Let's talk about #BAMFAM. Every top sales performer has this as a habit, even if they haven't named it this way. It's short for "book a meeting from a meeting." It's been one of the secrets to my career success that didn't really fit into Customer Success conversations and yet helped me boom my $400M CS org 5x to $2B+ in under three years (in tight collaboration with an army of awesome sales colleagues). More than once, a team member has noted, "Shack loves meetings." That's no more true of me than anyone else. But what IS true is that I'm willing to do more than most people to secure revenue that's sitting right in front of us if we only put in the work. You're there for a reason, they're there for a reason - so keep working it together unless/until it's either over the finish line or not going to happen. Point being: don't book meetings just to book meetings, but if revenue is on the line... #BAMFAM every time!