Oren Klaff

I found myself with nothing to pitch—literal y nothing. This lack of action was frustrating because at heart, I like the adrenaline rush that comes from playing this game. That’s why I do it

After three or four expletives, Greenberg tried another approach.

“That’s fine. I got someone else lined up anyway, so …” His voice trailed off

After a long pause, I took the bait. “Who?”

“Barnes.”

“Oh, please.”

“He can pul it off,” Greenberg said. “And on your end, I guess we’l just chalk it up to a missed opportunity. You’re gonna kick yourself.”

Greenberg decided to stop his pursuit—for now.

“Have fun sticking your head in the sand while we’re doing a monster deal,” he added in closing. Then he hung up, not even waiting for a response

Two weeks went by, and sure enough—Paul Barnes did not perform as expected. Sure, he was confident and had a great analytical mind, but he couldn’t think on his feet. If circumstances changed or things got off plan, he spooked easily. When Greenberg suddenly asked him to fly to Chicago on a red-eye for a meeting, Barnes begged off. “I need a few days to prepare,” he said

One of the things my business associates know about me is this: I would go anywhere, anytime to make a deal happen. If a flight was canceled, I’d drive. No cars? I’d take a bus

And after al these years, Greenberg trusted me. He wouldn’t think twice about making a strategy change based on my recommendations

He knew I could deliver a real face melter of a pitch, a compel ing and dramatic story that explained everything. Why now, why us, critical path, upside, downside, and competitive advantage. Al stuff that I’d done hundreds of times

At 11:54 a.m., he approached the lobby. This was classic Sam Greenberg, who, like the legendary Carthaginian commander Hannibal, would either find a way or make one. This guy would not fly back without pushing our relationship to the brink. This was just the way he worked

At this altitude, after your 25-minute short hop, that jet can idle for three and a half hours in 98 degree heat with a half tank of fuel,” I said, cracking Greenberg’s power frame in half with the stronger expert frame. “And I’m hungry. It’s your turn to buy lunch