I have an engineering background and began my professional career as a COBOL programmer. My first job was maintenance (versus new development) of an antiquated order entry system at Dr Pepper Company. I am familiar with how software is developed and how data is organized. I understand the technology behind enabling humans to communicate with computers.

But that is not what makes me valuable to you.

When I transitioned to sales, I applied this knowledge to learning the science behind how people make decisions. With time and practice, I learned how enterprises make purchasing decisions, especially regarding enterprise software. My employers eventually wanted to leverage my skills across as many individual contributors - as many sales cycles - as possible.

I turned my focus to learning leadership skills. My sales teams wanted me in front of their accounts. This is where I also wanted to be - leading from the front lines. I accelerated my learning with the increased repetitions I received from these sales teams. Over time, I have accumulated thousands of repetitions and developed increasingly specific knowledge. That knowledge is growing revenues through selling technology to enterprises. As a result, I possess better judgment, making me valuable to any sales team selling in this space. I make them better.

I am no longer a salaried employee. I am now in a position of maximum leverage and accountability. I advise tech companies that want to improve their sales performance.