The Sales Evangelist

Selling the Price Increase | Jeb Blount - 1587

19 Aug 2022

Contributed by Lukas

In today’s episode of The Sales Evangelist, Donald is joined by frequent guest and CEO of Sales Gravy, Jeb Blount, to discuss an important (and ofte...

Six Things Sellers Can do to Make Themselves Memorable to any Prospect | Casey Jacox - 1586

15 Aug 2022

Contributed by Lukas

Many buyers see sellers as a commodity. While the goal of every seller is to close more deals, how are you supposed to do that without being memorable...

How Modern Sellers Can Stand Out | Amy Franko - 1585

12 Aug 2022

Contributed by Lukas

The modern seller is exceptional in their industry and knows what to do to add value to prospects, keep a full pipeline, and close more deals. But how...

How To Make Yourself Irreplaceable | Chris Morrison - 1584

08 Aug 2022

Contributed by Lukas

Creating and maintaining a full and robust pipeline of high-quality leads and sales is dramatically easier when utilizing a trust-based sales strategy...

Breaking Into Large Accounts Without Wasting Your Whole Day on Your Feed | Joe Apfelbaum - 1583

05 Aug 2022

Contributed by Lukas

Believe it or not, changing your sales communication strategy can be all you need to close more sales! In today’s episode of The Sales Evangelist, D...

5 Underutilized LinkedIn Features That Can Give You More Leads This Week | Donald Kelly - 1582

01 Aug 2022

Contributed by Lukas

Some salespeople say LinkedIn doesn’t work for their industry. But LinkedIn is effective! (Chances are, you’re simply not using the platform corre...

Why Your Sales Team's Tech Tools Should Act as a GPS and Not a Map | Chris Shutts - 1581

29 Jul 2022

Contributed by Lukas

In pretty much any team dynamic, some will perform at their best and some less than up-to-par. So how can we utilize our tech stack to help low-perfor...

Getting The Right People Involved In Landing Larger Deals | Cheryl Parks - 1580

25 Jul 2022

Contributed by Lukas

Believe it or not, anyone can go from small-scale deals to multi-million dollar closes. In today’s episode of The Sales Evangelist, Donald is joined...

How Pay Parity, Pay Transparency and Top of Market Comp are Helping This CRO Build a World Class Team | Steve Travaglini - 1579

22 Jul 2022

Contributed by Lukas

Unsurprisingly, most people work to get paid (a wild concept, I know.) Despite that, navigating and creating a proper pay scale for sales teams is a s...

3 Key Elements to Create High Performing Teams | Dan Zavorotny - 1578

18 Jul 2022

Contributed by Lukas

Sellers often look for the newest tool, software, or strategy to find success and increase performance. However, improving the core elements of sales ...

Stop Personalizing Your Cold Outreach, Do This Instead | Jordan Crawford - 1577

15 Jul 2022

Contributed by Lukas

This is a conversation we need to have. Cold outreach is one of the core tenants of successful sellers, right? In today’s episode of The Sales Evang...

5 Things The Best Sales Focused Companies Have In Common | Donald Kelly - 1576

11 Jul 2022

Contributed by Lukas

Not all companies are created equal. Five key differentiators separate the cream of the crop for sales and sale-focused companies. In today’s episod...

My 8-Step Process to Closing Your Next Deal | Cole Gordon - 1575

08 Jul 2022

Contributed by Lukas

Closing your next sales deal can be as easy as eight steps! In today’s episode of The Sales Evangelist, Donald is joined by the founder and owner of...

Why Most Sales Teams are Only Closing at 17% | Scott Savage - 1574

04 Jul 2022

Contributed by Lukas

When you have the intention to change your sales approach, the behavior follows suit. In today’s episode of The Sales Evangelist, Donald is joined b...

My Journey from Relationship Builder to a Challenger | Jennifer Allen - 1573

01 Jul 2022

Contributed by Lukas

Most modern sales methodologies focus on building rapport and trust with the prospect; challenging the prospect’s beliefs to make better deals is a ...

The Modern Way to Build Credibilty & Rapport | Mark Donnigan - 1572

27 Jun 2022

Contributed by Lukas

Marketing and sales alignment is pivotal in the modern era of sales, and building credibility and rapport in your communication for all departments is...

Competitive Collaboration: Necessary Friction Between Sales & Marketing | Gregg Ames - 1571

24 Jun 2022

Contributed by Lukas

An alignment between sales and marketing inspires the competitive collaboration needed to develop consistent business growth that is scalable across t...

Modernizing Your Enterprise Sales Strategies | Jesse Rothstein - 1570

20 Jun 2022

Contributed by Lukas

Selling is constantly evolving. There are techniques and strategies you should implement today to set a precedent for long-term success for those look...

3 Ways To Modernize Your Sales | Donald Kelly - 1569

17 Jun 2022

Contributed by Lukas

How can you modernize your sales approach to stay up to date on your and your team’s sales approach? In today’s episode of The Sales Evangelist, D...

Top Seller's Habits That The Average Seller Typically Misses | Ian Koniak - 1568

13 Jun 2022

Contributed by Lukas

Many top sellers using account-based selling are within large tech and SaaS companies. In today’s episode of The Sales Evangelist, Donald is joined ...

No More "Spray and Pray:" How Crunchbase Enables Account-Based Selling | Ang McManamon - 1567

10 Jun 2022

Contributed by Lukas

The days of “spray and pray” selling are over. So how can sellers maintain a consistently full pipeline of prospects and leads? Through targeted a...

How to Know if Your Deal is Going South Sooner than Later | Andee Harris - 1566

06 Jun 2022

Contributed by Lukas

Sometimes the best way to close more deals isn’t by adding new people to your pipeline (though that’s always a good thing.) Instead, the best thin...

Generating More High Quality Leads Without Ads | Mike Moll - 1565

03 Jun 2022

Contributed by Lukas

Whether you’re the person in charge of leads, a small business owner, or anyone looking to do more business through prospecting (which should be eve...

Negotiate on Emotion Not Logic | Andres Lares - 1564

30 May 2022

Contributed by Lukas

Creating a mindset for sales involves building credibility and rapport with the prospect, that’s always been clear. But should we apply logic or emo...

Best Modern Selling Strategies For 2022 | Donald Kelly - 1563

27 May 2022

Contributed by Lukas

Staying ahead of the curve and the competition is the key to getting ahead as a seller. In today’s episode of the Sales Evangelist, Donald discusses...

What is Sales Enablement and How It Should Work | Roderick Jefferson - 1562

23 May 2022

Contributed by Lukas

Sales enablement isn’t just for major corporations; it’s for businesses of all sizes. In today’s episode of The Sales Evangelist, Donald is join...

How to Eliminate the Sales Stack Drag on Your Sales Team | Pouyan Salehi - 1561

20 May 2022

Contributed by Lukas

Many salespeople are bombarded with countless tech tools to make their lives easier. But what if one tool helped unify your department’s sales proce...

Three Reasons Why I Created A Business Development Event | Donald Kelly - 1560

18 May 2022

Contributed by Lukas

You can’t keep begging for a piece of the pie; you need to bake the whole pie yourself! In today’s episode of The Sales Evangelist, Donald discuss...

Sell It Like A Mango - A New Seller's Guide to Closing More Deals | Donald Kelly - 1559

17 May 2022

Contributed by Lukas

In today’s special episode of The Sales Evangelist, Donald discusses the highlights of his new book! Sell It Like a Mango, available on Amazon or a...

How to Land More Enterprise Deals Using Relationship Mapping | Jamie Shanks - 1558

16 May 2022

Contributed by Lukas

Social selling is a topic many salespeople are familiar with. In today’s episode of The Sales Evangelist, Donald is joined by the CEO of Pipeline Si...

Here is What We Have in Our Sales Stack and Why | Andrew Velker - 1557

13 May 2022

Contributed by Lukas

Every seller wants the same things: more prospects and more sales. So why not use the best tools to help you get there? In today’s episode of The Sa...

Common Issues Sales Teams Face Regarding Their Sales Stack | Donald Kelly - 1556

09 May 2022

Contributed by Lukas

Sales teams are constantly looking for ways to maximize productivity and increase sales, and tech stacks are a big part of that goal. Only sometimes, ...

How to Negotiate Without Manipulating Your Prospects | Susie Tomenchok - 1555

06 May 2022

Contributed by Lukas

In today’s episode, Donald is joined by executive coach Susie Tomenchok to learn how sales professionals can master the skill of negotiating without...

An Unconventional Strategy to Building Rapport | Collin Mitchell - 1554

02 May 2022

Contributed by Lukas

One of the best ways to build rapport with prospects is through their topics of interest. (And what better way to do that than by podcasting?) In toda...

Build Rapport The Way Your Prospects Want To Connect | Darren Reinke - 1553

29 Apr 2022

Contributed by Lukas

As a salesperson, you (hopefully) enjoy interacting with your prospects. However, a typical sales mistake is forcing the prospect to fit our communica...

Three Things Sellers Get Wrong When Building Rapport | Donald Kelly - 1552

25 Apr 2022

Contributed by Lukas

Building rapport with prospects is the bridge that fosters trust needed to move through the sales process. In today’s episode of The Sales Evangelis...

Five Ways to Know Your Customer's Ecosystem | Glenn Poulos - 1551

22 Apr 2022

Contributed by Lukas

In today’s episode of The Sales Evangelist, Donald is joined by author, speak, and co-founder of Gap Wireless, Glenn Poulos, to discuss five ways to...

How I Overcame My Biggest Sales Objection | Spencer Jan - 1550

18 Apr 2022

Contributed by Lukas

No matter what level of sales you’re in, you are bound to encounter objections. In today’s episode of The Sales Evangelist, host Donald Kelly is j...

A Powerfully Simple Formula For Objection Handling | Ryann Dowdy - 1549

15 Apr 2022

Contributed by Lukas

Objections can strike fear into the hearts of salespeople everywhere. But what if there’s a simple formula to handle objections with confidence? In ...

A Different Way to Look at and Tackle B2B Objections | Art Harding - 1548

11 Apr 2022

Contributed by Lukas

In today’s episode of The Sales Evangelist, Donald is joined by COO of People.ai Art Harding. With twenty years of experience in the industry, he’...

Overcoming Objections With A Servant's Heart | Jim Doyle - 1547

08 Apr 2022

Contributed by Lukas

The pushy salesperson is still the preemptive perception many people think of when they think of salespeople, but in today’s world, that image is no...

Three Things You Must Understand About Objections | Donald Kelly - 1546

04 Apr 2022

Contributed by Lukas

When most people think of objections, they think of what stops a deal from progressing. Today’s episode launches the next series on The Sales Evange...

The Most Effective Way to Build Pipeline & Close More Deals in 2022 | Bill Golder - 1545

01 Apr 2022

Contributed by Lukas

In today’s episode of The Sales Evangelist, Donald is joined by Chief Revenue Officer for Service Express, Bill Golder, to learn his strategy to bui...

The Art and Science of Forecasting | Sarah Lash - 1544

28 Mar 2022

Contributed by Lukas

We've learned multiple perspectives in our series over forecasting that help create a more accurate and beneficial forecast. But how can you take your...

Top Sales Outlook For 2022 And Its Impact on Forecasting | Tom Pisello - 1543

25 Mar 2022

Contributed by Lukas

Forecasting (and really all parts of selling) grows more successful when you communicate value. In today’s episode of The Sales Evangelist, Donald i...

Why Your Sales Forecast is Not Accurate and How to Fix It | Nabeil Alazzam - 1542

21 Mar 2022

Contributed by Lukas

Creating a valuable and accurate sales forecast is dependent on your ability to anticipate the success of sales. So how does the founder and CEO of fo...

The Things Every Seller Must Know About Forecasting | Donald Kelly - 1541

18 Mar 2022

Contributed by Lukas

Today’s episode of The Sales Evangelist launches a new series on forecasting! When it comes to forecasting, there are a ton of strategies and tactic...

The Entry Point to Closing More Deals | Phillip Stutts - 1540

14 Mar 2022

Contributed by Lukas

While mastering closing is critical, understanding how to open with a data-driven approach is a powerful component to help find and complete more deal...

How to Mentally Prepare for a Successful Discovery Call | Isaac Ho - 1539

11 Mar 2022

Contributed by Lukas

The best way to have a great discovery call is by mentally preparing for the call beforehand. But what’s the best way to do this? In today’s episo...

How To Properly Conduct a Discovery Call & Not Scare Away Your Prospect | Jeremy Miner - 1538

07 Mar 2022

Contributed by Lukas

Discovery calls are thought to be a challenging element for almost any salesperson. But what if we were to tell you there’s a way to see more succes...

How to Use Text Messages to Increase Discovery Call Show Rate | Chris Brisson - 1537

04 Mar 2022

Contributed by Lukas

While setting up discovery calls is the first half of the battle, the other half is getting the prospect to show up. And a great solution to drive att...

7 Discovery Call Mistakes You Need to Fix | Donald Kelly - 1536

28 Feb 2022

Contributed by Lukas

Discovery calls aren’t just the first part of the process - they’re where the close begins. In today’s episode of The Sales Evangelist, Donald w...

Mentally Program Yourself to Become a Prospecting Expert | A.J. Vassar - 1535

25 Feb 2022

Contributed by Lukas

Prospecting is a critical element of the sales process. After all, how can you expect new business if you aren’t finding new prospects who can benef...

How to Find Mentors and Coaches to Help You Reach Your Goals | Gabrielle Blackwell - 1534

21 Feb 2022

Contributed by Lukas

It’s no secret that mentors and coaches can be the extra push that gets us to the top. But how can we go about finding great mentors? In today’s e...

Sell Without Selling Out | Andy Paul - 1533

18 Feb 2022

Contributed by Lukas

Many salespeople rely on assumptions about salespeople - think the cringe-inducing car salesman from movies. But while there’s truth in its origins,...

How to Convert Connections to Conversations with LinkedIn | Bill McCormick - 1532

14 Feb 2022

Contributed by Lukas

More people use LinkedIn now than ever before. Is it the promised land? Not quite. But it’s still an excellent resource to find leads, start convers...

How Do I Get Enterprise Buyers to Watch My Videos? | Tyler Lessard - 1531

11 Feb 2022

Contributed by Lukas

Video is one of the most successful and valuable tactics salespeople can implement to land more meetings and reach higher sales goals. But it can be c...

Speed to Lead: Converting New Web Visitor Interest to Revenue | Nicolas Vandenberghe - 1530

07 Feb 2022

Contributed by Lukas

Converting web leads is the dream for virtually every B2B company. What if we told you there’s a way to increase the conversion rate for web visitor...

Two Things Your Prospect Want To Know On Your Cold Call | Donald Kelly - 1529

04 Feb 2022

Contributed by Lukas

There aren’t many people in the world who look forward to cold calling. (And if you're one of those people, you deserve an award.) But if you want t...

7 Steps to Making 7 Figures in Enterprise SaaS Sales | Brandon Fluharty - 1528

31 Jan 2022

Contributed by Lukas

Many salespeople dream of reaching the illustrious seven-figure earners club. But how can you achieve this goal? In today’s episode of The Sales Eva...

90 Days to Revolutionize Your Thinking | Brad Sugars - 1527

28 Jan 2022

Contributed by Lukas

As we enter the new year, there’s no time like the present to set new goals and embrace the productive mindset you’ve always wanted. In today’s ...

How B2B Sellers Can Sell Differently and Earn More Money | Lee B. Salz - 1526

24 Jan 2022

Contributed by Lukas

Differentiation is critical when operating as a B2B seller. But what’s the best way to differentiate and ensure you earn more money? In today’s ep...

The 5-Step Formula That Will Rewire the Brain to Think Like a Sales Pro | Natasha Hemmingway - 1525

21 Jan 2022

Contributed by Lukas

For many salespeople, a change in mindset encourages growth as you cultivate your sales practice. And on today’s episode of The Sales Evangelist, Do...

Five Misconceptions Most Salespeople Struggle With About Mindset | Donald Kelly - 1524

17 Jan 2022

Contributed by Lukas

Many salespeople have a misconstrued mindset about mindset itself, hindering success and costing more money. In today’s episode of The Sales Evangel...

Sales Challenges in a Fully Remote or Hybrid Environment | Richard White - 1523

14 Jan 2022

Contributed by Lukas

Remote and hybrid work environments can be challenging. Back-to-back Zoom calls quickly blur together, and many salespeople find that, even with note-...

You Can't Do Everything | Gina Trimarco - 1522

10 Jan 2022

Contributed by Lukas

Back-to-back meetings can drain your mental energy and, subsequently, your commission check. Working a hybrid of virtual and in-person work can be cha...

Scaling Teams Across Countries, Cultures, and Continents | Jerry Brooner - 1521

07 Jan 2022

Contributed by Lukas

Without sales, companies wouldn’t generate revenue! And with hundreds of thousands of niches and topics for sales professionals, creating an effecti...

Three Mistakes Salespeople Make When Setting New Year Goals | Donald Kelly - 1520

03 Jan 2022

Contributed by Lukas

It’s easy to make simple mistakes when setting goals for the new year, especially if you quickly fall back into the same habits as you did the previ...

Best of 2021 Episode | Donald Kelly - 1519

31 Dec 2021

Contributed by Lukas

Today’s special episode of The Sales Evangelist Podcast looks back on five of the best episodes of 2021. (If you were wondering, yes, it was a tough...

Here is How I am Prepping for 2022 | Donald Kelly - 1518

27 Dec 2021

Contributed by Lukas

As we move into 2022, there’s no time like the present to set new goals and be prepared for the year ahead. So what is Donald doing to prepare for 2...

Best Sellers In History – “Jesus Christ” | Donald Kelly - 1517

24 Dec 2021

Contributed by Lukas

Disclaimer: This episode isn’t to convince listeners to become Christians; it’s to highlight how Jesus Christ persuaded people (a crucial sales tr...

5 Phone Cold Outreach Strategies To Use In 2022 | Rachel Pitts - 1516

20 Dec 2021

Contributed by Lukas

Cold outreach can be the worst part of your day for most salespeople. But if you had an easy-to-follow strategy, would that make it better? (Our answe...

How to Make Your Initial Zoom Meetings More Engaging Whether You Can See Your Customer or Not | Julie Hansen - 1515

17 Dec 2021

Contributed by Lukas

While we might be in a post-pandemic world, the myriad of zoom calls is here to stay. But, for any professional, creating and maintaining professional...

How "The Practice" and Being Different Can Help Sellers Connect With More Prospects | Seth Godin - 1514

13 Dec 2021

Contributed by Lukas

We could spend hours discussing the importance of honing your craft. But, whether it’s perfecting your golf swing, mixing the perfect cocktail, and ...

Boost Engagement Through Prospect-Centered Selling | David Smith - 1513

10 Dec 2021

Contributed by Lukas

Selling can be a complicated process, especially when prospects have multiple objections to your solution. In today’s episode of The Sales Evangelis...

How to Use Follow Up to Increase Sales Up to 60% | Daphne Thomson - 1512

06 Dec 2021

Contributed by Lukas

Studies show it takes 8-12 touchpoints to convert a prospect to a client, yet many salespeople give up after the first one or two. In today’s episod...

What Exactly is Sales Engagement? | Donald Kelly - 1511

03 Dec 2021

Contributed by Lukas

When we dive into the nitty-gritty of sales, there’s a critical difference between sales engagement and sales enablement. While both are important, ...

Everything You Need to Know About Selling to Enterprise Organizations | Thomas Niewiara - 1510

29 Nov 2021

Contributed by Lukas

Account-based selling isn’t like your typical sales procedure. While both take skill and finesse, Account-based selling requires mastery over both y...

3 Things Your Company Must Do To Successfully Implement Account-Based Marketing | Lisset Sanchez-Schwartz - 1509

26 Nov 2021

Contributed by Lukas

ABM (or account-based marketing) is the latest buzzword in the sales world, but how can we integrate this strategy within an existing marketing strate...

Insight-Led Selling: Adopting an Executive Mindset to Learn How Buyers Think | Dr. Stephen Timme & Melody Astley - 1508

22 Nov 2021

Contributed by Lukas

How can you interact with potential buyers (especially enterprise clients) that encourage a dialogue? After all, landing the sale isn’t the only par...

Professional Gatekeepers Advice for Connecting with Decision Makers | Natasha Bowles - 1507

19 Nov 2021

Contributed by Lukas

Gatekeepers: the infamous villains of the sales world. Regardless of industry, most high-level executives employ some type of executive assistant or s...

Why Transforming Your Mindset Before Coordinating a Sale Makes All the Difference for Your Numbers | Robert Workman - 1506

15 Nov 2021

Contributed by Lukas

Like with any job, your sales performance will be far better with the proper mindset. A focused attitude, combined with a strong feeling of self-worth...

How To Develop Your Account-Based Strategy Outreach Messaging | Scott Leese - 1505

12 Nov 2021

Contributed by Lukas

Whether or not you and your business utilize account-based selling, you won’t obtain the sales figures you want without the right messaging and comm...

What Exactly is Account Based Selling? | Donald Kelly - 1504

08 Nov 2021

Contributed by Lukas

Every salesperson has been in this situation at some point: marketing delivers a handful of leads, only for nobody to respond after you initiate conta...

Why You Need To Become A Data Driven Sales Seller ASAP! | Peter Kazanjy - 1503

05 Nov 2021

Contributed by Lukas

Embracing the technological capabilities of the modern-day isn’t just a good idea; it’s a necessity. On today’s episode of The Sales Evangelist,...

Why the Decision To Own or Outsource Your SDR Team Is So Important | Mike Farrell - 1502

01 Nov 2021

Contributed by Lukas

To own or not to own, that is the question. In today’s episode of The Sales Evangelist, Donald is joined by Mike Farrell, who specializes in outsour...

Why Businesses That Invest in Branding Will Win Out Over Those That Don’t | Marc Gutman - 1501

29 Oct 2021

Contributed by Lukas

Branding is way more than the marketing or the marketing team - it’s establishing and helping people realize you’re an authority. In today’s epi...

Celebrating 1500 Episodes! | Donald Kelly - 1500

25 Oct 2021

Contributed by Lukas

It’s time to celebrate The Sales Evangelist’s 1500th episode! To celebrate this milestone, today’s episode is a little different. Rather than br...

How to Multi-Thread Throughout the Organization | Amy Hrehovcik - 1499

22 Oct 2021

Contributed by Lukas

A common problem for salespeople is interacting solely with just one stakeholder. But in reality, involving multiple people is the perfect strategy to...

Be Customer-Centric or Die | David Henzel - 1498

18 Oct 2021

Contributed by Lukas

It’s the golden rule of life: treat others the way you want to be treated. As sales professionals, you do this by playing the long game, building re...

The Future of Sales Management Will Be About Managing Technology | Derrick Williams - 1497

15 Oct 2021

Contributed by Lukas

The future of sales is evolving, with the main components of modern selling being drastically different from the pillars of sales twenty years ago. Na...

5 Steps Leaders Can Take Immediately to Chart a Course to Customer Loyalty and Results | Brad Cleveland - 1496

11 Oct 2021

Contributed by Lukas

From small entrepreneurial startups to major corporations, customer loyalty and customer service are vital for business. After all, without customers,...

Why Has the Global Education System Overlooked Sales? | Paul Fifield - 1495

08 Oct 2021

Contributed by Lukas

With every other major field in the business world, professionals undergo years of training and education to learn the standard practices, techniques,...

Developing the Mental Stamina For Sales | Janice B. Gordon - 1494

04 Oct 2021

Contributed by Lukas

Because of the hustle and bustle salespeople experience each day, it can be challenging to be our most focused and productive selves. So what steps ca...

3 Things Every Seller Needs To Know About The Future of Selling | Donald Kelly - 1493

01 Oct 2021

Contributed by Lukas

Where is the future of selling? The future of selling is here. For anyone thinking of joining the professional sales world, or who knows someone who w...

Ship Great Products and Thrive in Crowded Markets | Ved Rasic - 1492

27 Sep 2021

Contributed by Lukas

Sometimes all it takes to differentiate from the competition successfully is to think past the first solution. In today’s episode of The Sales Evang...

Why Me if All Other Metrics are the Same? | Thomas Capraro - 1491

24 Sep 2021

Contributed by Lukas

You can differentiate in more ways than one. In today’s episode of The Sales Evangelist, Donald is joined by Thomas Capraro to learn what he did to ...

Speaking Your Customer's Language | Shaheem Alam - 1490

20 Sep 2021

Contributed by Lukas

A fundamental aspect of sales is communication (that much is obvious.) But no matter how good at communicating you are, if you’re speaking a differe...

The Power of the Proposal | Kyle Racki - 1489

17 Sep 2021

Contributed by Lukas

Email, cold calls, and LinkedIn messages are all great avenues to connect with your prospect.  But perhaps the most underutilized component of the sa...

Standing Out in a Crowded Market | Mark Harari - 1488

13 Sep 2021

Contributed by Lukas

When it comes to sales, standing out from the competition often comes down to how successfully you differentiate yourself from competitors. But how ca...