Nugget #20 - There are things outside of your control that determine whether a customer is open to talking with you or not.

Think of the various triggers that can indicate a particular new way of thinking that could lend a conversation with you valuable to them. Maybe there is a new boss & your prospect is looking for new ideas to bring them. Maybe a new funding round & there is openness to new growth approaches.

You get the point - it not about YOUR messaging, it’s about noticing the customer situation and helping them where they are.