Thanks for the recommendation on the book, Jay. Already added it to my reading list :). And I agree with your point re elevating the perception of the sales profession, not just in tech but in other industries as well. In fact, that is one of my goals I hope to accomplish by writing on this topic. The GG persona is very outdated and most successful salespeople do not fit into that mold any longer; however, many first-time entrepreneurs and CEOs still get caught up in hiring that profile and then end up paying for it in the long run.