Yeah.

And I, I want to reply to that with, uh, a bit of...

Well, with something I'm mentioned all the time, and it's something, it's a, a thought, an idea that comes out of YC, which there are two types of work that a salesperson could be doing.

There's what we call intelligence-based work, which is, you know, operational and quite intensive.

Building a lead list, writing a message, scanning websites for signals, doing research on prospects.

And then there's what you call judgment-based work.

Having a conversation with a prospect, knowing where to push, pull back on a deal, knowing which markets to go after, knowing how to, you know, go to a dinner with a prospect.

Yeah.