Is it time to help your sales team get more proactive with their selling efforts? Hi, I'm Jim Pancero, helping you and your team be more effective in selling today. And the reality is, especially through the years of COVID and even prior to that, a sales rep could be rather successful just being reactive. They had a book of business already and they kept the customer happy. They supported them, answered their questions when they had problems, and just get was a present to make sure that everything was okay. That was considered great selling. The problem today is we're in a hyper competitive environment, and there's so much more information available to a buyer through Google and other sources that we have to be more proactive if we're going to be successful. We have to be initiators, not responders. The problem is most salespeople are still not as proactive as they need to be. They go into the customer and they ask the same questions of what do you need? Anything coming up? Anything I can help with? How's the family? This idea of just being able to reactive support to a customer is a way to increase your persuasiveness doesn't tend to maintain the business long-term like it used to. What can you do to work with your sales team to make sure you identify more proactive efforts they can be bringing to their customers? More proactive solutions they can initiate and discussions they can initiate with the buyer to make sure that the buyer sees them adding value to what they're doing and bringing them new ideas, not just supporting them and taking care of them. Competitive advantage today is based on being much more of an initiator than a responder. Think this is something your salespeople could be working more on?