Ryan O'Sullivan: Author, Building B2B RelationshipsRyan's unconventional path runs through studies in Holland, a placement in Norway, a master's in Toronto, finance in Canada, and a regulatory role in Mauritius before sales leadership and a PhD. The episode details why nothing beats in-person for reading the room and building trust, multithreading complex deals across multiple business units rather than relying on a single contact, developing and equipping champions to sell internally on your behalf, measuring relationship capital invested in a deal, navigating clients who don't know their own buying processes, and authenticity, including admitting when you don't have the answer.