For as long as I can remember, I have never been a constant talker – someone who constantly talks for what seems like the love of hearing their own voice.  I can remember the adults in my life (relatives, family friends & teachers) on a regular basis (constantly) saying that I was ‘too quiet’.

 One day while working on a presentation regarding a computer program I was developing for a local bank, I remembered an incident in elementary school where one of the teachers had commented about my quietness, however, my Pastor, someone I greatly admired, immediately corrected the teacher by stating that I was a both ‘A Gentleman and a Scholar’.  He understood that my words were chosen carefully and supported by the knowledge of my vast understanding of the subject.  I realized on that day, that listening and understanding is more important than speaking blindly,  a key life lesson I carried with me, but hadn’t realized its full impact until that day (working on my presentation).  After recalling this incident,  I then remembered and realized that when I did talk, people would stop and listen (do you remember the old E.F. Hutton commercial?)

Armed with this forgotten but newly found knowledge, along with a love for technology, I decided to change careers and go into sales.  I’ve built my successful career in enterprise technology sales, based upon this simple philosophy – that is more important to first listen and understand my clients’ needs, challenges & goals before speaking.  This has been the foundation of my successful enterprise technology sales career of more than 25 years.

I use this same successful philosophy to help business to business (B2B) leaders transform their sales organizations into a well-oiled revenue generation engine that produces consistent results through the focus of process, people, and technology.