In sales, there's always this big debate. Do you double down on what you're great at,

or do you try and up-level the parts of your sales game that isn't at the A-level?

You can take whatever strategy you like. But today's guest doubled down on what he was

already good at, and then made it his superpower in sales and how he was

able to get larger deals done and justified. Now, you may think that this might take getting a

degree. It does. It does take initiative. It does take you going out and learning

this stuff. But if you hear this interview, you get the outcome. You get the big deals done.

Now, I've always wrestled with this when I first got into sales.

I would recommend starting with what you're already good at.

Here's the reason.

When you're good at something and you apply it, you get that dopamine hit,

meaning that it feels good.

You're good at something.

And then what you can do is then apply that to some of the other elements of your sales game. Now, when I got into sales, what I was good at was

I knew the product really well. I was great at the demos and getting people excited and on the technical side.

And I augmented that with my CEO who was fantastic on the business side. Now, not everybody has

that luxury, but we have to first be aware of it and second, find a way of doubling down on what we're good at and

having other people or other tools or situations help us with the weaker parts. Let's get into

the interview. I think you're really going to like this guy. He's got a great story.

Hey, Herb. Thanks for joining us today. As where you getting started, gives a little background on yourself. Good morning, Brian. Hey,

thanks for having me. Yeah, Herb Clan. I live and work in Charlotte, North Carolina. Born and

raised in Pittsburgh, PA, I studied finance at Penn State, moved out to

...