In today’s episode, we’re joined by a good friend and former colleague, Prem Neelay. Prem currently serves as a Majors Account Manager at Palo Alto Networks, bringing with him a wealth of experience from previous roles at Nutanix and on the customer side at TiVo.Beyond his day-to-day responsibilities, Prem is deeply committed to mentoring new sellers at Palo Alto, helping them navigate the complex world of IT sales and avoid common pitfalls along the way.Our conversation today centers around a powerful idea: friction in sales isn’t something to fear—it’s something to embrace. Friction signals the start of a real opportunity. When sellers lean into it rather than shy away, they build trust, unlock larger deals, and forge long-term customer relationships.

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