And you made this point actually before we started recording that you haven't touched on that I think is important to share this idea of that these five steps kind of emerged out of like a CRM pipeline kind of check thing. Talk a bit about that. >> Yeah, so everyone knows the traditional five steps. Intro, demo, proposal, contracting, and then like closed winner or close loss, right? Those are like the the typical or maybe there's like some variation of that. Like that's not how you run the sales. Those are buckets to understand how to understand a weighted
And you made this point actually before we started recording that you haven't touched on that I think is important to share this idea of that these five steps kind of emerged out of like a CRM pipeline kind of check thing.