In the small world of sales, it’s equal parts what you know and who you know. Over the past 14 years, Nelson Lawson built a vast and strong network of peers that he often leveraged on his path toward becoming Managing Partner of DC Consulting Service, LLC. His firm is a value-added reseller and leading provider of information security solutions and professional services. In fact, some of his vendor partners today were his former coworkers.

On this episode of Tech Sales is for Hustlers, Nelson shares his experience with sales burn out, why it is vital to know your sales manager’s goals, and  how he embraced the entrepreneurial spirit to start his own value-added reseller.