David Walling

David Walling advises startup founders and leaders on persuasion and selling. During his nearly thirty years at IBM, he sold new and established products into emerging and mature segments. As a consultant and coach, he has adapted tested IBM influence skills for new companies. He was vice president of sales at two startups prior to founding his company. Walling received an MBA from Pepperdine.

My career with IBM did not begin in sales. I started in the back office. We managed the operation and ensured compliance. Soft-spoken, introspective and bright individuals comfortable with the details worked here. Not the typical personality of a sales leader. Almost immediately I felt I was in the wrong job. I believed my impact would be more significant in sales. The company discouraged moves from the back office into sales. I decided to build my reputation and then make my request. It felt smart to secure support and enthusiasm within the sales organization. When the time came, management agreed. They expressed a blend of skepticism and possibility. My sales career launched in this light.

As a VP of Sales in two startups, the bigger picture, challenges, and intangibles draw me in. I show up listening to understand before acting. Creativity and problem solving bring meaning to me. Sensing the ‘why’ behind the ‘what’ sets an orientation for my action and results.

I lived outside the box at IBM. Big clients wanted to buy research technology. I recruited and led a large, cross-functional team to design and launch the company process. By linking strategic customer goals and rewards to disk drives, revenue and profits grew. As the sales executive, our team recast a declining business into the undisputed market leader.