Salesforce's most successful salesman no one knows about made tons of money by following this secret playbook


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David Rudnitsky

Salesforce is now a $50 billion cloud computing juggernaut, but early on it was a software upstart mostly selling to small and medium-sized businesses.


It wasn't until a guy named David Rudnitsky was hired as a sales executive in 2002 that it really saw its enterprise sales grow.

In fact, Salesforce CEO Marc Benioff was so impressed by Rudnitsky's sales tactics that he dedicated a whole section about it in his own book, "Behind the Cloud."

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Rudnitsky's now moved to a company called, but his legacy lives on through what Benioff calls "The Rudnitsky Playbook."

Here's a paraphrased version of it.