We all think our job is really hard and probably is, or at least it is for us.

Today's guest has had a track record of hard jobs.

Imagine being the first rap or one of the first reps in North America when your company is half a world away and may not understand how North America

works, has insanely high expectations, and us in sales, we're there to fulfill it.

Well, that's what we're going to be talking about today.

You know, how do you do that? Do you send

out your 50 spam messages a day and make your 100 dials or whatever it is that people think

sales is? Here's a hint. It's a whole lot more than an activity. And certainly in this market,

it's not effective. And this market, it's not effective.

And this market, market I came out of, and it just happens that this guest just hired

somebody I used to work with, and I found that out in the interview.

So be a little surprised about that.

And there's the key thing that you're going to get out of this.

I'll sum it up at the end about what a great sales leader does that most sales leaders will never do.

And I'll explain why it's so critical. And if it's not there, that's probably the number one reason

sales leaders fail at companies, certainly at startup companies, where it really is up to us

because, you know, the marketing hasn't kicked in. The category really hasn't been defined. The problem

that you solve may be a latent problem, not an active problem. And there is a million

alternatives, or what we call competitors. So this is a great example interview.

Certainly, in my course, start the conversation, get the meeting,

kind of the number one demographic in there is people who sell security.

Security of software, security hardware.

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