And, you know, what are your next steps? And it's always, what is next? It's not, you know, did I win or did I lose it's? What is next? What do I need to do to either secure the next opportunity or to, you know, convince you that I'm the, I'm the best for this project? Or, you know, whatever the case may be. Marshall Atkinson Don't you think a lot of people -- especially, I think maybe newer people in sales, just can't handle the rejection of no? So they don't maybe subconsciously even. They don't follow up because they don't want to hear the word “no”? Sara Webb I would say a hundred percent. And even for this old veteran gal, I don't like hearing it either. You know, how many times does your stomach just tying to knots? When you know, you've got to deliver that news, like this is out of stock or it's, it's not printing right. Or whatever the case may be. My stomach goes nuts. I don't want to make those phone calls, but guess what? I have to make those phone calls. And so did salespeople. And I think even being, you know, younger and sales with so much being the quick responses, you know, we're actively clicking the -- like you get the immediate instantaneous gratification. And, so I think training some of our younger salespeople that, you know, if you don't hear from them for a week, that doesn't mean that they're ghosting you. It just means that that week, then they might be busy and it's gone to the bottom of their mailbox. I mean, you don't even want to know how many emails I have in my inbox. And so if somebody just follows up just to say, “Hey”, you know, it's a good refresher. It pulls it right back up to the top and then I can be like, oh yeah, I do need to address this, but no, a hundred percent right. I mean, no, but nobody wants to fail. And, that's what life is about. Failing and succeeding. Marshall Atkinson Yeah. Well, you know, no doesn't mean no forever. It just means no, not right now. So if you're trying to sell hoodies in July, maybe they'll need them in October, you know? So one of those things, and this is where am I waiting on you? Or are you waiting on me? That's when that becomes effective. Sara Webb Yeah, absolutely. Marshall Atkinson So, all right. So once you've had success, how do you stay on top? You know, once you're at the top of the pyramid, Sara, what's your secret for staying hungry and not letting up? And I think this is why a lot of companies have a rollercoaster sales cycle because they're busy, busy, busy, oh, I need a break. And then all their orders happen. And then now there's nothing in the pipeline because they stopped working. Right. How do you keep things going? Sara Webb Well, that's... it's a great question. You know, most people aren't successful overnight. You know, a lot of things that as InTandem continues to grow, they're like, “Oh, you know congratulations on your quick success” and all of this. And I'm like, I've been in this industry for 22 years. 22, that's two twos. It's not, it didn't happen overnight. You know, I had to, I had to understand the backend I had to build. I had to build a client base, you know, a lot of times when. When new people come into the industry, they're expecting to be million-dollar salespeople.
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