This is episode 316. Read the complete transcript on the Sales Game Changers Podcast website. SPENCER'S TIP TO EMERGING SALES LEADERS: "What is the quality of experience we're trying to have with customers? Do I have a message that's at the fingertips of my sellers and they're capable of delivering it and we can engage with it and measure it and know that it's being delivered properly? Then are we bringing the right mindset to help those customers come to a decision? Are we doing research before our conversations? Are we setting proper expectations and next steps? There's a lot of tactics here, there's a mindset change, there's a tool set. If you can just put all of the pieces together and just keep working at it, you can solve this. The great part here is yes, it's kind of scary but it also presents an opportunity because you can do what other people aren't doing and you'll stand out in the eyes of your customer and they will reward you with business."