This is episode 273. Read the complete transcript on the Sales Game Changers Podcast website. JAVIER'S TIP TO EMERGING SALES LEADERS: "Two Words. Be Deliberate. We don't have the water cooler or the coffee shop nowadays and we don't have all these physical things that we've been used to working with our customers and our business partners. Reach out to them not asking for money or their business. I found this to be rewarding for myself and I found it to be a way to develop connection. If you’re in a geographic territory, it's a muscle that you have to develop. Make sure you block off time throughout the week calling on your customers and just listen, and not with any intent. Don't use empathy as a weapon. Use empathy as a tool to really see how they're going and make sure that you connect."