I enjoy building up people, organizations, and profits. Despite my varied experiences, I'm a salesperson, and for me, that means solving people’s problems. I’ve spent most of my career in software sales, which has allowed me to forge wonderful relationships that pop-up over and over again through the years. My sales philosophy is pretty simple- measure everything, understand what the heck you sell, and what your competition is selling; and you'll almost always win. Measuring ensures an analytic view of the work- sporadic genius is the curse of the sales pit. If we know our average deal size in relation to quota, how many signed deals win and fail, then we know how many deals we need to get into the pipe, how many meetings need to happen for a deal to be generated, how many first- twenty-fifth calls and emails need to happen to generate a warm/ hot lead and so on up the sales funnel. I've seen mediocre reps use data to be excellent reps and I've seen rock stars get lazy and miss their number.