Cracking the code.

That's what one of my managers told me after the president's club.

He came up to me and he goes, man, you've cracked the code on how to sell this product.

And that's what we're going to be talking to you about today, is this smarter way of figuring out the system, your system, not mine, not someone else's, but yours,

to selling your product and your market. And it may take some time, but it works. And instead

of people just grinding, doing more and more dumb things faster, the smart people figure it out.

They reverse engineer it. They design it. They meticulously evaluate it. And you can start with

someone else's system. But there's some logical elements, some steps that we all have to go through to sell our product.

Hey Fred, thanks for joining us today. It's a way of getting started. It gives a little background on yourself.

Yeah, so I've been at this professional's enterprise selling game for over 40 years.

When I graduated from Northeastern University a long time ago, the people who were hiring Hewlett-Packard, Digital Equipment Corporation, Techronics, the company for which I worked,

they would only hire people with electrical engineering degrees.

There was no such thing as an SE or a technical board in the selling process, right?

And I interviewed with IBM and they said no.

But then I landed at Tectronics, which is a test and measurement company.

Hulet Packard was in that space at that time and you have had a marvelous career

work for 14 companies since then in both management and individual contributor

positions but I prefer the individual contributor gig for a lot of reasons and we

can talk about that.

And, you know, I would say 10 out of the 14, I have been a top producer, you know, number one, number two, number three in the organization.

And it's, you know, it's been very, very good to me.

You know, what was it like? Because a double E, that's been very, very good to me. You know? What was it like?

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