The Sales Evangelist
Episodes
Goal Setting: Translate Your Sales Goal into Meaningful Daily Activities | Joel Malkoff - 1387
28 Dec 2020
Contributed by Lukas
Many sellers have sales goals but we must focus on making sales goals a part of your daily activities. Letās join Joel Malkoff and Donald as they ta...
Goal Setting: Christmas Day - The TSE Team Pitches Its Wishlists to Santa | Donald Kelly/TSE Team- 1386
25 Dec 2020
Contributed by Lukas
In this episode, we get to know The Sales Evangelists team and what they do for TSE as they share with Santa Claus what they want for this Christmas.Ā ...
Goal Setting: Things to Know Before You Set Sales Goals | Jermaine Wishart - 1385
23 Dec 2020
Contributed by Lukas
Before you jump into creating a goal, make sure the goal is a SMART goal. It's S for specific, M for measurable, A for attainable, R for realistic, an...
Goal Setting: What are SMART Sales Goals and How Important Are They For You? | Donald Kelly - 1384
21 Dec 2020
Contributed by Lukas
We set goals and we try to achieve them. The truth is, however, goals must meet a few requirements for them to be achievable. You need SMART sales goa...
Goal Setting: Top Goal-Setting Mistakes Salespeople Make (and How You Can Avoid Making Them) | Jason Scott Earl - 1383
18 Dec 2020
Contributed by Lukas
Sales people have so many goals they are working toward itās inevitable that there will be goal-setting mistakes made along the way. In this episode...
Goal Setting: The Number 1 Reason You Don't Hit Your Goals | Donald Kelly - 1382
16 Dec 2020
Contributed by Lukas
There can be several reasons why youāre not hitting your sales goals. Today we discuss the number 1 reason you donāt hit your goals. Accomplishing...
Productivity: How to Ensure that Admin Tasks Donāt Overwhelm Your Day | Anthony Iannarino - 1381
14 Dec 2020
Contributed by Lukas
Sales reps can get overwhelmed with administrative tasks without even realizing it. In this episode, Anthony Iannarino talks about ways to ensure that...
Productivity: Maximize Sales Productivity When Working With a Remote Team | Brad Jeavons - 1380
11 Dec 2020
Contributed by Lukas
Due to the pandemic, most businesses have transitioned to working remotely. In this episode youāll learn how to maximize sales productivity when wor...
Productivity: "I Feel Unproductive Every Day" | Andres Esocbar - 1379
09 Dec 2020
Contributed by Lukas
There are times that we feel unproductive. How do you combat that feeling? Join Donald and Andres as they talk about the lack of productivity and how ...
Productivity: How to Maintain Your Sales Productivity Even While Working From Home | Jas Takhar - 1378
07 Dec 2020
Contributed by Lukas
Ensuring sales productivity while working from home may still be a challenge for many people. How do you maintain sales productivity even with the wor...
Productivity: How Can You Ensure That Your Team Spends Its Time Actually Selling? | Skip Miller 1377
04 Dec 2020
Contributed by Lukas
Sales leaders, are members of your team really using their time to prospect and sell? How do you know if your team actually spends their time working ...
Productivity: Why We Changed Up The Show | Donald Kelly 1376
02 Dec 2020
Contributed by Lukas
Change is the only constant in this world and The Sales Evangelist Podcast is no exception. TSE has changed over the years and another is on the horiz...
TSE 1375: Looking Back/Looking Forward - The Secret To Closing More Deals
30 Nov 2020
Contributed by Lukas
The goal for salespeople is to close more deals. In this episode, Sean Doyle talks about the secret to closing.Ā Sean M. Doyle is with FitzMartin, a ...
TSE 1374: Why Direct Mail is the New Email
27 Nov 2020
Contributed by Lukas
There are many things we can look forward to with direct mail. In this episode, Chelsea Martin, the co-owner of Nomās Bake Shop, talks about how dir...
TSE 1373: Best Metrics to Help B2B Companies Gauge Success
25 Nov 2020
Contributed by Lukas
There are many metrics in measuring B2B success. In this episode, Darrell Amy brings us some of the best metrics for B2B companies.Ā Getting to know ...
TSE 1372: Convert Prospects Using Text Messaging Tactics
23 Nov 2020
Contributed by Lukas
There are many ways you can convert prospects to clients but one way is by using text messaging tactics. What are these tactics? In this episode, Matt...
TSE 1371: How to Schedule More Sales Appointments Using Crmble.com
20 Nov 2020
Contributed by Lukas
Crumble is a great tool to help sales reps schedule more sales appointments. In this episode, Joseph Villegas talks about how to use the tool more eff...
TSE 1370: Meet Revenue By Understanding the Buyer's Journey
18 Nov 2020
Contributed by Lukas
Getting to know Christina Mautz Christina is the chief marketing officer and head of sales at Moz, an SEO platform search engine optimization.Ā Ā Kno...
TSE 1369: Using Your Unique Selling Proposition to Generate Good Sales Questions
16 Nov 2020
Contributed by Lukas
Getting to know Kim Fredrich Kim Fredrich helps small business sales reps feel more comfortable and confident about having sales conversations. With t...
TSE 1368: Emotional Intelligence for Sellers: Be Kind
13 Nov 2020
Contributed by Lukas
Emotional intelligence is an important factor in making sales reps effective in their jobs.This includes being kind throughout your business practice....
TSE 1367: The Real Reason Why You Are Having "Bad Luck" When Prospecting
11 Nov 2020
Contributed by Lukas
Prospecting is not an easy part of the sales process and sometimes, sales reps donāt have much luck with it. How do you change your luck for prospec...
TSE 1366: How Hook Points Draw People Into Stories
09 Nov 2020
Contributed by Lukas
How do you grab your prospectsā attention? Sales reps all have their unique strategies and in this episode, Brandan Kane talks about his methods on ...
TSE 1365: Crafting an Effective Outreach Message That Gets Responses
06 Nov 2020
Contributed by Lukas
Getting to know Cody Butler Cody Butler is a marketing coach and consultant for lead generation sales. He helps companies with the toughest aspects of...
TSE 1364: Sales Mindset Training is a Joke!
04 Nov 2020
Contributed by Lukas
Donald didnāt believe in sales mindset training and it affected the sales process. Eventually, that belief changed. In this episode, Donald talks ab...
TSE 1363: Use LinkedIn to Connect With Customers and Win Deals
02 Nov 2020
Contributed by Lukas
Getting to know Joroen Corthout Jeroen Corthout is co-founder and CEO of SalesFlare, an intelligent CRM for SMBs selling B2B. Itās most popular amon...
TSE 1362: How to Manage Autopilot and Increase Sales Effectiveness
30 Oct 2020
Contributed by Lukas
Getting to know Scott Roy and Roy Whitten Scott Roy is the co-founder and CEO of the Whitten & Roy Partnership. Itās a sales consultancy that works ...
TSE 1361: Three Things We Learned Analyzing Over 1 Million B2B Sales Calls
28 Oct 2020
Contributed by Lukas
Getting to know Shruti KapoorĀ Todayās guest is Shruti Kapoor the co-founder of Wingman, a company that looks at the call data to provide overall a...
TSE 1360: From Call to Close: How to Win Deals On the Phone
26 Oct 2020
Contributed by Lukas
Getting to know Martin Heibel Martin Heibelās career has centered around software sales and he is now the co-founder of Ciara, the company where you...
TSE 1359: How to Properly Uncover Customer Pain Points
23 Oct 2020
Contributed by Lukas
Getting to know Adam Springer Ā Adam Springer helps B2B startups with their technical sales process by offering his expertise in building systems to h...
TSE 1358: Politics and Sales: How To Effectively Sell A Candidate
21 Oct 2020
Contributed by Lukas
Getting to know Will Batista and Heidi PetersĀ Heidi is a digital marketing strategist and consultant. She works with Republicans, the candidate camp...
TSE 1357: How B2B Sellers Can Build Brand Loyalty With Customers
19 Oct 2020
Contributed by Lukas
Getting to know Jeff FrommĀ Jeff Fromm has written four books over the last 10 years on Gen Z. He uses thought leadership to stimulate his sales funn...
TSE 1356: Using Past Stories in Your Close
16 Oct 2020
Contributed by Lukas
Using Past Stories in Your CloseĀ Stories are powerful as they can help promote your product or service in many ways. How can you use stories to clos...
TSE 1355: I Don't Need Any More Training!
14 Oct 2020
Contributed by Lukas
I Donāt Need Anymore Training! It's a mistake for salespeople to believe they don't need any more training. This mindset isnāt productive and it c...
TSE 1354: Using Direct Mail To Move Prospects Through Your Funnel
12 Oct 2020
Contributed by Lukas
Using Direct Mail To Move Prospects Through Your Funnel Salespeople use direct mail to move their prospects through their sales funnel but how does th...
TSE 1353: How 5-star Reviews Can Increase Conversion Rates
09 Oct 2020
Contributed by Lukas
How 5-Star Reviews Can Increase Conversion Rates Reviews are a great marketing strategy to increase conversion rates. Have you been using your reviews...
TSE 1352: 4 Steps to Systematic Sales Growth
07 Oct 2020
Contributed by Lukas
4 Steps to Systematic Sales GrowthĀ Salespeople and business owners employ different strategies to achieve sales growth. In this episode, Jimmy Burge...
TSE 1351: Three Skills to Help You Overcome Objections
05 Oct 2020
Contributed by Lukas
Three Skills to Help You Overcome Objections Being in sales, there needs to be a level of optimism but objections are also part of the process. How do...
TSE 1350: How Recognizing Intent Signals Can Help Overcome Objections
02 Oct 2020
Contributed by Lukas
How Recognizing Intent Signals Can Help Overcome Objections Ā Objections are common in sales but many struggle with knowing how to overcome them well...
TSE 1349: Donald Kelly - Vulnerability - The Key to Landing More Sales Appointments In 2020
30 Sep 2020
Contributed by Lukas
Vulnerability - The Key to Landing More Sales Appointments In 2020 Ā The key to surviving this yearās pandemic is being vulnerable. Donald explains...
TSE 1348: The Top Three Issues Killing Your Sales Deals
28 Sep 2020
Contributed by Lukas
The Top Three Issues Killing Your Sales Deals Ā Are your sales suffering because your deals are getting cut off? In this episode we will address some...
TSE 1347: Important Business Lessons You Can Apply Across All Areas of Life
25 Sep 2020
Contributed by Lukas
Important Business Lessons You Can Apply Across All Areas of Life Ā A successful business learns from what it experiences, either through its own his...
TSE 1346: Will B2B Sales Be Impacted by The Elections?
23 Sep 2020
Contributed by Lukas
Will B2B Sales Be Impacted by The Elections? Ā The presidential election of 2020 is coming. The question is, will this impact B2B sales? Letās talk...
TSE 1345: How to Reach Decision-Makers When Selling to Enterprises
21 Sep 2020
Contributed by Lukas
How to Reach Decision-Makers When Selling to Enterprises Ā When selling, we want to talk to the decision makers but how do you reach them in order to...
TSE 1344: Mistakes People Make When Prospecting
18 Sep 2020
Contributed by Lukas
Mistakes Salespeople Make When Prospecting Ā Prospecting is one of the hardest stages in the sales process. Itās where salespeople commonly make mi...
Donald Kelly and Linda - Discuss and Understanding Women Leadership
16 Sep 2020
Contributed by Lukas
Discuss and Understanding Women LeadershipĀ Ā Understanding women leadership is becoming an important facet of sales success today. Women now play t...
TSE 1342: Knowing the Right Time to Ask for the Sale
14 Sep 2020
Contributed by Lukas
Knowing the Right Time to Ask for the Sale Ā Sales is about the timing - when to pitch, when to close, and when to ask for the sale. Sales reps need ...
TSE 1341: How to Reach Executive Decision Makers, and Why They are Listening Right Now
11 Sep 2020
Contributed by Lukas
How to Reach Executive Decision Makers, and Why They are Listening Right Now In previous episodes, weāve covered that sales reps have to touch base ...
TSE 1340: Will Sales Make Me More Confident and Improve My Social Skills?
09 Sep 2020
Contributed by Lukas
Will Sales Make Me More Confident and Improve My Social Skills? Sales is a career where people develop their social skills and deepen relationship bui...
TSE 1339: A Simple Exercise to Understand Your Customers' Values
07 Sep 2020
Contributed by Lukas
A Simple Exercise to Understand Your Customers' Values Solving customer needs are core to any business. For your organization to achieve success, you ...
TSE 1338: How to Be Indispensable to Your Customers
04 Sep 2020
Contributed by Lukas
How to Be Indispensable to Your Customers How can you become indispensable to your customers? Letās learn the important facets of our clientsā bus...
TSE 1337: What To Do When Co-Workers Try To Steal Your Deals
02 Sep 2020
Contributed by Lukas
What To Do When Co-Workers Try To Steal Your Deals Most salespeople respect boundaries and defined territories but human nature can get the best of pe...
TSE 1336: The Secret Weapon for Selling Anything
31 Aug 2020
Contributed by Lukas
The Secret Weapon for Selling Anything Learn the secret weapons for selling in this episode and apply these selling tips to your sales journey as a sa...
TSE 1335: Why Sales Executives Should Look to the Midwest When Hiring After COVID-19
28 Aug 2020
Contributed by Lukas
Why Sales Executives Should Look to the Midwest When Hiring After COVID-19 Ā Sales executives need to plan with optimism. We may not know when the pa...
TSE 1334: Secret Ninja Hack For CRM Updates and Meeting Recaps
26 Aug 2020
Contributed by Lukas
Secret Ninja Hack For CRM Updates and Meeting Recaps The task that many salespeople find cumbersome is updating and maintaining the CRM. If you have C...
TSE 1333: Using Video To Improve Lead Generation
24 Aug 2020
Contributed by Lukas
Using Video To Improve Lead Generation Ā There have been huge improvements in lead generation tools that salespeople can use with much more efficienc...
TSE 1332: Discover Your Strengths, Sell Authentically, Increase Sales
21 Aug 2020
Contributed by Lukas
Discover Your Strengths, Sell Authentically, Increase Sales Ā We all have strengths that will help us become great salespeople. The problem is, we do...
TSE 1331: How Salespeople Can Use Abraham Lincoln's War Strategy To Close More Deals
19 Aug 2020
Contributed by Lukas
How Salespeople Can Use Abraham Lincoln's War Strategy To Close More Deals Ā Abraham Lincoln is one of the most iconic individuals in American histor...
TSE 1330: Becoming the Best Storyteller Possible
17 Aug 2020
Contributed by Lukas
Becoming the Best Storyteller Possible Ā Jim Benton is the CEO of Chorus AI, a leader in conversation intelligence, who helps people understand the c...
TSE 1329: How Sellers Can Build Trust With Buyers in Remote Settings
14 Aug 2020
Contributed by Lukas
How Sellers Can Build Trust With Buyers in Remote Settings Ā Virtual and remote settings are now part of the sales process due to the ongoing pandemi...
TSE 1328: The One Thing Holding You Back From Massive Success
12 Aug 2020
Contributed by Lukas
The One Thing Holding You Back From Massive Success Ā Regardless of the industry we are in, success is the goal, but it isnāt easy to achieve. It t...
TSE 1327: Use virtual tools to do more, in less time, with better outcomes
10 Aug 2020
Contributed by Lukas
Use virtual tools to do more, in less time, with better outcomes Ā Out of necessity, we are moving into a digital world in which almost every step of...
TSE 1326: Using Trello to Manage Business and Sales Efforts
07 Aug 2020
Contributed by Lukas
Using Trello to Manage Business and Sales Efforts Ā Trello is an emerging platform that helps their customers manage and organize tasks. On one scree...
TSE 1325: Donald Kelly - The Number 1 Reason You Hear "I'm Not Interested"
05 Aug 2020
Contributed by Lukas
The Number 1 Reason You Hear "I'm Not Interested" Ā Of course salespeople like to hear positive responses from their prospects but itās not always ...
TSE 1324: How a Power Dialer Streamlines Your Sales Process and Improves Productivity
03 Aug 2020
Contributed by Lukas
How a Power Dialer Streamlines Your Sales Process and Improves Productivity Ā Power dialers improve your sales process and productivity. As a salespe...
TSE 1323: How I Creatively Booked Meetings Using Video
01 Aug 2020
Contributed by Lukas
How I Creatively Booked Meetings Using Video With people being more isolated, the trend of how to set appointments is changing. Salespeople need to be...
TSE 1322: 10 things New Sellers Should Avoid Doing
29 Jul 2020
Contributed by Lukas
10 things new sellers should avoid doing Ā We all make mistakes from time to time but you canāt avoid them if you donāt know theyāre mistakes. ...
TSE 1321: How to Virtually Forge Deep Connections With Prospects
27 Jul 2020
Contributed by Lukas
How to Virtually Forge Deep Connections With Prospects Ā The pandemic has changed the methods of prospecting. Sales is still about connecting with pe...
TSE 1320: What To Do When a Customer Says āNot Yetā To Closing
24 Jul 2020
Contributed by Lukas
What To Do When a Customer Says āNot Yetā To Closing Ā Weāve all gotten a ānot yetā from a prospect and it can be frustrating having that d...
TSE 1319: 5 Things All Sellers Should Do Before Prospecting
22 Jul 2020
Contributed by Lukas
5 Things All Sellers Should Do Before Prospecting Many salespeople find prospecting daunting. Prospecting is one of the most critical actions a sales ...
TSE 1318: What To Do When a Prospect "Ghosts" You
20 Jul 2020
Contributed by Lukas
What To Do When a Prospect "Ghosts" You Ā During these uncertain times salespeople can feel they are being āghostedā by prospects.Ā Someone who ...
TSE 1317: How a Steady Referral Rate Generated More Than 900 Authentic Testimonials
17 Jul 2020
Contributed by Lukas
How a Steady Referral Rate Generated More Than 900 Authentic Testimonials Ā A great way to increase the longevity of any business or sales career is ...
TSE 1316: 5 Things To Know Before Using LinkedIn Voice Message
15 Jul 2020
Contributed by Lukas
5 Things To Know Before Using LinkedIn Voice Message Ā Salespeople want to know how to use new features that enable us to reach out to prospects and ...
TSE 1315: Finding the Right Blend of Personalization and Automation In Outbound Sales
13 Jul 2020
Contributed by Lukas
Finding the Right Blend of Personalization and Automation In Outbound Sales Ā There has to be a balance between personalization and automation in out...
TSE 1314: How To Turn Cold Leads Into Hot Prospects
10 Jul 2020
Contributed by Lukas
Shoan's mission is to help every person on the planet that has a powerful and compelling message, to overcome their challenges with getting their mate...
TSE 1313: How to Overcome Your Fear of Prospecting
08 Jul 2020
Contributed by Lukas
A brief summary of this episodeMentioned in this episode:HubSpot and bluƫmago | STUDIOSHubSpot and bluƫmago | STUDIOS hubpspot.com/marketers bluem...
TSE 1312: LinkedIn Posts That Generate Sales Leads
06 Jul 2020
Contributed by Lukas
Tom Abbott is the founder and Managing Director of SOCO Sales Training. He has delivered hundreds of motivational sales keynotes, kickoffs, presentati...
TSE 1311: Three Tips To Win Back Lost Customers
03 Jul 2020
Contributed by Lukas
Tom Whalen is a career Inside Sales professional and has been leading sales teams since 2000. As a leader, coach, and mentor, Tom has trained countles...
TSE 1310: There is Strength in Numbers
01 Jul 2020
Contributed by Lukas
A brief summary of this episodeMentioned in this episode:HubSpot and bluƫmago | STUDIOSHubSpot and bluƫmago | STUDIOS hubpspot.com/marketers bluem...
TSE 1309: The One Need Every Human Mind Has And How It Will Help Increase Your Sales
29 Jun 2020
Contributed by Lukas
John Voris educates about the very things that make us tick, the roots that make for success or failure in our work, relationships and personal well-b...
TSE 1308: How to Double Your Cold-Calling Contacts
26 Jun 2020
Contributed by Lukas
How to Double Your Cold-Calling Contacts Ā Cold-calling has always been part of the sales process. Many salespeople can struggle with this aspect of ...
TSE 1307:How To Get Cold Prospects To Genuinely Listen
24 Jun 2020
Contributed by Lukas
How To Get Cold Prospects To Genuinely Listen Ā Every call to a prospect provides an opportunity to get a sale. Your job is to move the odds in your ...
TSE 1306: How To Lead A Team of SDRs and BDRs During Challenging Times
22 Jun 2020
Contributed by Lukas
How To Lead A Team of SDRs and BDRs During Challenging Times These recent times have been tough for sales leaders. Thereās a lot to be done, but if ...
TSE 1305: Building Good Habits In Sales
19 Jun 2020
Contributed by Lukas
Building Good Habits In Sales Salespeople need to build good habits to excel in their careers and close more deals. There is an abundance of training ...
TSE 1304: How To Generate Interest In Lost Opportunities
17 Jun 2020
Contributed by Lukas
How To Generate Interest In Lost OpportunitiesĀ Ā Every so often, a prior interest doesnāt end with a good close. Sometimes, there are lost opport...
TSE 1303: How to Network Your Way into Value
15 Jun 2020
Contributed by Lukas
How to Network Your Way into ValueĀ Ā Building your network is an important step in being a success in sales. With a good network, youāre able to ...
TSE 1302: How To Partner With Resellers To Experienced Repeatable Sales Growth
12 Jun 2020
Contributed by Lukas
How To Partner With Resellers To Experienced Repeatable Sales Growth Ā Sales is not just about growing your customer base but also about partnerships...
TSE 1301: 5 Ways New Sellers Can Sell Like Pros
10 Jun 2020
Contributed by Lukas
5 Ways New Sellers Can Sell Like Pros New sellers struggle because they lack the skills and experience to ask well-crafted questions and build rapport...
TSE 1300: Identifying Daily Disciplines to Drive Results
08 Jun 2020
Contributed by Lukas
5 Things I Learn About Sales Doing 1,300 Episodes Itās been a long and amazing journey for The Sales Evangelist. Content creation and podcasting hav...
TSE 1299: Keys to Making the Sales Process ENJOYABLE for You and the Customer
05 Jun 2020
Contributed by Lukas
Keys to Making the Sales Process ENJOYABLE for You and the Customer Ā The sales process is a journey that can vary in the amount of time invested. Re...
TSE 1298: Three Things I Learn From Jordan's Last Dance To Dominate Sales
03 Jun 2020
Contributed by Lukas
Three Things I Learn From Jordan's Last Dance To Dominate Sales Ā Donald Kellyās knowledge has come from a variety of sources -- books, podcasts, t...
TSE 1297: How to Land Your First Sales Job Even With No Experience
01 Jun 2020
Contributed by Lukas
How to Land Your First Sales Job With No Previous Experience Ā A loaded resume is important to many employers but when youāre brand new, how do you...
TSE 1296: How To Build Your Career In Sales
29 May 2020
Contributed by Lukas
How To Build Your Career In SalesĀ Ā The road to building a career in sales may be difficult but certainly not impossible, especially if you have a ...
TSE 1295: Mindset vs. Skillset - Which Is More Important In Sales?
27 May 2020
Contributed by Lukas
Mindset vs. Skill Set - Which Is More Important In Sales? Ā As a salesperson, which do you think is more important, a mindset or a skill set? What ar...
TSE 1294: How To Easily Track Your Leads From Prospect To Close Deal
25 May 2020
Contributed by Lukas
How To Easily Track Your Leads From Prospect Status To Closing the Deal Salespeople track leads from prospect status to closing the deal because thatā...
TSE 1293: Learn To Prospect Like An Expert
22 May 2020
Contributed by Lukas
Learn To Prospect Like An Expert With Steve Kloyda Ā Prospecting isnāt to be taken lightly and there are skills needed before you can prospect well...
TSE 1292: How Do I Stand Out From All The Competition?
20 May 2020
Contributed by Lukas
How Do I Stand Out From The Competition? Ā Are there still ways salespeople can stand out from the competition? This is an age-old question that was ...
TSE 1291: How To Leverage LinkedIn For Better Networking
18 May 2020
Contributed by Lukas
How To Leverage LinkedIn For Better Networking Ā LinkedIn is an important social platform for people looking to broaden their network. In this episod...
TSE 1290: How To Overcome Your Fear of Selling During Challenging Times
15 May 2020
Contributed by Lukas
How To Overcome Your Fear of Selling During Challenging Times Ā Fear can be common for salespeople regardless of where you are in your career. The fe...
TSE 1289: What I Wish I Knew Before Going Into Sales
13 May 2020
Contributed by Lukas
What I Wish I Knew Before Going Into Sales Ā To benefit the many new graduates and new sellers entering the sales arena, Iāve spent time thinking a...
TSE 1288: Why Giving Your Prospects An Out Upfront Will Help You Win In The End
11 May 2020
Contributed by Lukas
Why Giving Your Prospects An Out Upfront Will Help You Win In The End Sometimes we need to lose a customer before they become a client. In the current...