My Story

• • Career Transition: I initially pursued commerce with a focus on accounting but shifted to technology sales, a field I hadn't planned to enter. I have spent around 25 of my 30 years of professional life in sales within technology companies

• • Accidental Sales Career: My entry into sales was unintentional, stemming from product management roles where customer interaction led to direct sales responsibilities. Authenticity and liking people were key attributes

• • Startup Experience: A significant 12-year tenure at a cloud computing startup was both fulfilling and fruitful, especially during the initial growth phase. This involved educating customers on cloud solutions and securing multi-year contracts, which resulted in substantial rewards

• • Entrepreneurial Shift: Going independent as a sales consultant and advisor was somewhat accidental but fulfilling. After a round of redundancies, I was approached by multiple companies for fractional sales leadership roles

• • Fractional Sales Leadership: I now offer fractional sales leadership, working with clients on sales plans and strategies. A key observation is that many businesses lack dedicated sales plans to achieve their overall business goals

• • Recession Resilience: During economic downturns, there's often increased demand for my services as companies focus on monetization and commercialization

• • Client Management: I manage a small portfolio of 3-5 clients at a time, ensuring dedicated focus. Engagements involve phases of planning, review, and implementation

• • Billing Model: I charge by the day, avoiding hourly billing complexities and allowing for flexibility in addressing client needs

• • Succession Planning Insights: Australian and New Zealand businesses face challenges in succession planning, leading to potential undervaluation compared to international markets. Many older businesses lack modern processes and CRM adoption, hindering growth

• • Process Documentation: Recording short videos to explain processes is a great way to onboard new team members and share important information

• • Investment Strategy: My plans include potentially investing in and working with a business requiring succession planning or capital infusion. My investment portfolio is primarily in equities and managed funds, with a disciplined savings approach

• • Sales Skills vs. Network: I believe sales skills are more critical than an existing network. Understanding the buyer's motivations and needs is paramount

• • B2B Preference: Prefers B2B sales over B2C due to the commercial focus and reduced emotional complexities.

My career in video https://www.youtube.com/watch?v=U8olTOvFYSQ&list=PLc2_v0mDrdE-wcqqQDVtYy6ttqNS3OVNn