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Nobody taught you how to handle it when a prospect hangs up mid-pitch. Or when your biggest deal goes dark on a Thursday. Or when you're one call away from quota and your stomach won't stop turning because you don’t know what to do next.
That's the stuff we’re here to talk about. Josh and Eric, two former athletes turned sellers, break down what it actually takes to compete in sales right now. The plays that work, the ones that don't, and the embarrassing stories in between.
No suit-and-tie energy here. We want to help you get your head in the game and make you the hero of your own sales story.
It’s time to get game-day ready. You in?
Josh Rasmussen (00:00):
The biggest unlock is prepare as much as you can. It's never going to let you down when you get into those moments. And even if something does go sideways, you'll feel more confident in handling some of those specific situations if you did spend time preparing before the call. What's going on brought to you by Hero, this is Game Shape, where we teach you everything they forgot to before your first day in sales. I'm Josh.
Eric Salvo (00:29):
And I'm Eric.
Josh Rasmussen (00:30):
And let's get into it. Episode four.
Eric Salvo (00:32):
Episode four, baby. So today we're talking about something that no one wants to admit and something, Josh, you and I have both been there before. Being nervous before sales calls, the sweaty palms, the 20 minutes of rehearsing in your head before you actually get into either dialing or into that first conversation with the VP. We've both been there and we're going to get into what actually goes on, why it never fully goes away and what you can do to kind of course correct as to how to prep, how to execute, and then how to take care of the next steps for you from there. But I think that's the plan for today.
Josh Rasmussen (01:04):
Let's get into it. So let's break down the playbook. I think the first thing you touched on that I think is critical for everybody to know, sometimes it doesn't go away. There's calls even still now, you probably have those same ones. Nerves are a real thing. I don't think they're always a bad thing, but very, very common for early career sales reps, the pre-call nerves. Same thing with cold calling where it's the fear of the unknown. How do you get yourself to not be shaken in your boots when you open up the Zoom call and get ready for those first couple of calls to happen?
Eric Salvo (01:34):
Yeah, I think it's something that takes time and it's not something that will go away quickly for you. I would say after the first couple months, and this depends, as an SDR, as an AE, but I think seriously as an SDR, once you've got your feet wet after a month or two, you're getting a little more used to it and then you start making dials further up the food chain, you start dialing C-suite more VPs consistently rather than that manager director level. You just kind of have to think of it like it isn't a different cold call. It isn't a different person. It's still I'm doing the same job today. I'm just talking to someone higher up and making sure that you're not over-exacerbating that difference in dial. It's even something I've run into in the AE world where even for large demo calls, I still get a little tense because it's not something you do as often.
(02:24):
And when you get into that moment, it is easy to tense up, get nervous, lose confidence and start shaking your boots as you get into those calls. But I think there's ways to settle it as an SDR. It's practice. That's a big thing for what a lot of reps do. And Josh, you and I talked about it too. It's finding a good playlist, man. Getting something that's going to hype you up, kind of relax it. And thinking back to some of your quotes too, that you have to have this mentality walking into when you're going to make that first cold call. But those are a couple things when I think about getting ready, kind of shaking off the nerves, shaking off the anxiety of making those calls or getting into a call, what comes to mind for you on your end?
Josh Rasmussen (03:02):
I think confidence creates a lot of success, whether it is cold calls, it's first discovery calls, it's later stage demos. How can you get to a point of confidence? Because I think that's usually the biggest thing that creates nerves that fear that just creeps in of I'm not going to know everything or I'm going to get an objection I can't handle. And it's usually the fear piece. I'd be curious to hear from you obviously. I think the prep is really key, but I think both of us probably know. Both of us are former athletes and traditionally it's really, really hard to be a successful athlete, a successful salesperson if you just show up on game day and hope that things go well. I think 99% of the time it's the people who really, really over prepare and trying to perfect what they're doing. They visualize what success looks like before they actually get there.
(03:52):
I get to game day or I get on my first discovery call and feel really, really prepared. It's like anything that could happen. And even if things do go off the rails, they feel comfortable and confident. I'm someone who really early in my career, I probably spent a little too long prepping for most of my calls, but it gave me the confidence to be like, I feel like I know everything about the person I'm talking to. I know about their business. I looked at the BDR notes from their first discovery call or previous conversation. So I felt really, really equipped to go into that conversation. And I think a couple things can happen. One, you nail it. Or two, you've done so much research and you can show that you did the research early in the call that the person is more open to sharing what they actually care about.
(04:37):
Because if you show up to that first call and you're like, this doesn't matter, it's going to be like any other call. And then you get slapped in the face with some shit you didn't prepare for, usually that's when things go off the rails. I think prep for me is number one, but I'm curious for you, how do you, whether it is the cold call, it's the disco, it's the late stage call with the CFO or CRO who's ultimate decision maker. How do you prepare to feel confident going into those conversations?
Eric Salvo (05:06):
I think you touched on the athlete thing a little bit there and it's very much like practice how you play. At least for me as a track athlete way back in the day, I wanted to have the workouts that I knew I was going to have to hit certain paces within a race. And so I kind of took that same mentality in a sales. I know I'm going to have to talk about certain topics on a demo. So going through practicing, actually knowing, have an idea of what I'm going to say based on the prior conversations, based on the research that I have done and really structuring out the call, layering out how that's all going to fit together in one seamless flow. I think that's a big piece of it. It really is prepping at the end of the day. Notice that a lot of reps that do have that same mentality of it's just another call.
(05:46):
I'm going to rock up. I'm just going to show up and know what I'm going to do because I have all the answers. Not always the case. I do like that mentality to a degree. And there's been studies done about this too where it's certain athletes, one of the things they do with a psychologist, and honestly probably should have brought one on for this conversation, when they're walking through a championship game, there's a thing for it where they are preparing like it's any other game at the end of the day. Obviously it's a higher level stakes, but if you bring your mentality up to that, you go into fight or flight mode. And at that point, that's when shit goes off the rails. So if you're able to calm the nerves and think of it like, hey, it's another day, but you still have that extra level of preparation that you've put in for that larger discovery call or demo call, whatever it might be, I think that's where that happy medium works between not giving a shit and actually being prepared meets into a successful meeting for you.
(06:34):
So I feel like that's one of the ways that I try and prepare is knowing that, hey, if I'm going to do these five things, I want to make sure that I'm actually practicing them before I get on that call. If those five things are, hey, we're going to talk about X, Y, Z features or we're going to talk about what makes us different than X, Y, Z competitor. Make sure I know what I'm doing and actually practicing that out and describing the answers that I'm hoping that prospect would want to hear beforehand. Because if I don't do it beforehand, it's really hard. It's really easy to mess it up that first time I do it live on a call in front of a C-suite executive.
Josh Rasmussen (07:03):
Take it back to my football step, but Cooper Kupp just talked about this in an interview that he did of there's nothing on game day that I could do to enhance my performance because I spent a week before preparing and watching film in the weight room and mobility. Everything that goes into what matters on game day, I already did that before and so there's nothing I can do more. I think a lot of sales reps early in their career should take that approach as well as spend the time before you get to that call to prepare and feel confident going in because once you get in that moment and you're in the cockpit, you can't do anything to help you in that moment. So spend the time early on to prepare yourself for anything and everything that could happen. Whether again, it's those questions that you need in your back pocket to ask to get deeper discovery.
(07:51):
Is it objection handling? Is it the competitive knowledge? How are you equipping yourself to be able to handle those things? When you get to the most important part of the sales process is getting that person on a call to enhance a conversation and move it to the next step. If you're not doing that, I think you're doing yourself a disservice.
Eric Salvo (08:07):
I like to quote in there as a lifelong Patriots fan. It was something Brady talked about forever. Brady talked about, hey, knowing the plays and knowing exactly what everyone was going to do and studying the crap out of people before they got in there because he knew what every guy's tendency was. There's that level of preparation. I'm not saying you and I are ever going to be Tom Brady at least of sales, but if you take some pieces of that, yeah, you can be prety successful. You get your nine to five. I'd actually probably want to talk about the physical side of this a little bit too. Voice warmups, posture, breathing, standing in the mirror, power posing. What does it look like for you, man? I mean, what are you doing to get yourself not only mentally ready, but physically ready to go and hammer out these Zoom calls on back-to-back days?
Josh Rasmussen (08:52):
Yeah, I'm not opposed to a power stance. If that's something that really, really helps you, I think, hey, give it a go. Why not? I think one thing that really worked for me, and I share this with most of the people I've talked to that have been on my teams that go through the ebbs and flows of sales. I was really, really bad at one point in my career. Really rock bottom. I was doing everything incorrectly. And I think I had a manager at the time. We were both reading the first David Goggins book, and there's a chapter in there about the sticky note on the mirror. And so one thing that I did, I was just like, I wrote a sticky note and put it on my computer. Basically just went through these manifestations and was positive self-talk of I know what I'm doing.
(09:37):
I'm great at my job and I'm confident. And as I went, continued to say those things I started to believe them a little bit more than when I was underperforming. And then over time you're having so many more conversations and you're starting to feel confident in knowing what you're doing. And I think that's something for me that really, really changed. It was just the positive self-talk. So I think when you're in a sales slump, I am so bad at this. I'm not doing well. Even if you're seeking feedback and preparing, there's going to be times where it's like we've all had those cold months where it's just like nothing's coming in and nothing's coming out and it feels like it's really slow. And so it's really easy to point the finger at yourself and be like, I suck. I suck. Is it me? Yeah. Yeah.
(10:17):
And usually it's not always the case. Maybe there's obviously some things that you can do better and can do to seek out feedback, but it's not always on you. But I think if you can really convince yourself, we both know that confidence is critical in sales. And so that's a way for me to help me flip the switch of really making sure I showed up well was just like I had the Mamba Mentality sticker and then I had these three sentences that I would read to myself before every call and that really helped me. You talked about vocalization. Are you stinging or what are you doing to warm up the voice, the posture?
Eric Salvo (10:49):
No singing and dancing over here. Maybe I'll listen to a little bit of something, but for me, one of the ways I've actually tried to calm my nerves from getting into maybe a cold calling session or even first call, discovery call, whatever it might be, is actually utilize, it's like a military breathing technique. So you take a very deep breath in to the max, you fill your lungs and you take a little extra breath and then breathe out real calm as soon as they repeat that four or five times and your heart rate instantly drops. You settle. It's actually how they use it to sleep as well. I even use that going to sleep. It helps really relax me and calms the nerves before I actually pick up the phone or do whatever I'm about to do and feel more confident. Obviously we have the preparation thing, but as you go to, hey, join that Zoom meeting, your heart rate is going to spike.
(11:38):
You're going to get amped up. You're going to get a little bit excited. So that's a good way that I try and use that sort of technique, that sort of breathing method to lower the heart rate, lower the nerves, anxiety, the stress and walk in confident, ready to go. One physical thing, one physical tip. I've actually told other people as well when they're making cold calls or doing whatever it is they're about to do that's maybe scary and like you mentioned, could be fearful in some cases.
Josh Rasmussen (12:01):
Both of us are familiar with our calendars being absolutely overloaded. And we've talked a lot about how prep is really, really critical and making us feel more confident going into those conversations. How do you go about prepping for days where it's just nonstop from eight to three and you've got back-to-back meetings that are super, super repetitive? How do you make sure you're getting the most out of those conversations and preparing without having time in between meetings to prepare?
Eric Salvo (12:32):
It's five o'clock the day before. I'm wrapping up 5:30, whatever time it is that my last disco call has ended. I'm preparing for the next day at that point in time because I want to know that when I go to bed that night, I feel like I know exactly what's going to happen tomorrow rather than waking up in the morning and be like, "What the hell is going on? What am I about to do? Who am I going to talk to? " I want to know exactly what's going to happen the day before. That way I have a whole night to sleep on it. Probably going to think about, well, I'm sleeping too, maybe not the best thing in the world, but it's part of that. And so it's that extra prep and spending that extra time the day before so that when you walk in the next day and you are back to back to back from 8 to 3, you know exactly what's going to happen at every point of every hour of that day.
Josh Rasmussen (13:09):
Yeah, I think it's key. Some days it's really hard to do. I think I share with a lot of the people I work with, organization in a salesperson is one of the most underutilized skills. It's a
Eric Salvo (13:20):
Superpower.
Josh Rasmussen (13:21):
It is a superpower. Some of the best AEs and SDRs or whatever person role in sales you have, organization, if you can do that where you don't feel like you have to play catch up on your calls and prepare and you do do that the day before, I think is extremely critical. And like I said, an underlooked skill that helps a lot of top performing sales reps. All right, chances are you're just like us. We're still getting nervous before calls. I still get nervous before discovery calls, before late stage deals. It happens. I think one thing to point out, nerves aren't always a bad thing. I think there's a couple different types of nerves. You can have those nerves before the call where it's out of fear because you didn't do the pre-call prep. But I think also to me, if someone comes to me and says, "Hey, I'm nervous for this call," it means that you still care about what you're doing.
(14:10):
If you're not getting nervous before a call, sometimes it's like, all right, this person doesn't care about what they're doing. But I think if you're getting nervous still after you've been through the ringer a couple times, to me that's like this person cares about what they're doing and they want to perform well. So most of the time they're more willing to spend time prepping and taking some of the advice and coaching. And so again, whether it's like you need the power stance, you need the positive self-talk, if you're doing the breathing technique like Eric's doing, or if you do want to sing and dance, whatever it is you need to do to help prepare yourself physically before a call, absolutely do it. But I think the biggest unlock is spend the time whether it's the day before, if you have time before the call, but prepare as much as you can.
(14:53):
It's never going to let you down when you get into those moments. And even if something does go sideways, you'll feel more confident in handling some of those specific situations if you did spend time preparing before the call. But even if you do all those things, you're probably just like us and you've probably spent time preparing for calls and you get on there and shit go sideways. So I'm curious, Eric, you've got to have at least a bag full of examples where you spent time preparing and you maybe felt confident going into a call and then it didn't go as well as what you thought it would. Walk us through an example here.
Eric Salvo (15:29):
Boy, do I have a couple. It's been about a year now since I was promoted to the spot. And so trials and tribulations of going from someone who's being tasked with making a good two and a half, three minute cold call to someone who now is throwing a full 30-minute disco call. And not only that, but the entire sales process. It's actually my first deal. We had just gotten to the CRO. We had been talking to some sales enablement folks, some sales engineering folks. We're about three or four calls in here. And I've heard about this guy, knew it was going to be a tough call. I get in, luckily I had my VP of Sales and SE on the call to help me out, but I walked through what we had heard so far, what we've been talking about to help frame the conversation.
(16:14):
And I just stumbled through every word. I over-explained everything. It was like six minutes of pure off on this. And you can tell I was a new rep. I was junior at this and it sucks to be in that position, but I was very lucky and fortunate to have both my VP, my boss and my SE on the call to help us out and really guide the conversation. Luckily the call moved forward. They ended up signing the deal, woo-hoo, yay hit, yay, we got it done. But at that point in time, it was a little bit of a slap in the face of, man, that was unfortunate. I'm really lucky to have the right people next to me to help us out because that's about having a good teammate to help pick you up when you're stumbling around, especially when you're new in the role and working out something that really means a lot to you.
(17:00):
And nerves are a blessing at the end of the day. If you're getting nervous at your job, it really means you're doing something that is important to you and you're working towards it. But want to hear something from your side, Josh. You've been in this seat for a little bit, you've done it for a while now, blown call. I know we've had a couple of examples so far over the first three episodes. What do you got that
(17:17):
Maybe nerves got the best of you?
Josh Rasmussen (17:19):
Yeah, maybe I think my example is less about a situation where I was overly nervous and fumbled the bag. I think it was one of the first calls that I'd had with a C-suite executive. And so the first couple calls I did when I was in SDR and we were running discovery calls, they were enablement managers or sales training people. And for whatever reason, those people feel more easy to talk to because you feel like they're closer to you on the totem pole or the corporate ladder. But then you get to the VP in the C-suite and it's this big daunting title and it seems super scary. And I remember the first time I booked a meeting with this person. I was so excited. I remember telling I just got lucky on a cold call and the person accepted a meeting because I was persistent.
(18:09):
Once I had that meeting booked and I prepared, I was still so nervous because that person had so much power and authority that I was sweating bricks leading up to this call and really psyched myself out because of the title. And then you get there and realize, wait, this is just another human being. And they ended up being so chill and laid back and relaxed. And I was so freaked out just because I had made the assumption that, okay, this person's a CMO or VP of Sales. They're going to be on a power trip and be an asshole. But sure, you're always going to have prospects who may not be having the best day, but at the end of the day, as I've learned, they're just people, they're just humans. They just want to have a conversation if you talk to them. And the more that you prepare for that conversation, it's going to help you a ton.
(19:03):
But I think I was that person that was like, this is terrifying and scary because they have a title. Once they released my nerves was just like, wait, this person's like, I can build rapport and talk to this person and it feels like a natural conversation. So mine was less about getting to a call and fumbling it, but more so I psyched myself out way too much because I made the assumption that the person was terrifying, which they ended up not being. And most of the time they're not.
Eric Salvo (19:28):
They're not.
Josh Rasmussen (19:30):
Which is really also an important thing to touch on.
Eric Salvo (19:33):
They're a human being at the end of the day and it wasn't that long ago and they were in your shoes. They were an early career, and especially if you're so many salespeople, they were an SDR at one point, they were an AE at one point. They had to carry a bag at one point. They get the stress of this job and I think taking that and simplifying it and just going out there and doing the things you need to do, you'll be all right at the end of the day. But yeah, that's a great story there. And yeah, I've definitely run across that. And I think honestly, repetition helps too. The more you're in those conversations, the more you see SVP is accepted, the more you see CROs accepted, and the more you get on those Zoom calls, the less scary those people will become.
(20:10):
And it does take a little while, I think. I'd like to think that by the time I'm in my mid-thirties that this job will get easier, but I don't know if that's the case. 25 right now and we'll see.
Josh Rasmussen (20:19):
Yeah, you have five years of practice and repetitions to get it in. I'm sure you'll be a rockstar. Supposedly this is the fan's favorite segment right now is Close, Stall, Kill. Hell yeah. So we're going to run through a couple situations on things that you can do to help manage the pre-call nerves. And so I'm going to be curious if you are closing it or keeping it on. Are you stalling it, putting in the back pocket, or are you killing it and never using that? So you're ready to go?
Eric Salvo (20:51):
Let's do it.
Josh Rasmussen (20:52):
First one. So you got some pre-call nerves. Are you going to first off spend 10 minutes researching the prospect right before the call? It's going to help make you feel more prepared. Are you doing a low stakes warmup call? A check-in with an existing customer, just an easy follow-up conversation to get your voice and your head in the game? Or are you just going to lock in and tell yourself this call doesn't matter and that's going to help take the pressure off?
Eric Salvo (21:16):
I'm straying. I'm zagging. As Bill Simmons likes to say, I'm zagging here and I'm going to go, I'm killing two of these. We're killing the spending 10 minutes before researching the prospect for the call. You need to do more than 10 minutes to prep. Sorry, has to happen. It needs to be more than that. You need to come in with a hypothesis of what you're going to say and what you're going to do. I'm also killing telling yourself this call doesn't matter because guess what? It does. Y have a nine to five. You have a paycheck on the line here. These calls matter. You need to show up, you need to perform, you need to do what you can. And I'm going to close the doing a low stakes warmup call first, check in with the customer. I've also found that for me, when I have maybe one or two calls and it's my third call today, by that third call, I'm gripping.
(21:57):
I just know what I'm saying. I know what I'm doing. I have my workout in the morning. I'm feeling good. When I do those sort of things, that second and third call become a lot easier for me. And I felt like it was the same thing for me as an SDR. The first 10, 15 dials, you get that first pickup, that first pickup's a little shaky. But by that second pickup or third pickup, you know what you're doing, you know what you're saying. So personally, it's like the low stakes warmup is the absolute close for me. I'm not stealing the other two because they personally just don't feel relevant to me. I'm killing both of them personally. But I don't know if you got any hot takes on that one, if you like that or not.
Josh Rasmussen (22:29):
I don't think it's a hot take at all to kill both of them. I think the first easy kill was telling yourself it doesn't matter. If that's the opposite of what you want. If you have the confidence to say this call does matter, but you do zero prep, okay, maybe. If you're saying this doesn't matter and it feels like there's no stakes in this, then that's a little bit concerning because then that tells me you don't care. We don't want that. Spending 10 minutes to research right before a call, again, I said to your point, you need more than 10 minutes. If you're really rushing, maybe you have some tools at your disposal that can help you prep in 10 minutes. But usually to your point, you need to do a little bit more prep than 10 minutes and just scouring somebody's LinkedIn. It's like maybe that one's a stall if you could change the 10 minutes, a 20 or 30 minutes, that's going to help.
(23:22):
But I definitely agree that do some kind of warmup. I know one thing, I've been going to a lot of events recently and one of the main topics or hot topics is the AI role play stuff. If you have that at your disposal, do a quick warmup with your avatar agent teammate, practice, get it in, maybe get some feedback. And to your point, that eliminates that first call where you might drop the ball and fumble through your words if you could practice with the teammate could be helpful, but I agree if you can get a little bit of practice in before you actually get to the conversation, that might be key.
Eric Salvo (23:56):
Agreed. Agreed. I like that there. I want to move on to the next segment. I think it's the second favorite one from
Josh Rasmussen (24:01):
What we've
Eric Salvo (24:02):
Heard.
(24:04):
One of two, Flag on the Play. So we're going to read a real piece of sales content, get a snap judgment first down. If you feel like it's good, we're moving forward. Or if it's a Flag on the Play, if it's a violation, you think it's not very good, would love to hear your thoughts. This week's segment of that or addition of it is we got a sales coach post on LinkedIn. He says, "The secret to confidence on sales calls, stop caring about the outcome. Totally detached. The rep who cares the least wins." Go for it. What have we
Josh Rasmussen (24:39):
Got? Yeah, this is insane. This is definitely a flag. Again, the most extreme that you can get is it's crazy to say the secret to confidence is not caring about the outcome, which maybe that's not super inaccurate, but I think to say that the rep that cares the least wins, that's an insane take. I think the only way that I would finagle my way around this statement is focusing on the outcome. I think that's something that I can possibly agree with. And I touched on the Cooper Kupp piece and even Tom Brady. Really any successful athlete cares more about the process as opposed to the outcome. And so if you've done those things before to help prepare, I think that still means that you care because you're taking the time to prepare and spend the time before going into that call. But if you don't care, then you're not going to prepare and you're just going to show up and wing it.
(25:34):
And that's never been a successful method for anybody that's ever had success in really any type of profession. I think preparation is key. And so I think this is absolutely a flag. Yeah. If you don't care about what you're doing, first of all, you probably need to look in the mirror and think about why are you doing what you're doing? But I think I could work around the outcomes piece and as long as you're doing what you feel you need to do to prepare for the call and get the most out of it, the process and getting there is more important. Obviously the outcome is important, but if you're super set on this has to be what needs to come out and the outcome of that, maybe that's a little shaky, but to say you don't care, that's insane.
Eric Salvo (26:20):
It's kind of wild. And on top of that too, I'd say if you're focusing on the outcome, you likely have this detailed list of what you're expecting to occur across that conversation to get to that outcome in any sort of stray, which of course you know is going to happen during a sales call is going to derail that in likely cloud judgment, cloud confidence in what you're actually doing and just ultimately not get to the result you want it to. So there has to be an outline. It has to be a loose outline at the end of the day. It can't just be segmented from minutes five through 10, this is what we're talking about because at some point in time during the conversation that just isn't going to be true. Prep as much as you can but expect chaos at the end of the day.
Josh Rasmussen (27:01):
Yeah, that's a great call out point. Yeah, I think I like that you can't have a set expectation on what you are expecting to happen at a perfect and do a call as you get to a next step. That's not always going to happen. Things that forever reason stall deals or a prospect's got to go on vacation and now you got to wait a couple weeks to book something. Things happen, unfortunately. Other people have lives as well. And so I think if you're setting that expectation that this is how this call has to end and it doesn't happen, it's a really easy way to derail you and then you're really shit out of luck. I think we both can agree set expectations, not an ideal. You should not care about the outcome, but as long as you care about what you're doing and you're spending time preparing, then we're golden.
(27:47):
But this is 100% a Flag on the Play.
Eric Salvo (27:49):
Love it. All right, that's the episode. Replay time. Here's one thing for this week. Before your next call, take two minutes, not 20, not 10. I still like 20. Practice, prep. Prep yourself not only physically, but mentally to go into that conversation and actually go rocking. Have an outline of what you're going to say. Use some reading techniques, listen to some music, get in the flow state, practice with your AI bot, AI teammate, role play, whatever it might be. It's going to help create a more successful day for you, more successful sales conversation, and ultimately get you to the goals of what you want to do. And that's booking meetings, that's closing deals, that's getting better at your job here. But that is I think it at the end of the day, man.
Josh Rasmussen (28:33):
I think that's all we got. It's a great recap. And next week we're getting into exciting topic prospecting methods. What works? What doesn't? What do you say? When should you say it? I have some strong opinions here. I'm sure you do too. So we'll see you then. That's a wrap for this week. Congratulations again. You just got better at your job.
Eric Salvo (28:54):
Real humble out here, right?
Josh Rasmussen (28:56):
We stay humble every single week despite helping make you better. But this is Game Shape brought to you by Hero. Now go close something.