So can you give us a high-level overview of that seven-step process?

Absolutely.

So if you think of a flywheel, around flywheel we have three things that you know most sales conversation has to kind of go through it's about engaging so the human connection we call that bonding and rapport so that's the first step about how we communicate with people in general i mean not just sales but in general how do we create that comfort level with one another because we're all different right um then the next step is is probably one of the most important steps that sales people often forget or just haven't learned or don't do we call that upfront contract it's setting the expectations of what's going to happen in the meeting in the conversation and the call whatever it might be setting that expectation up front is massively important because if you don't, then you get to the end of the call, end of the conversation or the meeting and you're like, hey, what's going to happen now? I don't know.

And then that's not a good place to be.

So the upfront contract is very important in that.

So that's step number two.

And then you have the qualifying aspect.

So what's your take on marketing and what do you think that marketers should know about sales?