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<v ->Customers don't need any more information.</v>

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All the information in the world exists

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at a couple of keystrokes.

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And so what it mandates is the seller skill

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and competency has to evolve.

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The role is fundamentally changing.

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And there's a big discussion

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about will artificial intelligence replace sales jobs?

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Well, the answer's yes, it will,

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unless you become a very skilled, expert seller

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that can bring value into the decision cycle

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of the client relationship.

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And look, I mean, you know, I think it's 50% of millennials

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and Gen Z buyers prefer self-service.

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They prefer to not deal with the sales representative.

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So the bar or the expectation of seller skill

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and competency is changing

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as our customers change and as technology advances.

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Now, with that said,

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I think it is a wonderful time

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to be in the discipline of professional selling

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if you are committed to developing your expertise

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and then the skill and competency to relate to people

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in a right way.

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So it is becoming more human-centric.

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There's a responsibility incumbent upon today's seller

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to develop expertise in a way

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that they can bring value into the equation

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and really help somebody else improve their business

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or their outcomes.

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That's the future of selling.