Today we got a great interview, a very senior guy who's done really well, got into sales

different than some people. Most of us, we try and get into it because it pays well. And we

see a future there. Sometimes we get pulled into it. Today we're going to be talking about

how you can really connect with people. How can you

prioritize the deals that you have, the opportunities in front of you? Because today,

it's very different. You know, it used to be about the ones that came to us or the ones we know the best.

Today we open up our computer and it's just full of distractions, but in there are some needles in the haystack.

And we've been taught for years that it's all about numbers and just go hunt and try and find

that needle.

Instead, what we should be doing today is where's that needle most likely to be?

When's the best time to get it?

Why this place over another? It's called judgment and it really should be a superpower,

one that takes a lot less time than it currently does to develop. Something you have to work on,

but once you have it, it's always there. Let's get into the interview. I'll sum it up at the end.

Hey, Steve, thanks for joining us today as way. Getting started. Give us a little background on

yourself. Okay. I've been in corporate sales, basically capital equipment for over 40 years.

And I've had the privilege before that of running small and large businesses.

And what was the motivation to get into sales?

Well, after having 100 people work for me and the attending issues that go along with that,

I thought it would be a good opportunity to take some of the

experience that I had and leverage those into providing solutions for

people out on the street. And it's been very, very, very pleasant.

...