Jerich is a Chief Information Security Officer in what he calls a 6,000 person start-up, two years ago he was working for a 100,000 employee Fortune 500 company.

In his exec decision making roles he chooses to engage with salespeople on a weekly basis.

Listen and learn why he does this, what he hopes to get from these conversations and what frustrtes him about some salespeople.

The best way to learn how to improve in sales is to understand the buyers we try to sell to.

Enjoy.