The biggest “a-ha,” is brevity and being in sales. That's one thing that we all have in common right now. We get so excited, and we're so passionate about our product, our services and our industry that we forget that not everyone we talk to is as excited as we are. We lack the brevity. I talked a lot about thinking and speaking in bullet-point sentences. Let that client that customer do most of the talking so you can constantly be adapting the message on the fly and making sure that you're resonating with what's important to them, not you.