"Kyle Guts lert talking about one of the seven things. He did to double his sales in one year in this presentation at the twenty eighteen sales success summit so I'm crushing the phones left and right and I'm like she. Oh Gosh is is not working you know. I have to find more meaning. Full Way to engage people so you know mastering that. Cold call process is huge. The deal process definitely showed Goto to chet. He's a sales engineer with the organization been helps in just a variety of areas but the guy is just like a tech nerd like no other. He's a numbers. Burs guy just totally brilliant together. We work together. You know setting up that hub spot pipeline that deal process and it grew so so much over the years to where you know. We don't believe in we'll never send a quota without having zoom presentation right so that's part of that deal process says we don't want to send that quote to what we call quote abyss where you never hear back or do you just don't know what happened right so it having that deal process in being able able to march down those stages are so important. So that's pretty much you know. I think what really again helps me see success in. It gets to the top and stay. There was making sure that we have the right processes place awesome. It sounds like as as you built those processes. There's there's just a lot of evolution ocean and learning and then realizing hey when when we just send a quote without presenting it somebody. That goes nowhere in so now. There's there's a an enforced step in the process of you. Do it right every time. Totally Scott it's always changing. It's always improving. So you're exactly right"