Director of Sales, ARMS Software

My name is Zach Watson, I'm Director of Sales at ARMS software. It's a college athletics software company that manages the entire department. In a day-to-day basis, it's mainly cold-calling, online presentations, in-person campus presentations and things like that. But yeah, two sales guys. We kinda just travel the country together and help grow the business. It could be I've been calling every day, every other day for months on end without getting a hold of somebody. And then, somebody finally answering the phone and agreeing to take an introductory presentation. So then, I'll run through a presentation, whether it's with one person, just like a one-on-one online thing where I actually have to demo the product. So, I have to actually be knowledgeable on all the product and all the functionality and exactly how that person I may be speaking to thinks and the things that they wanna see. So, having to tailor those conversations to those specific people. We fly out there, we go to campus, we present all day to coaches, compliance, athletic directors, all those people. And then, you're constantly trying to follow up again after that to figure out how to actually get this done. So, it's a lot of not-glamorous calling and just trying to constantly say, "Hey, what are we doin'? "What are we doin'? "What's the next steps? "How do we actually work together?" So, a lot of people can think that sales and travel is wining and dining, I'm going to play golf, I'm doin' this with people, but it's not that glamorous if you just pull back behind the curtains. And it's just a lot of, I have to do the work and make the calls and go through those steps of trying to actually get people to do something.