San Francisco. Sell to owners and general managers, the people who move the parts themselves.
Own the whole cycle: first call, demo, pilot, close. Run every demo on the prospect's own SKUs and price lists. A generic demo does not sell to a distributor. Work the verticals we already win in: auto parts, industrial and MRO, electrical, plumbing and HVAC. Bring the objections back. What loses a deal this quarter is what we build next quarter.
You have sold software or services to distributors, wholesalers, or manufacturers. You can hold a conversation about an ERP without changing the subject. You have closed deals where the buyer is the person who signs the check. You prospect yourself. There is no list waiting for you. You sell in Spanish and English.