What is it like to sell a multi-million dollar software deal?
- James Y.
Mark Zuckerberg started an empire as a teenager.
Steve Jobs started one at 20.
So when my sales manager called me a “C-player” and did just about everything to keep me down, I ignored him. Keeping Facebook and Apple in mind, I set sights on building my OWN empire.
(Ok, we're not taking Billions here; more like a multi-million dollar one.)
And I did. Here’s how it went down:
That sales manager I mentioned was a real piece of work. Every month, his “pep” talk would quickly turn into a bash session. When you walked into the office you were greeted by “close the door behind you.” And when I heard those words, it propelled me back to my strict Dean's office from high school. Even how I dressed was fair game.
But I didn’t let him or those sessions beat me down or extinguish the inspiration from Zuck or Jobs. Instead, I chose to feel sorry that nobody taught him how to inspire and effectively lead. And went about my business.
Thankfully, over time, a couple of small deals started to trickle in -- enough to buy some time and meet the people that would help guide me to my empire. Deep down, I knew if I kept working hard the path would light up.
One of those people I met, quickly realized that I had the potential to be an effective business professional. He took me under his wing and showed me the ropes. And most importantly, when I came to him with this BIG IDEA to sell a deal 100X the average company deal size, he told me YOU CAN DO IT.
Empires are built by finding someone that allows you to see the hope inside yourself.