You haven’t heard from me for three weeks because I traveled to Manila to work with incredible sales teams, and I ran 🏃♀️💨 my first ultra trail at Tarawera, New Zealand (more stories on that next time). Somewhere between the running and the late nights, my weekly writing commitment slipped. I missed you!😊 Here's something I've noticed after years of working with enterprise sales teams: most sellers are working incredibly hard on the wrong part of the deal. They're deep in discovery with a...