Jeff Burgess never had time to micromanage. He had a company to run. And it turned out, stepping back was the best management decision he ever made.

In this episode, Jeff makes the case for the hands-off boss, not the checked-out one, but the leader who trusts people enough to let them work, then gets out of the way. He shares how his sales team eventually stopped asking for guidance and started sending him emails about deals he didn't even know they were working on. He took that as the highest compliment possible.

Jeff also takes on one of the most urgent issues facing managers right now: how to handle the AI conversation with your employees honestly. Spoiler: they're already scared, already looking at job listings, and the last thing they need is a chest-thumping team meeting about how great the transition is going to be. Tell them the truth. Have the severance ready. Treat them the way you'd want to be treated.

This is a straight-talking episode about trust, leadership, and why the companies that gave people room to breathe almost always outlasted the ones that didn't.

To learn more about Jeff’s journey, pick up a copy of 𝙄𝙩 𝙒𝙤𝙧𝙠𝙚𝙙 𝙁𝙤𝙧 𝙈𝙚: 𝙈𝙮 𝙇𝙞𝙛𝙚 𝙎𝙚𝙞𝙯𝙞𝙣𝙜 𝙊𝙥𝙥𝙤𝙧𝙩𝙪𝙣𝙞𝙩𝙮 𝙖𝙣𝙙 𝘽𝙪𝙞𝙡𝙙𝙞𝙣𝙜 𝙎𝙪𝙘𝙚𝙨𝙨 today! Now also available in audiobook format.

100% of all royalties go directly to the Wounded Warrior Project!

Wondrous Stories.... Words and music by Jon Anderson.

Copyright held by Atlantic Recording Corporation (℗ 1977, 2003, 2008)

Jeff Burgess was the face the customers saw. But behind him were people who made everything work, and this episode is their story.

In this episode, Jeff pays tribute to three women from his earliest days in the computer industry: Isabelle Drake, the purchasing agent and fellow Cubs fan who chased him down hallways yelling "Jeffrey" just to give him order updates; Helen Jendroka, the devoutly Catholic billing clerk who once invoiced a customer for 14 cartons of eight and a half inch floppy dicks instead of disks (and whom nobody had the heart to correct); and Donna Panfil, the inside sales manager who kept pushing for Jeff's promotion even when the company owner said no.

This is a warm, funny, and quietly moving episode about the people who rarely get credit, the ones without whom the customer-facing success story simply doesn't exist. Jeff remembers their monthly lunches at Palm Court, their quirks, their loyalty, and the forty-five years that have done nothing to dim the memory of any of them.

Rest in peace, Isabelle Drake. Rest in peace, Helen Jendroka. Rest in peace, Donna Panfil.

To learn more about Jeff’s journey, pick up a copy of 𝙄𝙩 𝙒𝙤𝙧𝙠𝙚𝙙 𝙁𝙤𝙧 𝙈𝙚: 𝙈𝙮 𝙇𝙞𝙛𝙚 𝙎𝙚𝙞𝙯𝙞𝙣𝙜 𝙊𝙥𝙥𝙤𝙧𝙩𝙪𝙣𝙞𝙩𝙮 𝙖𝙣𝙙 𝘽𝙪𝙞𝙡𝙙𝙞𝙣𝙜 𝙎𝙪𝙘𝙚𝙨𝙨 today! Now also available in audiobook format.

100% of all royalties go directly to the Wounded Warrior Project!

Wondrous Stories.... Words and music by Jon Anderson.

Copyright held by Atlantic Recording Corporation (℗ 1977, 2003, 2008)

Jeff Burgess landed in the computer industry in 1979. He sometimes wishes it had been 1975. Then again, maybe not.

In this episode, Jeff traces the winding, unplanned path that dropped him into a warehouse at TechAids Industries at exactly the right moment, when technology was just sexy enough to consume him, and when his obsessive desire to learn every packing list and receiving ticket could actually mean something. Two years earlier, he argues, none of it would have stuck.

From Bill Gates founding Microsoft at 19 to IBM's 55-pound portable computer, Jeff walks through what was actually happening in the industry during the years he missed, and makes a compelling case that the timing he got was the timing he needed. The pot, the failed college trimesters, the string of warehouse jobs, and his father's Sunday sermon all turned out to be part of the setup.

This is an honest, funny, and surprisingly sharp episode about the difference between a head start and the right start, and why staying put when you want to walk out is sometimes the best career move you'll ever make.

To learn more about Jeff’s journey, pick up a copy of 𝙄𝙩 𝙒𝙤𝙧𝙠𝙚𝙙 𝙁𝙤𝙧 𝙈𝙚: 𝙈𝙮 𝙇𝙞𝙛𝙚 𝙎𝙚𝙞𝙯𝙞𝙣𝙜 𝙊𝙥𝙥𝙤𝙧𝙩𝙪𝙣𝙞𝙩𝙮 𝙖𝙣𝙙 𝘽𝙪𝙞𝙡𝙙𝙞𝙣𝙜 𝙎𝙪𝙘𝙚𝙨𝙨 today! Now also available in audiobook format.

100% of all royalties go directly to the Wounded Warrior Project!

Wondrous Stories.... Words and music by Jon Anderson.

Copyright held by Atlantic Recording Corporation (℗ 1977, 2003, 2008)

Anyone can throw a price on a piece of paper. Jeff Burgess never did. He told a story. That story was the why factor, and it opened doors that numbers alone never could.

In this episode, Jeff traces how a reputation built on finding anything for anyone became the engine behind decades of deals, from convincing two competing national distributors to sign him up on the same day, to flying to Houston with his banker to explain a fourteen million dollar sale of Hewlett-Packard goods back to Hewlett-Packard. Yes, you read that right.

The why factor wasn't just a sales pitch. It was the answer to the question every bank, every distribution partner, and every new customer was really asking: why you, why now, and why should we care? Jeff always had an answer ready, and that preparation is what separated him from every other schmuck with a proposal.

This episode ends with a challenge for everyone, not just salespeople. What's your why? What makes you tick? Whatever you hope to build in life, have that answer ready. You may have been preparing for that question your whole life without knowing it.

To learn more about Jeff’s journey, pick up a copy of 𝙄𝙩 𝙒𝙤𝙧𝙠𝙚𝙙 𝙁𝙤𝙧 𝙈𝙚: 𝙈𝙮 𝙇𝙞𝙛𝙚 𝙎𝙚𝙞𝙯𝙞𝙣𝙜 𝙊𝙥𝙥𝙤𝙧𝙩𝙪𝙣𝙞𝙩𝙮 𝙖𝙣𝙙 𝘽𝙪𝙞𝙡𝙙𝙞𝙣𝙜 𝙎𝙪𝙘𝙚𝙨𝙨 today! Now also available in audiobook format.

100% of all royalties go directly to the Wounded Warrior Project!

Wondrous Stories.... Words and music by Jon Anderson.

Copyright held by Atlantic Recording Corporation (℗ 1977, 2003, 2008)

AI was born at an academic workshop in 1956, the year before Jeff Burgess was. Seventy years later, it's a household name. The question Jeff is asking isn't whether AI works. It's whether we still know how to think without it.

In this episode, Jeff takes aim at AI dependence, starting with sixth graders who are taught to lean on it before they've learned to think for themselves, and working outward to the staggering environmental cost of the data centers powering it all (millions of gallons of water a day, with consequences nobody will understand for decades). He's not anti-technology. He's against the crutch.

Jeff also makes the case for a new kind of education entirely: a four-year, co-ed AI literacy class starting freshman year of high school, one that could end up mattering more to a graduate's future than the diploma itself.

This is a sharp, unfiltered take on where artificial intelligence is helping, where it's hollowing people out, and why a little old-fashioned human judgment still beats the algorithm. Artificial intelligence versus awful intelligence. You decide.

To learn more about Jeff’s journey, pick up a copy of 𝙄𝙩 𝙒𝙤𝙧𝙠𝙚𝙙 𝙁𝙤𝙧 𝙈𝙚: 𝙈𝙮 𝙇𝙞𝙛𝙚 𝙎𝙚𝙞𝙯𝙞𝙣𝙜 𝙊𝙥𝙥𝙤𝙧𝙩𝙪𝙣𝙞𝙩𝙮 𝙖𝙣𝙙 𝘽𝙪𝙞𝙡𝙙𝙞𝙣𝙜 𝙎𝙪𝙘𝙚𝙨𝙨 today! Now also available in audiobook format.

100% of all royalties go directly to the Wounded Warrior Project!

Wondrous Stories.... Words and music by Jon Anderson.

Copyright held by Atlantic Recording Corporation (℗ 1977, 2003, 2008)

Confidence built BCD. It also blinded Jeff Burgess to some hard truths about the people around him, including himself.

In this episode, Jeff looks back at the early naivety of opening his own company after nineteen years in the computer industry, and how a single client, Takeda Pharmaceuticals, ended up representing fifty percent of his first year's sales. He asks the question that's haunted him since: how much of that success was his, and how much was simply momentum and a favor owed?

But this episode goes deeper than one client. Jeff gets honest about misjudging the CEOs he worked for before founding BCD, about a "quick to hire, slow to fire" philosophy that let a toxic leader stay in place for five years too long, and about the difference between being a selling CEO and being a CEO who happens to sell.

This is a reflective, unflinching episode about blind spots, loyalty, and the lessons that only land once you've had twenty-five years and a quarter million security devices in ninety-one countries to look back on.

To learn more about Jeff’s journey, pick up a copy of 𝙄𝙩 𝙒𝙤𝙧𝙠𝙚𝙙 𝙁𝙤𝙧 𝙈𝙚: 𝙈𝙮 𝙇𝙞𝙛𝙚 𝙎𝙚𝙞𝙯𝙞𝙣𝙜 𝙊𝙥𝙥𝙤𝙧𝙩𝙪𝙣𝙞𝙩𝙮 𝙖𝙣𝙙 𝘽𝙪𝙞𝙡𝙙𝙞𝙣𝙜 𝙎𝙪𝙘𝙚𝙨𝙨 today! Now also available in audiobook format.

100% of all royalties go directly to the Wounded Warrior Project!

Wondrous Stories.... Words and music by Jon Anderson.

Copyright held by Atlantic Recording Corporation (℗ 1977, 2003, 2008)

The most important product any salesperson sells isn't on the price sheet. It's their word.

In this episode, Jeff Burgess breaks down where real confidence comes from (homework, not winging it) and why becoming a customer's "Trusted Advisor" matters more than closing any single deal. Jeff walks through the small moves that build outsized trust: letting the customer talk while you listen, reiterating what you heard to show you were paying attention, and never badmouthing a competitor even when you're handed the perfect opening.

He also shares the counterintuitive move that turns a salesperson into a permanent fixture in an account: pointing a customer toward a product you don't even carry, just because it's the right call for them. That's not generosity. That's strategy.

This is a practical, experience-tested episode on the two rules that anchor everything else: Know Thy Customer and Know Thy Competition. Skip these, and nothing after matters.

To learn more about Jeff’s journey, pick up a copy of 𝙄𝙩 𝙒𝙤𝙧𝙠𝙚𝙙 𝙁𝙤𝙧 𝙈𝙚: 𝙈𝙮 𝙇𝙞𝙛𝙚 𝙎𝙚𝙞𝙯𝙞𝙣𝙜 𝙊𝙥𝙥𝙤𝙧𝙩𝙪𝙣𝙞𝙩𝙮 𝙖𝙣𝙙 𝘽𝙪𝙞𝙡𝙙𝙞𝙣𝙜 𝙎𝙪𝙘𝙚𝙨𝙨 today! Now also available in audiobook format.

100% of all royalties go directly to the Wounded Warrior Project!

Wondrous Stories.... Words and music by Jon Anderson.

Copyright held by Atlantic Recording Corporation (℗ 1977, 2003, 2008)

Most companies compete on price. BCD Video competed on trust. And when the stakes are high enough, trust is the only thing that matters.

In this episode, Jeff Burgess pulls back the curtain on his years leading BCD Video, a company that put security surveillance storage servers into some of the most consequential places on earth. Wimbledon. Westminster Abbey. Apple. Oracle. Machu Picchu. The Pentagon. Disney theme parks worldwide.

Jeff shares the moments that stayed with him long after retirement: footage from a Lord and Taylor camera that helped identify one of the Boston Marathon bombers, Secret Service video capturing Mike Pence being evacuated on January 6th, and a Sunday night on the couch watching 60 Minutes when he recognized the crystal-clear drone attack footage from Saudi Aramco oil fields and broke down in tears.

This is a rare look at what it means to build something that quietly shows up at the most important moments in modern history, for better and for worse. Reputation over price. Uptime over everything. One server at a time.

To learn more about Jeff’s journey, pick up a copy of 𝙄𝙩 𝙒𝙤𝙧𝙠𝙚𝙙 𝙁𝙤𝙧 𝙈𝙚: 𝙈𝙮 𝙇𝙞𝙛𝙚 𝙎𝙚𝙞𝙯𝙞𝙣𝙜 𝙊𝙥𝙥𝙤𝙧𝙩𝙪𝙣𝙞𝙩𝙮 𝙖𝙣𝙙 𝘽𝙪𝙞𝙡𝙙𝙞𝙣𝙜 𝙎𝙪𝙘𝙚𝙨𝙨 today! Now also available in audiobook format.

100% of all royalties go directly to the Wounded Warrior Project!

Wondrous Stories.... Words and music by Jon Anderson.

Copyright held by Atlantic Recording Corporation (℗ 1977, 2003, 2008)

Most salespeople sell what the company gives them and call it a day. Jeff Burgess built an empire inside someone else's infrastructure.

In this episode, Jeff shares how he turned third-party manufacturer relationships into a self-sustaining sales force, using his employer's accounting, warehousing, and marketing as the engine while doing what he did best: selling. From managing the State of Texas contract to moving over $4 million in Unisys PCs in a single year, this is a masterclass in seeing opportunity where others saw a fad.

The secret? Two rules he learned early and never abandoned: Know Thy Customer and Know Thy Competition. While others raced to the bottom on price, Jeff was selling value, longevity, and trust. Any schmuck can win on price. Jeff was never that schmuck.

This is the story of how thinking sideways, building relationships before you need them, and refusing to take no for a final answer can turn a single idea into millions.

To learn more about Jeff’s journey, pick up a copy of 𝙄𝙩 𝙒𝙤𝙧𝙠𝙚𝙙 𝙁𝙤𝙧 𝙈𝙚: 𝙈𝙮 𝙇𝙞𝙛𝙚 𝙎𝙚𝙞𝙯𝙞𝙣𝙜 𝙊𝙥𝙥𝙤𝙧𝙩𝙪𝙣𝙞𝙩𝙮 𝙖𝙣𝙙 𝘽𝙪𝙞𝙡𝙙𝙞𝙣𝙜 𝙎𝙪𝙘𝙚𝙨𝙨 today! Now also available in audiobook format.

100% of all royalties go directly to the Wounded Warrior Project!

Wondrous Stories.... Words and music by Jon Anderson.

Copyright held by Atlantic Recording Corporation (℗ 1977, 2003, 2008)

Before Google. Before Zoom. Before Dropbox. Business ran on something no algorithm has ever replicated: the human handshake.

In this episode, Jeff Burgess takes a hard look at what the digital age quietly stole from the art of selling. From studying packing lists in a warehouse to flying cross-country for a single meeting, Jeff traces how genuine preparation, face-to-face presence, and earned trust built a career that no search engine could have shortcut.

This isn't nostalgia for nostalgia's sake. It's a sharp reminder that the habits that made great salespeople great — knowing your customer cold before you walked in the door, respecting their time, shutting up and listening — are rarer than ever and more valuable than ever.

Technology was supposed to enhance the human element. Instead, it replaced it. Jeff argues that the ones who win today are the ones who never let it.

To learn more about Jeff’s journey, pick up a copy of 𝙄𝙩 𝙒𝙤𝙧𝙠𝙚𝙙 𝙁𝙤𝙧 𝙈𝙚: 𝙈𝙮 𝙇𝙞𝙛𝙚 𝙎𝙚𝙞𝙯𝙞𝙣𝙜 𝙊𝙥𝙥𝙤𝙧𝙩𝙪𝙣𝙞𝙩𝙮 𝙖𝙣𝙙 𝘽𝙪𝙞𝙡𝙙𝙞𝙣𝙜 𝙎𝙪𝙘𝙚𝙨𝙨 today! Now also available in audiobook format.

100% of all royalties go directly to the Wounded Warrior Project!

Wondrous Stories.... Words and music by Jon Anderson.

Copyright held by Atlantic Recording Corporation (℗ 1977, 2003, 2008)