“I will typically ask three in succession, which is, what does that mean? How do you know that? And so what?”

“We took a decision to say, let's fashion the help away from just how to use the technology and the question, but also what does the question mean? What does the underwriter want to know?”

“The three things that must happen on a B2B phone call is when you call someone, you state your name and title. Number two, you communicate your company name and what your company does. And number three, you state the purpose of your phone call and whom do you want to speak.”

“And so we've gotten to the point now where we're just asking the clients, here's a couple lines that we think you need to know about. If you want us to answer the rest of the questions, we're happy to do this. But we have to bill you for the time.”

“After asking a couple of small talk questions, we just say, so tell me. What can I do for you? And we just listen… for the next 10 minutes, they’ll describe whatever pain point…”