Seth, what behaviors should sales leaders focus on when impr- if improving if they want to create those stronger customer relationships from that very first interaction?

Yeah.

As a sales leader, it's your job to coach your sales teams to do the work for them.

So coaching is becoming, i- is going to become even more valuable.

To a large extent, you're gonna see the training piece being once...

It always kinda has been the step in a milestone in the journey to be able to improve performance, but I think in, up until now, almost all of it has been focused on, "I did the training.

I ticked the box.

So how can organizations create better alignment between these teams around customer expectations and outcomes?

And then how far are you seeing the reality of what's happening in the space from what vendors are pitching?

So the first thing to look at is anybody who says I can get rid of the BDR is lying to you.

They're just lying to you.

I mean, just take a simple outbound motion, like picking up the phone and calling a customer.

A, they can do it, but you wouldn't do it.

It's the same thing in why it's really hard to record calls when you do outbound motions because you have to ask for permission, a similar type thing there.

So we're going to do all of this for you and just hire my BDR and we're going to handle it.

Are you guys helping people implement these tools or like where does the Sandler expertise come into this equation of like taking that AI GTM transformation step? You know,