In this week’s episode James White sits down with David Brooks as they discuss organizational politics, leadership transparency, and how openness can mitigate political challenges within organizations.
Chapters
00:51 — David Brooks’ career journey from support to CEO
03:17 — Early inspiration, work ethic, and family influence
08:47 — Why communication became a leadership strength
14:15 — Sales training, role play, and learning by practice
16:09 — Selling outcomes, not just technology
19:55 — Common sales mistakes in tech
22:11 — Selling to CEOs and getting through the door
25:23 — Why niche focus matters in IT services
29:06 — Sales engine, forecasting, and business growth
35:46 — Building and leading the right team
38:06 — Handling politics with openness and honesty
44:48 — Advice for scaling from small to bigger business
51:42 — Pricing pressure in education and premium positioning
54:55 — Work-life balance as a CEO
58:28 — Final advice: stay close to customers and pay attention to AI
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