Demos

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Why Account Managers Aren’t Growing Revenue

Here’s a fun test to run with your account managers, ask them to fill in two blanks:

“I have ____% of my best customer’s wallet share. I am ____% sure.”

The first number will be all over the map. The second number is the one that hurts.

These are reps who know their customers’ kids’ names. Their vacation plans. Their coffee orders. Ask them what percent of that customer’s total possible spend is coming to them, and it’s a guess.

That’s the problem in one sentence: relationships alone don’t grow wallet share.

The Two Things Holding Your Account Managers Back

After 20 years of training account managers, I can tell you the gap almost always comes down to two things.

They don’t know where the growth is. They can’t see which accounts have room to grow, which are tapped out, and where the wallet share actually sits.

They don’t know how to start the conversation. Even when they spot an opportunity, bringing up expansion with someone they’ve served for years feels awkward. Salesy. Risky to the relationship.

READ: Why Your Customer Care Agents Should Be Upselling

This usually isn’t an effort problem. Your AMs are spending plenty of time with customers. They’ve simply been trained to serve and protect the account, not systematically grow it. Nobody ever showed them how to do this part of the job.

The 80/20 Trap

You know the rule: 80% of revenue comes from the top 20% of accounts.

Here’s the part nobody talks about. In plenty of account management teams, most of the AMs’ time goes to those same top accounts. Serving them, fixing orders, checking in, renewing.

So most of the team’s time is protecting revenue you already have. Meanwhile, the rest of the book might not have been meaningfully reviewed in a year.

Some of those accounts are small and will stay small. Others have far more potential than their current revenue suggests. Your AMs need a way to tell the difference.

That’s where the growth is hiding, in two places specifically:

  • Wallet share in the top 20%. You probably don’t have all of it. See the quiz above.
  • Potential in the bottom 80%. Some of those accounts are small for a reason. Others have more opportunity than anyone realizes because the team has been judging them by current revenue instead of future potential.

READ: How to Build an Account and Lead Qualification Strategy

“But we already get most of their business”

Do you? Here’s what customers have actually told our clients when they finally asked:

  • “I didn’t even know your firm did that.”
  • “A buyer before me set up that relationship.”
  • “As a rule, we spread our spend between at least three vendors.”
  • “Everyone here loves you, but we weren’t sure how else we could use you.”

Ouch. Every one of those is money sitting on the table at an account you already serve. Your customers spend all day thinking about their business, not your product catalog. Even the ones who love you.

Growth Is A Skill, Not A Personality Trait

The good news? Both problems are trainable.

Finding the growth means teaching AMs to qualify and categorize their book by potential, not by current revenue. Spoiler: your biggest accounts today usually aren’t your biggest growth opportunities.

From there, we teach eight specific lanes to grow wallet share:

Every account has at least two or three of these open. Your AMs just need to know to look.

Starting the conversation means giving them the words. We teach an ask that leads with why it matters to the customer, adds a little humor or vulnerability, and lands the request without a whiff of desperation. Something like:

“I realize I know more about your family than your company at this point. If I don’t understand your goals and operations, I can’t make the best recommendations. Can we spend 10 minutes talking business?”

Once the customer agrees, your AMs also need to know which discovery questions will uncover priorities, gaps, upcoming initiatives, and additional ways to help.

That’s not salesy. That’s consultative selling. Done right, the ask adds value to the relationship instead of risking it.

For The Leaders Reading This

If you saw your team in this post, trust me, you’re not alone. I hear it from sales and revenue leaders every week: great relationships, flat account revenue.

The fix isn’t a pep talk or a bigger quota. Skills beat motivation, every time.

Our account manager training walks reps through exactly this: how to find the growth in their book, how to categorize accounts by potential, and how to open the wallet share conversation with confidence.

Clients who’ve trained their AM teams with us have seen 67% growth in legacy accounts. One team uncovered $500K in new pipeline during the first week of training.

Explore our account management training or reach out and we’ll help you find the right fit for your team.

Your account managers already have the relationships. Let’s teach them what to do with them.

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consultative selling

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5 Consultative Selling Techniques for Today’s Buyers

What is consultative selling?

Consultative selling is about helping buyers solve real business challenges, not just walking them through your product or sales process. It means asking better questions, listening for what actually matters, and guiding the buyer to the right decision.

It’s less about pitching and more about understanding, advising, and adding value in every conversation.

Simple enough, right?

Here’s the problem: Most sales teams think they’re already doing this.

They ask a few questions. They check a few boxes. Then they move into their pitch or demo and call it “consultative.” Let’s be clear… that’s not consultative selling. That’s qualification with better branding.

And buyers feel the difference.

what customers want

Today’s buyers are tougher to reach, harder to impress, and quicker to disengage. They’re researching solutions before they ever talk to sales. By the time they do, they already know the basics and expect you to bring insight, not information. Add in AI flooding their inbox with “personalized” outreach, and generic discovery and follow-up are easier than ever to ignore.

Consultative selling still works. But the old version doesn’t.

If your calls are focused on your process instead of their situation, if your demo looks the same every time, or if your follow-up sounds like everyone else’s, you’re not standing out. You’re blending in.

The good news? This is fixable.

Here are five ways to modernize your consultative selling so your conversations actually move deals forward.

WATCH: 5 Ways to Modernize Your Consultative Selling

1. Stop confusing qualification with consultative selling

This is where most teams get it wrong.

They think if they ask about budget, timeline, current setup, and decision criteria, they’re being consultative. You’re not. You’re qualifying. And listen, qualification matters. You need it. But if that’s the entire conversation, it feels transactional.

Buyers don’t want to sit through a checklist. They want someone who understands what’s actually going on in their business. Their situation, yes. But more importantly, their challenges.

Let’s be honest for a second. If your SDR calls are two minutes long, or your reps are jumping from surface-level questions straight into next steps, you’re not being consultative. If your AEs get to a second call and still don’t understand the business problem, you’ve already lost ground.

Not consultative

Consultative selling starts with understanding the situation and the challenge, not just gathering qualification data. When you get that right, everything else gets easier. When you don’t, the rest of the deal is built on assumptions.

2. Meet buyers where they are, not where your process starts

Your sales process is not the buyer’s priority.

Buyers today are doing their homework before they ever talk to you. They’re using AI, reading reviews, comparing vendors, and forming opinions early. By the time they show up, they’re often already well into their decision.

Buying vs. sales process

And then we reset them.

We run the same discovery. The same demo. The same sequence we’ve always used. It’s frustrating, and it slows the deal down.

Instead, ask a better question early: “Tell me where you are in your process.”

That question gives you immediate context. You understand how far along they are, what they’ve already evaluated, and what they still need. From there, your job is to guide them, not restart them.

Here’s the thing. Buyers may know more than they used to, but they still don’t know how to buy your solution the right way. That’s where consultative selling shows up. Not in controlling the process, but in helping them navigate it.

3. Ask better consultative selling questions before you pitch anything

The number one mistake in consultative selling is premature pitching.

We’ve all done it. You hear something that sounds familiar, connect a few dots, and jump into solution mode. It feels efficient. It feels helpful. It’s not.

When you pitch too early, you’re guessing. And when you guess wrong, you lose trust.

Most reps think they’re asking good questions, but a lot of those questions don’t actually move the deal forward. They check a box, lead into a pitch, or stay too high-level to uncover anything meaningful.

Good consultative questions go deeper. They uncover what’s happening right now, what’s not working, and what the impact of that problem really is. They clarify what success looks like and what matters most to the buyer.

And this is the part most people miss…

It’s not just about what they need. It’s about what they value.

Time. Money. Ease. Risk. Reputation. Control.

Factor 8 SWIIFT 6

If you don’t know which one matters most, you can’t position your solution in a way that actually lands. You’ll fall back on features and functions instead of real benefits.

Questions aren’t a step before the pitch. They’re what make the pitch relevant.

4. Use AI to improve your consultative selling, not replace it

AI is everywhere in sales right now. Reps are using it for emails, research, call summaries, and forecasting. Buyers are using it too, which means the bar is higher.

If you’re using AI to create generic outreach or surface-level prep, you’re just adding to the noise. Buyers can spot it instantly.

The better move is to use AI to prepare smarter before the conversation.

Ask it what challenges your target industry is dealing with right now. Ask for strong discovery questions based on your ICP. Ask what buyers at different stages of the process care about most.

AI sales research

Now you’re walking into the conversation with context and intention.

That’s where AI actually helps consultative selling. It makes you more prepared. It does not make you more consultative on its own.

Because AI can’t listen. It can’t adapt. It can’t build trust in real time.

That part is still on you.

5. Make every follow-up part of the consultative experience

“Just checking in.”

We’ve got to retire it.

If your follow-up doesn’t add value, it’s getting ignored. Modern consultative selling doesn’t stop after the call. It shows up in every touchpoint.

Every follow-up should help the buyer think, decide, or move forward.

That could look like:

  • Sharing a relevant insight or trend
  • Sending a recap with clear next steps
  • Providing a case study tied to their challenge
  • Asking a question that moves their thinking forward
  • Offering a resource that helps them avoid a mistake

consultative nurture touches

If it doesn’t do one of those things, it’s noise.

And buyers don’t have time for noise anymore.

A simple rule to keep in mind… if your outreach doesn’t add value, don’t send it.

DOWNLOAD: 20 Value-Add Reasons to Call Your Customers

What is the biggest mistake in consultative selling?

The biggest mistake in consultative selling is pitching too early before fully understanding the buyer’s situation, challenges, and priorities.

When reps rush to solution mode, they skip the part that actually builds trust and relevance. That’s where deals stall, or disappear entirely.

Here’s the main takeaway

Consultative selling isn’t about asking more questions. It’s about asking better ones.

It’s not about slowing the process down. It’s about helping buyers make sense of it faster. And it’s definitely not about sounding polished while running the same play you’ve used for years.

Today’s buyers want someone who can understand their situation, guide them through decisions, and actually add value in every interaction.

If your team can do that, you’re not just being consultative.

You’re being useful.

And that’s what closes deals now.

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sales demo mistakes

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5 Common Sales Demo Mistakes to Avoid (and How to Fix Them)

If you’re an account executive, you probably spend a ton of time running sales demos. However, in my experience, most salespeople don’t spend nearly enough time properly prepping or planning for their demos ahead of time. If you’re reading this and you’ve given 10 of the exact same demos this week, it’s time for a change!

Believe me, I get it. You’ve found a presentation you feel comfortable with and that you can do in your sleep. Well, I’m here to tell you that while may have mastered your demo, it might actually be putting your prospect to sleep. Have no fear, we’re going to fix that today.

Below are the top 5 most common sales demo mistakes and how you can fix them:

1. Stop Playing Tour Guide

First things first, the prospect isn’t here for you to show off every little detail about your product. Remember, this call isn’t about you. It’s about them and their problems. So, instead of talking about how great your product is, let’s talk about them.

There are two key things you need to do at the beginning of every demo:

  1. Discuss their challenge 
  2. Show how you are able to solve it. 

That’s it, stop right there!

I know it can be hard not to show all of the really cool things your product can do. When we built our eLearning platform, The Sales Bar, it was SO hard not to fall into the rhythm of just showing a prospect all the things I was so excited about. But I had to stop and remind myself that this is not about me. This tool is here to help them solve their challenge. I just needed to show them how it could do that.

2. Customize Your Demo

If you’ve given the same demo 4 or 5 times TODAY, then, Houston, we have a problem. Each of your demos should be tailored to who you are meeting. If you walked into the mechanic and they put the same tires on both your car and the 18-wheeler in the bay next door, how do you think that would go? Demos are conceptually similar. They are not “one-size-fits-all” because every potential client is going to have different challenges and needs. So, before the meeting let’s look at how to really speak to the prospect’s problem. 

Before every sales demo, ask yourself:

  • What are they solving?
  • What are they avoiding? 
  • What’s their desired end state?
  • How do they feel about what they are doing now? 
    • Or, if they don’t have a solution now, how do they feel about your competition?
  • Is there anything they have specifically asked to see?

We know that most of you have SDRs or BDRs that are doing the SUPER quick intro call and laying the groundwork for your demo. So, you may not have every one of these questions answered beforehand. But, you should have at least some of this information before you start planning (if you don’t, it might be time for a talk with your sales development team). 

During planning, you can use this info to decide which features your tool has that answer the questions above. Then you need to line up the SWIIFT℠ benefit and you’re on your way. New here? SWIIFT℠ stands for So, What’s In It For THEM! It’s our philosophy to put the thoughts and needs of the prospect before our own. We promise you’ll thank us later! 

Bonus: We’ve got 5 uber-helpful sales demo + meeting worksheets for you to use before your next call!
Grab them here.

3. Less is More

So, you’ve used our planning tool and you find yourself starting with 10 different features and 10 different SWIIFT℠ benefits to share with them. Yikes, that’s going to be information overload. My suggestion: prioritize your list. Set yourself up to talk about the 3 most important features (hint: the things that are going to save them the most time/money/energy, etc. Focus on solving their #1 challenge). Also, set yourself up with 2 additional features, just in case they don’t like one of your top 3. Then you can use the other items on your list to bridge to the next call (read more about how to bridge to the next call).

This is how it should flow:

  1. Share Feature #1
    • Stop sharing your screen
    • Relate feature #1 to their challenge
  2. Discuss. Translate. Tell a Story.
  3. Repeat for Feature #2
  4. Repeat for Feature #3 

Gong did a study recently that shows that customers who talk more end up buying more. When we screen share, the salesperson talks more which is not good for the sale. Instead, take the first 10-15 minutes of every demo to simply have a conversation. After that, you can screen share to show feature #1. Then, stop sharing to discuss the SWIIFT℠ benefits and to get the prospect talking and asking questions. You can share your screen again for features #2 and #3.

4. Don’t Stop the Disco

Even if you have answers to all 5 of the questions above before the demo, slow down, and just focus on good meeting manners. Do your intros, talk through the agenda, and get the prospect’s buy-in. This will help you build a deeper rapport through your relationship. Take this time to dig more into what they’re looking for. As I mentioned before, a lot of demos are booked by a BDR or SDR who only had a 3-minute call with the prospect. If you try to demo on that 3-minute call alone, it’s likely going to be inaccurate and messy. Start with what you think you know. Repeat the challenges you understand back to them before you get into showing them the features. You can use this thought process throughout your whole demo. Even when you think they are on board, take the time to stop the screen share and make sure you’re on the same page. 

Presenting to the CEO this time? How complex do you think this version of your demo should be? On a scale of 1 – 6, where 1 is simple and 6 is layered and complex… 

Spoiler alert: the CEOs need to be at a 1 or 2. The higher up the ladder you go, the simpler your demo needs to be. Think about it this way, the higher the prospect’s position the more responsibilities on their plate. They don’t have time to wade through the layers with you. Keep it simple and let them ask you what they want to know. You live in this tool/service/product all day long. For them, this is one of 15 things they are doing this morning alone. 

Remember, we build value by solving problems, not by layering features. All you have to do is show them how your product will solve their problem.

5. K.I.S.S. and Show

Let’s call it like it is, this one is Keep It Simple Stupid. There are a few tried and true rules that I always impress upon our salespeople:

  • Never build a report or dashboard live. I promise the time you spend building it live will be the ONE time the feature doesn’t work correctly. 
  • Tell them what’s coming, put on your best James Earl Jones voice and narrate each step of your presentation.  
    • “Now we’re going to look into solving the problem of _______. The _______ function of our tool can help. Take a look at this here.”
  • Stop screen share often. Give them time to give you feedback and spark conversation. 
  • Have tabs or whole instances open and ready. Clear out your desktop from everything else. They don’t need to see your Slack channel by accident or pictures of your family. Have your features ready to show. That way navigating through your demo is seamless for both you and your prospect. 
  • White space rules. Don’t clutter up every corner of the slide. Let the important information shine. 
  • Five clicks (or less) every time you share your screen. If you go down a rabbit hole to function #1, then you back come up through 6 layers before diving down a different rabbit hole for function #2, you’ve lost them. At the demo stage, the tool needs to appear as easy as 1-2-3…
  • Hold your mouse still! Once you’ve moved your mouse to the location you are looking to highlight, take your hand off the mouse. A bouncing cursor will distract from the valuable information you are trying to relay. 

Okay, now that we’ve talked about the top 5 sales demo mistakes to avoid, let’s highlight the steps you’re going to take for each demo: 

  1. Research to answer the five key questions
  2. Plan additional questions to fill in gaps or clarify
  3. Prioritize your demo show list
  4. Narrow that list to 3 (with 2 backups)
  5. Translate the demo from a system to your prospect’s POV
  6. Prepare screens to answer anticipated questions
  7. Prepare your agenda and send it

That’s it! Just 5 easy sales demo mistakes to avoid (or fix) and 7 easy steps to prepare. Trust me, these simple things will make your demos more engaging for your prospects and more interesting for you! 

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New Account Executive Tips

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5 Critical Tips for New Account Executives

Congratulations on your promotion to AE! Transitioning from an appointment setter, qualifier or SDR/BDR to an Account Executive who carries a revenue quota and closes deals is a BFD. Here are five skills that can help you make goal faster! 

1. Slow WAY Down. As a BDR, the game was speed. A hundred calls, ten conversations, and one yes. The good calls were under 10 minutes and you were careful not to dive too deep. As an Account Executive, it’s a common mistake to try and also pack your calendar with cookie-cutter demos in the hopes 10% will close. Be better.

The Account Executive’s role is to add so much value to the prospect that they overcome their resistance to change and buy. That won’t happen in 10 minutes or 60 minutes, and it won’t happen the same way each time. So slow down and get to know the prospect. Why did they take the meeting? What’s happening in their world? Why is it a challenge? Why is it important to fix? What have they tried? What happens when it’s better?I could keep going here, but I hope you get the picture. Spend time instead discovering their situation AND their top priorities and values because these are their motivators to change. At Factor 8, we’ll give you a gold star if you don’t share your screen or your solution once in the first call. Truth: we don’t give out a lot of gold stars. 

2. Be SWIIFT℠. Heard of that before? It’s the opposite of WIIFM and it means, “So, What’s In It For Them?” We want you to take this to the extreme and make as many of your calls as possible about them instead of you. The average AE will ask 3-4 questions and then launch into their slides/demo/solution.

This hurts them in several ways:

  1. They come off like a typical self-centered salesperson
  2. They leave opportunity on the table by not digging out the whole need
  3. They haven’t found a personal connection or the prospect’s motivation 
  4. The prospect quits listening and goes dark
  5.  

So, go deeper and seek to understand. Seek to help. Make it all about them for the entire first call and as much of the second and third as possible. Even during your demo, we teach you to only cover a specific and abbreviated number of items and to stop sharing at least 50% of the call. Ditch the sales speak and value props and pitches and competitive data and do all you can to understand and add value.

3. Bridge Every Call! Unlike your old job, closing deals will take multiple calls. Always set up your next call before getting off this one. Like, always. It’s called a bridge. The best bridges have appointments booked in the calendar with invitations and agendas sent immediately. If we can’t get that, they at the very least agree on a day you will call back (and try to get them to block the time!). This simple skill takes 3 minutes to accomplish and will save 3 hours of time chasing down leads you thought were interested but who won’t return your emails. It’s sort of like “never wake a sleeping baby” – never hang up on a live prospect (without bridging to the next call).

4. Be a Calendar Ninja. Suddenly you need time in your day for more than just outbound appointment setting (but pretty please still do that too!) Get strategic and block times in your calendar for research, client meetings, follow-ups, emails, and outbound prospecting. You’ll also need time to build your custom proposals/demos/solutions for clients. It’s a lot more to juggle! You may even be used to a tool telling you who to call and when if you used a great sales cadence solution like Outreach. But now you need to be strategic about when you call, build, respond, and research. It’s easy to get buried in emails and snoozed CRM tasks, and NOT systematically and proactively review your CRM for actions to take to keep your pipe full and leads warm. It’s a common mistake and it takes serious time management skills. 

5. Master the Meeting. It can be intimidating to move from a 10-minute 1:1 call to running a pitch to a prospect team. 60 minutes, 5 people, and LOTS of pressure (and doing it virtually to boot!) To run a killer sales meeting, always start with an agenda and introductions. Think of it like you’re hosting an open house. Thank people for coming, learn something about them, find out their goals, and put them at ease. Remember, these meetings are as much about YOU as your solution, because people buy from people they like, and nobody likes being instantly pitched! 

Try dressing up a level, add some professional flair to your background, use your rapport-building techniques, and do everything you can to get cameras ON and screen sharing OFF (a Gong study showed that discovery meetings run with you sharing slides means you do most of the talking instead of the other way around). Share your agenda and ask if they have specific questions or items to add before diving into the meat of the meeting. And always be sure the meat starts with SWIIFT℠ questions instead of your pitch! Practice kicking off meetings with a few colleagues until you sound and feel confident!

There’s a lot to master in your new role, but these five skills will help you stay in front of the learning curve!

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Quick Sales Call Engagement Strategy Tips

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Quickly Improve Prospect Engagement on Sales Calls

How many of you have been on the receiving end of a sales call, bored to tears while the rep on the other end just keeps rattling away? Probably ALL of us.

So what’s the secret to keeping your customers from slowly falling asleep – whether it’s on the phone or a video call?

Here are some quick and easy tips to boost prospect and customer engagement on your next sales call!

The Best Sales Script To Get A Buyer’s Attention

Get Them Talking

The easiest way to tell if you’ve got them engaged is if THEY’RE the ones talking.

One of the best tools you have in your arsenal as a seller is asking the right questions – NOT spewing your value prop and pitch.

Make sure you know the difference between a closed and an open-ended question. A closed question is going to get you nothing but one-word answers. You can start with them, but make sure you have open-ended questions to keep them talking!

  • “Do you have a current service provider?” (closed) is going to get a yes or no.
  • “What’s your biggest struggle with your current service provider?” (open) – that’s going to get you a LOT more.

And if you get a good hook in one of their answers, don’t be too quick to just move onto your list with the next one! The more you can make it feel like a conversation and show you’re actively listening, the more engaged and natural the flow is going to be. Show them you care by connecting with them.

Here’s an easy summary:

  • Closed questions = get them warmed up.
  • Open questions = get them expanding.
  • Follow-up questions = take them to the next level of expansion.

Read Body Language

If you’re using video on your sales call (HIGHLY suggest this, folks), then you’ve got to focus on their body language. This one might seem like a no-brainer, but here are a couple things to watch for.

  • Are they muted? They’re not planning on talking.
  • Looking off to the side or down? They’re working on emails.
  • Are they propped up? They’re BORED!

If you see any of the above – stop what you’re doing, end your screen share, and get back to a conversation to re-engage them.

Don’t Be Afraid to Get Silly

I’ve been there, with a video call full of people slouched over who couldn’t give a hoot what I was going on about.

You know what I did?

I turned off the presentation, I started cracking some jokes – a little bit of razzing to the guy who came late, asked someone else a question, pinned something funny on another person – and it WORKED! People sat up, they got off mute – they wanted to participate!

It’s okay to take a step back, and it’s okay to get a little silly to get them engaged again.

READ: Quick Tips for Running an Engaging Demo

Try using one of these tips on your next sales call and I guarantee you’ll be surprised how easy it can be to get customers to open up!

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Virtual Sales Demo

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Quick Tips for Running an Engaging Virtual Sales Demo

Don’t forget the cardinal rule of virtual sales demos: Give a custom sample, not a full tour!

Imagine you are a nervous flyer. You reluctantly board your first flight in years, and the pilot invites you to look at the cockpit. You must really be vibing terror, right?

As you walk in, you see panel after panel of knobs, levers, & buttons (oh my!). Every surface. Two sides. Even the roof has switches.

This isn’t helping. 

The co-pilot looks 12 years old.

Is that coffee sitting on the instrument panel? 

Is that display SUPPOSED to be flashing!?

As you tune back in, you’ve just been asked a question. Wait, he’s been talking? What did he ask? You think it was something like, “What can I show you?”

Um, shouldn’t he KNOW!?!

Ok, think! Your brain catches up to your mouth as it forms the words, “How about the safety features?”

Yes. Perfect. Show me what happens if you keel over dead, or a fuse blows, or we hit a flock of geese (are your hands actually sweating now?)

Can you feel me here? I’ll stop with the extreme example to make my point. You, dear nervous flyer, do NOT want a button-by-button explanation of how this 20-ton machine will suddenly take flight. 

You want some reassurance!

You want to feel better about your safety!

You want a kindergarten-simple overview of your safety, am I right? 

Your prospect may not be a nervous flyer – or even a nervous buyer – but I guarantee they also don’t want a button-by-button tour. Let me repeat for effect:

Prospects don’t want full-blown tours.

In fact, if you’re giving the same demo several times a day, you’re doing it wrong. 

Prospects want a custom sample of your product or service based on their needs, their challenges, and their goals.

Here’s the good news: Your demos will take a LOT less time.

Here’s the bad news: You’ll spend that time in demo prep.

And the result? Better conversations during show and tell. Deeper discovery, more agreement, and higher engagement. That equals higher close rates.

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