18 months without a sale pushed Richard Rivera to rethink his approach. He shares the stories of two of his gamechanging career deals.

In the episode, we talk about Richard's new book, The Champion Sell. He shares how champion relationships, emotional connections, and certainty transformed him into a sales rockstar closing $50M+ deals.

00:00:00 - Introduction

00:04:00 - Richard's Early Struggles at BladeLogic

00:06:20 - Turning his confidence around through stories

00:08:00 - Deal #1: The deal that turned it around (the Aha deal)

00:18:20 - Building champions at Dell

00:23:00 - The big negotiation & close

00:29:30 - Gaining Certainty Through Visualization

00:34:30 - Deal #2: AT&T - The record setting $50M deal

00:42:26 - Last Minute Deal Drama

00:45:00 - Game theory in Sales

00:50:50 - Why people should care about The Champion Sell

00:57:35 - Richard's mentors and what they taught him