a heart to crack and the partners will get jumped on planes.

And I've been this year to Estonia, Sweden,

Today, every meeting was set up by the analyst, which is fun.

The partners that work at other firms, the nice thing they have is that their calendar gets filled up by doing deals, so they can't do more deals.

It's sort of a nice regulator to deal flow.

This sometimes could catch us a little bit because it's so much of what we've done and we've systematized.

That it's relatively easy for us to get my time set up, which is great, but it also means that it can go on forever.

I can't say I'm too busy.

These guys are out there hustling.

I want to make sure that they get the attention they deserve.

It's got a lot of classic sales skills, which is hunger, winning, probably lack of self-awareness.

You'll make a phone call to anybody and not care.

Ability to handle rejection well.

But combined with a lot of content, the really good ones are going to get really deep.