Sales of enterprise-level innovative data and technology driven solutions for retailers and brands.Over time I've developed an approach to connecting with prospects that creates demand instead of wasting everyone's time pitching features.The process starts with doing the up front work to understand the prospect's business. That homework is used to develop relevant stories on how the solution solves their problems in their terms. Those relevant stories help prospects find a home in their mind, budget and business for new, data-driven technology solutions that improve sales, enhance the customer experience and lower costs.Doing the work up front to align with prospects and tailoring stories to solving their unique challenges increases close rate, speeds time to close and reduces price negotiation. Plus it makes you a few friends along the way.This approach has helped me build successful sales processes and teams for solutions that companies don't know exist, aren't looking for, and thus don't know how much they need. This has included building sales and global sales teams for: IoT, decision support, big data, cloud services, personalized marketing, mobile applications, Virtual Reality, and most recently, robotics and automation.