I sell enterprise
software.
Here's the receipts.

At Comcast Business, I was a door to door salesman selling internet, phone lines and tv to small mom & pop shops in the farmlands of Pennsylvania.

Every morning, I'd drive 75 minutes into my territory, park my car and "door knock" 25-35 businesses every day.

I think I set a Comcast Business record in terms of consistency. I went a perfect 12/12...in missing my quota.

It was a brutal & poor start to my sales career (I made $37K that year), but I learned A LOT of lessons which help me perform today.

Recruited as Formcraft's first SDR after a managing director heard me on Stu Heinecke's sales podcast (author, "How to Get a Meeting with Anyone"). Formcraft designs office spaces across Greater Philadelphia.

Ran 75-100 cold calls a day plus cold email, in-person drop-ins, and networking events. Also hosted "The Corner Office," a video series interviewing top Philly CEOs, which doubled as a pipeline tool for our execs to meet other executives.

Furloughed when COVID hit — nobody was redesigning offices during a lockdown.

Joined as an SDR after the President, who knew me through Philly's real estate networking community, recruited me directly. Watchdog provides project management services for real estate developments; I generated pipeline for the PMs who pitched and closed the business.

Ran 150-200 manual cold calls a day. Leadership and benefits were the best I've experienced, but the role had a hard ceiling with no path to grow beyond SDR.

That ceiling is what pushed me toward tech sales — I made the decision to pivot during this stretch, and haven't looked back since.

Broke into tech sales after a blind application led to a recruiter call and a 5-round interview process. Despite no prior discovery or demo experience, six months of coaching from my manager and sales engineer got me up to speed fast.

Performance and call recordings from this role are in the "Performance" and "Watch Me Sell" tabs above.

IBM was the best job I've had — I had zero intention of leaving. When IBM closed its Philly office, I was offered the option to retain my role by relocating to Austin. I turned it down. I don't move for jobs; my life and family are in Philly.

Got to know Zimperium as an OEM partner during my final stretch at IBM, where I sold their mobile threat defense technology into a few of my install accounts. When my IBM role was eliminated, Zimperium's VP of Sales, who I'd built a relationship with through the partnership, recruited me to head up East Coast enterprise accounts ($500M-$1B in revenue...all whitespace, no install base).

On August 12, I was let go from my role.

The reason: performance. I didn't sell.

To say the situation was far from ideal, would be the understatement of the century, but I ultimately put myself in that situation.

To put it bluntly, early on into my time at my previous employer, I knew I was in trouble & clearly missed a few things during my evaluation process of the company, market, role, and leadership.

Thinking back, I got happy ears.

My failure to effectively evaluate the company is 100% on me and the biggest reason as to why the past 18 months "selling" have been frustrating.

While I was there, I tried my best to make it work.

Invested $20K in sales coaching last year alone to help me ramp up & succeed.

Worked tirelessly to try and figure the role out...it didn't happen.

My best wasn't good enough there.

I'm thinking it will be elsewhere.

The past year has been a setback, no question. But I'm confident I'm poised for a huge comeback in the right role.