This is episode 185. Read the complete transcript on the Sales Game Changers Podcast website. PAUL'S FINAL TIP TO EMERGING SALES LEADERS: "Put your cell phones down. This is a face-to-face business and I think unfortunately the younger generation of folks coming in have grown up with mobile technologies and they really believe that they can communicate in an effective manner by text messaging or social media or even email. The most important thing is networking and get face-to-face. If you're going to use your cell phone, actually use it as a phone." Paul Smith is the General Manager for Red Hat Public Sector. Prior to that, he held sales leadership positions at Veritas, Netscape and Oracle. He received the Lifetime Achievement Award from the Institute for Excellence in Sales in 2017 Find Paul on LinkedIn!