Sean Carson

Yeah, it's a really good question. I wish I had the answer or silver bullet, because if I did, we'd probably be oversubscribed on this session. But I think there's a couple of things at play. One, I think that you got to meet your customers where they're at. And with technology today, I mean, look at how we're having this conversation, it's via Zoom and digital, right?

Yeah, it's a really good question. I wish I had the answer or silver bullet, because if I did, we'd probably be oversubscribed on this session. But I think there's a couple of things at play. One, I think that you got to meet your customers where they're at. And with technology today, I mean, look at how we're having this conversation, it's via Zoom and digital, right?

So 10 years ago, I'd probably be sitting in a studio or you'd be in my office and we'd be having the discussion live. That's much different. What's important is to take the same approach and provide the same type of experience. and elicit the same type of emotional response, be it a partner, a customer, a colleague, whatever that looks like, no matter how you're engaging or interacting with them.

So 10 years ago, I'd probably be sitting in a studio or you'd be in my office and we'd be having the discussion live. That's much different. What's important is to take the same approach and provide the same type of experience. and elicit the same type of emotional response, be it a partner, a customer, a colleague, whatever that looks like, no matter how you're engaging or interacting with them.

And many times, you know, when we're working with clients and partners, you know, we talk a lot about the selling environment and how dynamic it is today and how much it's changing.

And many times, you know, when we're working with clients and partners, you know, we talk a lot about the selling environment and how dynamic it is today and how much it's changing.

how much it will continue to change i think the most important thing to do is anchor in on the experience when you have a meeting with a potential customer when you leave when they leave that meeting are they leaving better informed um feeling good about their business and and what they discussed and with clear and concise next steps on on what it is that they should be focused on you should also if you're a sales professional or a sales leader or a ceo

how much it will continue to change i think the most important thing to do is anchor in on the experience when you have a meeting with a potential customer when you leave when they leave that meeting are they leaving better informed um feeling good about their business and and what they discussed and with clear and concise next steps on on what it is that they should be focused on you should also if you're a sales professional or a sales leader or a ceo

or private equity partner that owns a business should walk away feeling the same exact thing. It shouldn't matter whether you're texting somebody or meeting them through Zoom, having a coffee with them, talking to them at a trade show, or meeting person to person and face to face.

or private equity partner that owns a business should walk away feeling the same exact thing. It shouldn't matter whether you're texting somebody or meeting them through Zoom, having a coffee with them, talking to them at a trade show, or meeting person to person and face to face.

You really want to just ensure that those activities are driving those key outcomes based on the type of time that you have with those individuals. And I think if you focus on that, if somebody wants to meet via Zoom, great, meet via Zoom. Show up, be professional, ask the right types of questions, be what I would call professional.

You really want to just ensure that those activities are driving those key outcomes based on the type of time that you have with those individuals. And I think if you focus on that, if somebody wants to meet via Zoom, great, meet via Zoom. Show up, be professional, ask the right types of questions, be what I would call professional.

interested uh and curious before you're being critical and then you know give them the opportunity to learn and and get that sense from you as well so that you have a commonality that helps you continue to collaborate and look to accomplish the the same objective right and i think that's a really important component of how people should focus their commercial efforts today

interested uh and curious before you're being critical and then you know give them the opportunity to learn and and get that sense from you as well so that you have a commonality that helps you continue to collaborate and look to accomplish the the same objective right and i think that's a really important component of how people should focus their commercial efforts today

the opportunity to make a material impact for people. Everything that I do and that my company does really boils down to that. Like if we make promises and execute and deliver against them, you know, it's going to have a positive impact on the people that we're working with, which in turn is going to have a positive impact on us. And, you know, we don't lose sight of that focus.

the opportunity to make a material impact for people. Everything that I do and that my company does really boils down to that. Like if we make promises and execute and deliver against them, you know, it's going to have a positive impact on the people that we're working with, which in turn is going to have a positive impact on us. And, you know, we don't lose sight of that focus.

And that's something that, you know, we care deeply about. And that's what gets me up every single day.

And that's something that, you know, we care deeply about. And that's what gets me up every single day.

Thanks, Scott.

Thanks, Scott.