Real commitment shows through payment, not promises

If we're super serious about this, send us $1 million. Wire us $1 million. We'll happily wire it back anytime you need it, but let's actually put some stake in the ground about the value.

Ready to pay is different than paying. Significantly different. Paying is an independent group of people saying, 'My problem is burning enough that I'm willing to exchange something I have that has value for the promise of what you're going to do.'

Suddenly, the call didn't end with 'Oh, this sounds super interesting.' The call sounded like, 'Wait, how are you pricing this? When can we start doing a POV? I know exactly who I need to connect you to in my team.'

Sometimes you just need to sheer it from the market and know that it's there, the poll, to know the right places to focus. Because if it's difficult to sell, if it's extremely difficult to sell the marginal customer, you're not going to be able to grow a huge business.

You don't want to get friend-zoned by your customers, where your customers like you, but they don't love you and they don't need you.