What we want to try and do is when we first started asking this question like 10 years ago, we said, how do you see sales changing over the next five years? the way the technology is moving we have to probably change that to now i just see a change over the next five weeks because it changes so bloody fast doesn't it well let's just say over the next few years graham where do you see it going where do you think sales is going to move

think Coming back to AI, the danger is that we've got sales AI speaking to buyer AI.

And what you miss there is the ability to sell on value, the ability to understand what value delivered and communicate that back to your customers and really earn customers for life.

You know, the greatest thing you can have is repeat revenue with your customers.

If you're not communicating back the value that you've delivered, they'll tend to just go somewhere else for something that's slightly cheaper.

And I think that's a real human skill to go back and ask the questions of, look, this is what we've delivered.

This is the value that we see here.

Dre, before we let you go, question we want to ask and we've just segued lovely talking about coffees you're in a queue in a coffee shop person in front of you young man or woman says to you they're starting their first day in sales today you've got until it takes the time it takes the baristas to put that coffee together which could be up to an hour these days let's be honest about it when we've been in coffee shops but let's assume the efficient and it only takes two minutes because it's a coffee black coffee what's the best advice you can give to someone starting in a sales role today