So, which camp are you in? Do you see selling as more as an art or as a science? Hi, I'm Jim Pancero helping you and your team be more effective in selling today. And of course, the answer, the reality is both. The problem though is most sales people are biased and only tend to gravitate towards one side. And the side most sales reps gravitate they gravitate to is the intuitive side. They see selling as an art. So, they see it's a responding to the customer. They're good on their feet. They're persuasive. The problem though is we have tougher selling times than we've ever had before. We have less time in front of the customer. They're harder to get in touch with in the first place. So, every moment we have to persuade and talk with a customer is a critical need for us to be successful. And because of that, we need to have more structure. Of course, you need to have the art of persuasion to be effective in selling, the gift for gab. You're good in front of people. But the other reality is to make sure that you sell even more is we need to make sure we have more structure, more consistency, more process. That we understand the steps of a sales call. We understand what we need to do from the time we identify a new opportunity till the time we close on the sale. And then we understand the different structures of how organizations work so we can be most persuasive to the people that we need to sell to that can actually buy from us. The reality today is most sales people are real comfortable with the idea of the intuitive side of selling, the art. We need to now work on the structures and the process and the science of selling. So, they can sell even more.