Beth Nyberg, former Area Vice President at DocuSign, shares her journey into tech sales and offers advice for success in the industry. She discusses how she stumbled into tech sales after discovering the value of technology in solving business problems. Beth emphasizes the importance of being customer-obsessed and highlights that solution selling is a highly skilled craft. She also talks about the challenges and pressures of the fast-paced tech sales industry and the need for work-life balance. Beth shares her philosophy on setting up a commercial sales practice, including building an intentional culture and focusing on org design. She emphasizes the importance of hiring hungry, coachable, and resilient individuals and provides tips for evaluating these traits during the hiring process. Beth also offers career advice for those starting their tech sales careers, including the importance of continuous learning and creating a career plan.