Articles
BACKGROUND AND EXPERIENCE
Q: What led you to join the Green Leaf team?
A: Throughout my career, I’ve worked for companies of all sizes, but I’ve found the most happiness, satisfaction, and success when working with smaller firms. I wanted to return to a consulting firm that put the customer first and Green Leaf has a great reputation. I had worked with a few of the partners in the past and respected their work.
Q: What keeps you here?
A: The desire to help the company grow. Our consultants are knowledgeable and collaborative, and they tend to make me look good – there is deep technology expertise and experience here.
Q: Where have you found the most success in your career?
A: My greatest success, whether on large or small projects, has always come from building strong relationships and trust with clients.
Q: What aspects of solutions or services are you most passionate about, and how do you see these aligning with your role at GL?
A: I worked on a project where the client put a lot on the line for their career. It was a high-risk project, and the client trusted us to execute it. We successfully delivered the project on time and within budget. Many people on the client side were promoted, and they received recognition both internally and externally. These types of situations are rewarding because they show how our services help clients grow and succeed.
Q: How have your past experiences shaped your approach to sales in the technology sector?
A: Having a mentor is invaluable. When you hit bumps in the road, remain confident, and remain hungry. This industry is fast-moving, stay on top of trends and be prepared for change.
There is truth to the idea that “success begets success”. But once you achieve success, remember your roots, how you got there, and what it took. There have been times when I have developed a level of hubris. It is important to remember this is a people’s business, be respectful, and don’t take clients for granted.
ROLE AT GL
Q: Can you tell us about a personal philosophy or approach that guides your work in tech and in serving clients?
A: I’m not the typical hard-charging salesperson. I move at the client’s pace while gently nudging them forward. Building relationships takes time, and I find that patience leads to longer-term client relationships and more referrals.
Q: What aspects of your role do you find most rewarding?
A: Closing new business deals and winning project work with new clients boosts my confidence and determination to find more opportunities. Putting our people to work is also rewarding because I know they’ll represent our values well once they start working with clients.
THOUGHT LEADERSHIP & LOOKING AHEAD
Q: What emerging trends are you particularly excited about, and how do you think they will impact our clients?
A: I’d be remiss not to say AI. However, staying on top of emerging technologies can be a challenge. While taking risks can often lead to a lot of rewards, there’s plenty of opportunity to harness existing technologies and improve their efficiency and effectiveness before jumping into new ones.
Q: What are some of the biggest challenges you’ve faced in your sales career, and how have you overcome them?
A: One challenge is effective communication. It’s important to communicate early and often with clients during the sales process, and obviously the same holds true after winning their business and during project delivery.
Q: What strategies do you use to stay current with industry trends and continue developing your skills?
A: I keep up with trends by reading articles on sales development and strategy, following updates from leading technology providers, as well as interesting posts on platforms like LinkedIn. It’s also beneficial to participate in client project meetings. There is always something to learn. I think salespeople should absorb as much as they can about processes, people, and technology.
Q: How do you approach building and maintaining strong relationships with clients?
A: When meeting a client for the first time, I focus on being professional, honest, and with a touch of humor when appropriate. Clients form an opinion within the first five minutes of a meeting, and that initial impression often establishes the trust necessary to move forward. It’s a people business at the end of the day.
Q: What do you believe is the key to delivering long-term value to our clients?
A: The key is staying grounded in core principles and expecting the same from clients. Most projects will encounter bumps in the road, but how you deal with those challenges—whether you can find an amicable and balanced path forward—is what clients will remember.
Q: What skills do you believe will be most critical for the next generation of sales professionals in technology consulting?
A: Technical skills can be taught. What’s more important are people skills, communication, and authenticity. I’ve seen people take out their phones in client meetings. It’s essential to stay present in meetings, listen closely to what your client is saying, and be alert to new opportunities.
PERSONAL: INTERESTS AND HOBBIES
Q: If you could have dinner with any figure from the world of technology, who would it be and why?
A: Thomas Edison. Because he was a luminary, of course.
Q: What’s the one gadget or tech you can’t live without?
A: My laptop. I still prefer to talk on the phone, but I need my laptop for everything else.
Q: Can you share a personal success story or a particularly memorable experience from your career? What made it special for you?
A: My greatest successes have always involved clients with whom I’ve been able to build strong relationships. Trust takes time, but it’s the foundation of any good project.
Q: Outside of work, what’s a hobby or activity you’re passionate about? How did you become involved in it and why is it important to you?
A: Family comes first, and my grandchildren have been a game-changer. I also enjoy exercising though it’s a challenge to stay consistent. I’ve loved playing and watching sports my whole life with football being my favorite. Go Birds!
Q: Green Leaf is a place where there’s a good balance of serious business and good-natured humor. Can you give a fun example of when you’ve either doled out or been on the receiving end of some of that humor?
A: For me, these typically occur during a lunch meeting. Listening to the banter and opposing views on whether Nick Cage is one of the greatest actors of his time – I don’t start the debate but I’m happy to stoke the fire, all in good fun of course.