It reminded me how important consistency is for our sales process, and to focus on those things that differentiate us from our competitors, to ensure we maintain a profitable margin, and that decisions are not always based on price, but rather on the solution we offer and it’s value. Some great ideas on prospecting and handling ‘gate-keepers’ to get to decision makers and reminded me how important it is to PRACTICE, PRACTICE, PRACTICE.  I really recommend this event.  It’s a chance to get ideas too from people outside of your industry.