This is episode 219. Read the complete transcription on the Sales Game Changers Podcast website. We conducted this interview in January 2020. Since the show was released during the COVID-19 pandemic, we asked Denise what her advice is for sales professionals during the pandemic. She offered the following: “This is the perfect time to practice your research, personalization and empathy, all elements of a Sales Done Right approach. Business is still getting done, but needs have changed. Make sure to take the time to find out what has changed and work to adjust to meet your prospects and customers’ needs. What a great time to create trust and loyalty! DENISE'S FINAL TIP TO EMERGING SALES LEADERS: "It's Sales Done Right. Nothing takes the place of you doing the work. Athletes practice no matter how great they are, lawyers practice before they go into the courtroom, we have to practice. We have to be good at our elevator pitch, we have to be good and know the questions ahead of time, we have to be prepared with understanding who we're talking to, we have to know how those people want to be talked to and talked with, what are the best ways. The biggest tip that I would say is do the work, prepare and do the work."