[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
[01:42] The shift from single-market to multi-market
[04:36] The Miley moment
[10:50] Setting a brand vision well into the future
[13:10] What keeps Shane up at night?
[17:20] Shane’s inspiring people
[18:59] How does Shane stay balanced?
