"It's really not the words that you say, but it's how you made them feel that is what stays with you." — Michael Crane

Michael Crane spent five years running into other people's worst days as a firefighter before a blood clotting disorder forced him out of the job. Now he's a sales and strategic partnerships leader at Talkiatry, and the instinct he built running toward emergencies is the exact same one he uses to sell virtual psychiatry access to healthcare gatekeepers who've heard every pitch before.

Karl and Michael get into why "how was your weekend" is a conversation-killer disguised as small talk, the "opportunity document" Michael builds before every call so he never shows up not knowing who he's talking to, and why the deals he's most proud of are the ones where he told a prospect exactly what his company doesn't ...