• To stand out from other sales professionals do your due diligence what are your prospects: fears, ambitions, values, doubts and motivators? • Trust has not changed over time. • Social proof is vital, talking value and not cold calling. • Be authentic to help people, promoted at scale. • Personal brand is the vital piece to index ‘trust’. • How do you listen to an earning call on a prospect? • How do you gain consensus across committee people involved in process? • Customer success role and now vital expectation become sales wide and deep, identify new opportunities.