QBR - How Do You Build Trust?

In terms of competition, we've got a pretty good lead on everyone else around us. So budget is my biggest competitor. It's not that they don't need what we do. It's whether they can talk to the sea level and say, this is what we need in the summer,. Just going to cost. I try to be very open. Because again, you know, there's kind of a feeling, right? That sales guys will just say anything for the P.O. Let's just say perception. 50% fact, 50% fiction."