3 years in SaaS & Tech sales - 3 core lessons:-> Work smart (& hard!): The market is constantly evolving and yesterday's outreach method might not work today. We have to stay on our toes and attuned to our prospects' habits. -> You're not selling, you're problem solving: If we start a call/conversation wanting to get something, all we'll get is rejection. The prospect's day to day problems need to stay our focus. -> It's only a numbers game if the strategy works: Yes, it takes persistence and many attempts before someone bites, but if the bait (e.g. messaging, method, etc.) is bad, 10,000 emails won't make a difference.I'm excited to add a new lesson every year!