In this episode of the Sales Hangover Podcast, hosts Abby, Anna, Eric, Neil, and Grant welcome special guest Natalie Lemnus, Digital Account Executive at Microsoft.  The group delves into the theme of "confidence over script" and the process of building a unique sales voice. Natalie, who is early in her career, shares her experiences transitioning from a fast-paced role at a local nonprofit supporting startup ecosystems to working at one of the largest corporations in the world. The core discussion revolves around leading with authenticity and vulnerability over relying strictly on prepared material. Natalie emphasizes that authenticity resonates far more with customers than "polish". The hosts agree that sales requires focusing on human connection, and genuine curiosity helps move conversations forward without dependency on a script. The group discusses how vulnerability—being honest and admitting what you don't know—is essential for building trust, especially when combined with timely follow-through.

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