If you don’t know how to listen, you’ll never be able to sell. In fact, Will Foreman argues that a successful sales call should follow the 80/20 rule, with sales reps spending most of their time listening to their prospect’s needs and concerns.

In this episode of Tech Sales is for Hustlers, Will, now an Account Executive at CapabilitySource, talks about the success he’s found since prioritizing active listening on cold calls, highlights the importance of resilience and open-mindedness, and discusses how his experience in startups has shaped his career.