Hey, this is Meridith Elliot Powell. And did you know that buyers are 85% of the way through the buying cycle before they ever interact with a salesperson? Think about that. I mean, they are 85% of the way to make a decision before you ever do the traditional sales call right now, they’re online Googling for information, educating themselves about what to buy and who to buy from. And if you’re not entering the sales game at that point, then you’re already behind. By the time you have that first conversation. I mean, no wonder sales is so frustrating today because we are entering the game at halftime or even behind halftime. So if you want to win in today’s marketplace, if you want to succeed in 2022, you need to enter the game at the beginning. And that means that you need to understand the sales cycle actually starts without you, and you need to get into the sales game earlier. It means you need to understand where your target market is looking for information. Who are they talking to? What articles are they reading? What social media channels are they using? And then what are you doing to get into the line of fire of where they go to look for information. People do business with you because they have heard of you and about you. And if you want to turn uncertainty into competitive advantage, and I know that you do make sure you enter the buying cycle when it begins. Get your content, get your information, educate the buyer so that when you knock on the proverbial sales door, they are ready to open it.