Robert Cornish

2019, it was about three and a half.

That was actually a really tough year for us, to be honest.

We were actually down.

My mom passed away, and I had to buy out my partner in 2019.

It was a really tough year.

We typically do around four or something, four or better, and it was a rough one for us.

2018 was about four.

Uh, just under five this year.

Yeah, so that would be our enterprise program.

And so what we ended up, we started moving away from transactional and moving into what we refer to enterprise.

And that's looking at the entire sales journey from start to finish.

So when you think about a B2B sale and you think about everything that they go through from the initial contact, initial lead, all the way through to a closed deal, and you start looking at all the gaps in between and think, what do they need if you're in B2B sales selling something that's enterprise?

We look at it from a product box cube that we created, which is basically marketing, sales, training, and customer experience.

By breaking that down to how do we help support all those different things, that's what we did essentially with AT&T.

It just happened with them that they needed a huge amount of training.

We basically ended up mapping out their sales journey.

They were launching DirecTV Now.

the product direct TV now.

And they had like 2,300 sales reps on the ground that needed training.

And there was inconsistencies in terms of what was happening and what they were doing.