[04:39] Richard’s background
[07:16] Understand that early customers are buying that CEO's passion, that founder's passion
[10:13] Importance of getting a quote from the decision maker of the deployment
[11:18] Realize that your customers aren't fortune companies with big legal team
[12:04] “If you're a one to 10 million and you're going after a new customer, what's the first thing your potential customer is probably going to ask you about?”
[14:34] So everybody wants a discount, know that's going to happen and get your leverage
[16:35] Situation that they have a legal department they're just red lining for the sake of red line, they just know to eliminate everything. They don't really stop and read that.
[17:04] Success depends on how, how strong the marketing leader is in understanding sales.
[19:22] Importance to relearn and unlearn that process. Those who've taken that stronger leadership position accelerate faster.
[20:19] Why it is crucial to redefine product market fit and to re-onboard our entire organization to work from home.
[00:48] Walter’s background
[04:16] Common themes and mistakes Walter notices among founding teams when he starts working with them
[05:40] What do First Principles mean in the context of sales?
[07:30] How to apply an engineering mindset to sales, compassion, and truth
[09:58] Becoming a better salesperson: The 3 W’s (Steve Browne)
[15:10] Usually the biggest obstacle is oneself
[23:36] How Walter unwinds
