Transcript

What's the top advice to founders that are trying to sell to contractors like you that you should focus on just as much of relationship building as sales like I, I have advised other companies that I think your best sales, that's sales team could be your current, current customers and to use your current customers as you would a sales team. But that assumes that you've got a really good relationship with that vendor, which takes time to build. So you also have to be comfortable with potentially like a long sales. Cycle because I have to feel comfortable with the team that I'm buying the product for, you know what I mean? I have to feel comfortable that I'm buying a product with people that I ultimately want to do business with. And if I don't trust you or if I don't trust your intentions or if I think you're just trying to get the sale done, that doesn't feel good. And that that doesn't make me think that you're going to be committed to our success and onboarding that.