114: What I would do differently at the beginning of my sales career

Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth · Apr 1, 2022 · 16m · transcript

In 1998, I started my sales career in the cybersecurity industry.

I spent 19 years directly in sales carrying a quota, either as a seller or as a sales leader. Then, I spent about eight or nine years working with sales teams, as a consultant, trainer and coach to help them succeed in the cybersecurity space.

While in my sales career, I qualified for eight out of the 12 President's clubs. By most measures, I did pretty good. I feel reasonably satisfied with how things have gone.

Now, years after leaving and really looking back on it, there are definitely some things that I would change if I…