Goodbody, Denis

Throughout the late 80's and early 90's I earned a living as a technicial sales support guy at organisations such as GPT, Tellabs, AT&T and Motorola. I witnessed, first hand the respect they commanded from their peers, managers and customers and how no two days were ever the same. I felt that, as the technical guy, I was already qualified, so I moved into a sales position with a small start up software company. It didn't take long before I found out that I knew nothing about sales. I was out of my depth and in over my head. I was working incredibly long hours. I was making the cold calls. I wa...