When I first joined sales at Google, I noticed that most pitch decks looked almost identical. They usually started with who we are, how many users we have, how consumers spend time on the internet and, unsurprisingly, how much of that activity happened within the Google ecosystem, followed by an introduction to our products and solutions. Google's sales enablement was incredible at helping sellers become more efficient. Many of us relied on pre-built templates created by anal

When I started in sales, I believed the best sales reps were the best listeners. Over time, however, my perspective shifted, and I now think the best reps are the ones who are genuinely curious about the customer’s business. Because honestly, if you are not curious enough to truly understand how a business works, how it makes money, and what pressures it faces, how can you possibly recommend the right product or solution? Later in my career, I became heavily involved in sales