How to Build Trust With Your Customers

I think in my discovery is really where I make the sale. What's driving the company? How are they making money? Who are their partners? So that's a lot of research that I'm doing on the front end. And it sometimes takes a little bit longer as a sales cycle to really get them to understand certain things. But I don't try to force feed them around that, right? As should we're walking them through a methodical process around what's really providing value and getting them through that process of sharing that with the rest of the executive leadership team,.