Q So what can they do to fix this and to get out of that?
A Yeah, I think the number one thing that a founder needs to do is they need to do the thing that's going to make them most uncomfortable, and they should, you know, mark it right now. And what they should be doing is they should actually invest some in their own personal sales training so they can actually understand the process, what it looks like, how it feels, what the words are, so they can communicate more effectively and understand what needs to be successful. The second thing At that level, you probably haven't dialed in why in the heck people are really buying you. You know, you think they're buying you because you've got some cool software that gives them better reporting. Well, if you're selling a 50,000 dollar, you know, software, I promise you they're not buying it because the PDFs have four colors on them instead of two, but that's what you think. So then you tell your sales guy, Hey, go out there and tell them we have four colors. So that's kind of the two components. They need to invest a little bit in getting their own sales education acumen, at least to that of a high schooler, right? And I think that's first component. The second component is they've got to be ruthless about understanding the problems that are going on in their potential prospects head and why they're really buying them. I can tell you, we've worked with two hundred million dollar companies who…
AI assessment note: “they should actually invest some in their own personal sales training”