This part of the book is supposed to be written in the third person, but since I've written this entire book as a conversation, I figured it didn't make much sense to change things now.
You already know a lot about my career, but I'll fill in a couple of the details for you.
I grew up working in an Italian restaurant and a supermarket in North Salem, New York. This, along with a lack of application of my intellectual curiosity in traditional academics, lead me to culinary school at Johnson and Wales University, in Providence, Rhode Island. It turns out I liked eating but not cooking. I graduated with a degree in hotel restaurant management. While in college I worked as a bellman (among other roles) in a few different hotels.
Upon graduation from J&W, I worked my way up through the ranks in the hotel industry. Over the course of 12 years, I worked for both Marriott and a Marriott franchisee. My career in the hospitality industry provided me with the opportunity to interact with dozens of people each day. Through this experience I learned to ask good questions, listen for the answers, and most importantly, help people. In every role I held I had to develop relationships with clients. I use that knowledge every day.
My consulting career began when I received an offer to start a business from scratch with the Gallup Organization. The company had an office in New York City but wanted a native New Yorker to “push his way into CEOs' offices” (that's the way my boss described the job). I was great at selling consulting, but I didn't push people, ever. I still don't.
I went back to school and earned two master's degrees. The professors at Pace University and Columbia University treated graduate students with real‐world work experience as peers. My intellectual curiosity was piqued when we solved problems in real companies.
Being struck by a taxicab on the corner of 6th Avenue and 43rd Street in New York was the best thing that ever happened to me. It was the final push I needed to start my own consulting company. I was confident but comfortable, which led to some inconvenient exit timing from a role at Gallup that paid me well.
At age 40, I was an entrepreneur in a massive recession, with no business, and a newborn baby. I was sufficiently motivated.
Lawyers flocked to me because the way I teach selling doesn't seem like selling (one large law firm client forbade me from using the word sales).
Today I help business leaders develop sales strategy. I also work with sales teams, independent salespeople, executives, and professional service providers. Each day is different, and I am blessed to do what I love. I focus on three things:
Thank you for investing your time with me.
I look forward to one day hearing your story.
Dave Lorenzo
888.444.5150
If you'd like to put your business growth on the fast track, here are some ways I can help:
Sales Team Training: I develop customized programs for sales teams of all sizes. Together we assess your team's strengths and employ a blend of technology and hands‐on instruction to enable sustainable, organic growth.
One‐on‐One Executive Coaching: Business leaders turn to me for strategic guidance on revenue growth or entering a new market. We also discuss other leadership challenges such as: managing a team of high‐performing professionals, building strategic alliance partnerships, and other issues that require confidential guidance.
Dave Lorenzo's Strategic Sales Academy: This is my exclusive program for entrepreneurs and sales professionals from all over the world. In this comprehensive session we cover both strategy and tactics that will help you open doors, deepen relationships, and make more money.
Information about these opportunities is available at: DaveLorenzo.com or by calling 888.444.5150