Acknowledgement

So many debts lie behind writing of this book that I will only single out a few for particular mention.

I want to thank Sameer and Aditi, owners of Net Solutions. They gave me the freedom to focus on what I love, which is technology. I enjoy designing tech solutions and creating processes to improve software delivery. They also encouraged me to coach others and get involved in sales calls. I’m grateful for the confidence and freedom they provided.

Most of my practical sales knowledge comes from Ranji Prasad, our sales head in North America. He taught me the importance of preparation, having strong pitch during sales calls, and debriefing after each call to analyze the call and next steps. He encouraged us to dig deeper into our pitches, which made a big difference in my approach.

Additionally, my pre-sales team, business analysts, and engineering team were instrumental in my learning. They showed me how to research effectively and the importance of being well-prepared. I also helped them prepare, and through coaching and rehearsing together, I learned a lot in return, much like iron sharpening iron.