"The active listening skill set is lacking a lot. And so there's a lot, and frameworks, right? This whole Meddpic and all those other ones where you get taught, here's a list of the things I'm supposed to ask, so I'll go do it. But that doesn't actually teach you how to actively listen to the conversation to be able to hear something that you need to dig into more, connect dots, like get strategic. So I think that's what I see a lot of more and more is just that lack of active listening ability and focus on it."