Yeah

... it's the execution gap.

By that we mean the level of proactivity that, that individuals have got to go to their customers rather than waiting for their customers to come to them.

Um, it's still a little bit-- We're six years after the pandemic, but it's still a little bit of a pandemic hangover, um, that because we, we were finding it difficult to get to buyers because everybody was remote, that m- that match fitness of proactivity, you know, going with new insights, going with new ideas, it definitely got impacted by that, and I think we still see that to a point today.

Um, and I remember a friend of mine years, uh, actually years ago, it was a few years ago, wanted to come into the consulting world.

Um, he said, "I wanna do something within your business." I said, "That's very good, but you can't." And he said, "Why?" I said, "Because you've never sold." So in order to be in sales enablement as we do, you've gotta have carried the bag, you've gotta have, have, have had the quota, 'cause otherwise you don't have the stories or the, the evidence or the anecdotes to be credible in front of a group of, uh, individuals.

So he went off and, uh, uh, and joined an organization and, uh, it was a new business.

Like, what skills do I need to acquire or what should I do to just change the trajectory?" What advice would you have for them?