Brian Jakins on Why Winning Means Solving Problems, Not Closing Deals

Episode notes

Brian Jakins is the Senior VP of Global Sales at SD Engineering iDirect. On this episode of the Go To Masters Show, he shares insights from 25 years at the forefront of sales leadership across GSM, telco, and the space race - from early mobile networks to today's low earth orbit satellites connecting handsets directly from space. Why the sales cycle isn't about closing deals - it's about solving customer problems and building recurring business How Nigerian teams taught him cultural sensitivity: "You can't tell a Nigerian how to do business - understand the sensitivities first" The compensation formula for long cycles: higher base, revenue recognition triggers, and massive accelerators for overachievement

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