Transcript

You gotta listen. Like you have to listen to your customers. It could be you think you've got the greatest thing since sliced bread and it could be like we we have had this challenge ourselves at expel it. It could be that we have an opinion and we may know better. Cool story buddy, but if your customer has a problem they want to solve and if they are locked into the way they want to solve it, you're going to have to meet them where they are. Whether you think they're right, whether you think they're wrong, but doesn't matter. That's not going to happen in the context of selling to your customer. That's going to happen over time maybe and also maybe seller you're wrong, maybe your customers right and your view of the world is incorrect. And so I guess being humble in the face of the market, being humble in the face of your customers and also being. Careful about the assumptions you make about the problem they're trying to solve and what their day-to-day is actually like. Like that's like you've got to, you've got to be an impasse. If you have to be an empath, you have to go to them and try to walk in their shoes. If I can go ahead and use that. And it's a little bit trite, but it's, it's accurate. Like how do you go walk that mile with them and really understand what their issues are? That's that's huge. And I know coming from Mandy and you know, we, you know, we're world classes. Response like a bunch of us have cyber operations backgrounds like out the yin Yang, all that kind of stuff. It's really easy to get an arrogant opinion that my way is the right way and that's not that's not how the world works. So you really have to get humble and go to your customer and really try to understand them and that's how you can provide value to include the value you might be providing is not wasting their time because you can't solve their problem. So leave them alone and then go find someone who's. Problem you can solve.