Great article Gary Vaynerchuk — You are so right! Speaking from my experience, this is absolutely vital. It works because you are doing things for the right reason. You’re not just trying to peddle software on someone but actually understand their business, their goals, and what would truly impact them short and long term. Taking a different angle, it also helps with your follow-ups and through the sales process as you can deploy patience or understanding if you don’t hear back right away or there is some radio silence. Most sales reps come off desperate and lose the partnership because of that key part of the sales process. However, if you truly understand your prospect then that should shape how you keep in touch and know when to “full court press” or hang back in your zone. Thanks for your insight as always!