Watch

What we do when you do innovation, you sell by teaching things that people thought were not possible. And so when you disrupt a belief, a status quo, you need to show them a vision for how things can be better and why. And that requires also to meet and engage and educate them. So most of my selling over the years has been educating more than just selling a product that people knew already they had a need for.

Most of my businesses were about um uh solving a need that was unmet. They didn't know it could be solved. And so we had an original in a new way of solving it that people think think it was possible.