Episode #18

Gary has worked in a variety of emerging growth markets for more than 24 years in the Silicon Valley and India. He’s been successful in emerging markets and public markets in a broad range of industries including Residential and Commercial Real Estate, Private Lending, Enterprise Software, and High Tech Manufacturing.

• Intro to Gary [0:00]
• Garys work background [3:20]
• Experience as a young salesman with 4 large companies [8:45]
• What is enterprise sales? [11:00]
• Exceptional margins and numbers that lead to firing someone [14:40]
• How to practice being attentive and persuasive  [22:05]
• When to walk away and take an ‘L’ [26:12]
• Crazy story of being in the “Lions Den” [33:20]
• How to teach grit and sandbagging [43:15]