We’re excited to introduce you to the always interesting and insightful Humberto LePelch. We hope you’ll enjoy our conversation with Humberto below.

Humberto , thanks for joining us, excited to have you contributing your stories and insights. Before we get into specifics, let’s talk about success more generally. What do you think it takes to be successful?

Simply comes down to one word: Discipline

Discipline is integral to success because it drives consistency, focus, and perseverance. Which enables a person to set clear goals, maintain a steady work flow, and overcome which ever daily challenges they will inevitably face on their unique path to success. It teaches skills such as prioritization and time management which develop productive habits vital to the completions of a persons goals.

Success is Earned. It’s something that cannot be bought and/or paid for because each person experiences it differently in their lives. For me it was successfully building a Technology Sales organization.

Humberto , love having you share your insights with us. Before we ask you more questions, maybe you can take a moment to introduce yourself to our readers who might have missed our earlier conversations?

My name is Humberto LePelch thanks for having me share my story! Hi Guys. I’m a Technology Sales Entrepreneur who has successfully helped build a company that specializes in providing top-tier technology solutions to businesses.

My journey navigating the Tech Industry started in 2012 a few years after I graduated from college. I always knew that I wanted to get into business for myself, I loved the stigma of becoming a bigshot executive walking down the street in an expensive suit holding a briefcase looking like a total F$%King winner! The challenge for me was implementation. How in the world was I going to achieve this dream?

After college I was just as lost as most graduates. Had my diploma in-hand ready to get my foot in the door at a Fortune 500 firm for whatever job they needed me to do. What got my proverbial “foot in the door” was the one industry that would welcome anyone who applied; Sales.

In February of 2012, a college buddy of mine had recommended a job listing for a company whose primary focus was selling Data Backup and System Recovery Solutions. I knew nothing of the product or industry but, applied, crushed the interview and landed the job.

What that job taught me was the importance of the human connection because without it, you will never be successful in a sales job. We were essentially Tele-marketers. Hitting the phones contacting prospective businesses with the goal of presenting our solution to them in a virtual meeting. May sound simple but, when was the last time you gave a telemarketer more than a few milliseconds of your time before slamming your finger on the end call button. You were taught to have thick skin to deal with the daily rejection but, most importantly you learned how to work around objections using simple phrases, that gained a prospect’s trust. I came in as a young pup but, emerged a wolf at the art of tech sales.

That company was later bought out by none other than Tech Giant Dell Computers and you can say that moment was what had ignited my path in the Tech World.

In 2018 my brother and his business partner had founded an organization named Palmiq Inc. that partnered with large technology vendors to market & sell a variation of unique IT solutions. I came aboard a year later and started building what is now our sales division. I began pumping in all of those years of industry knowledge on how to book appointments with prospective customer and accelerating the sales cycle.

Today we have helped thousands of organizations find the right solutions to solve their specific IT challenges. Whether a client struggles with simple data loss or has been a victim of ransomware or simply needs additional storage for their growing business, we provide solutions necessary to keep business moving forward.

What sets Palmiq apart from its competition is simply our dedication to serve our clients & partners. We feel that every partnership we make is a bond that strengthens both organizations. We invest in our partners by learning about their solutions so that our team is better fit to market their products.

On the client end, we take a deep dive into their pain and investigate the challenges their organization faces. At that point we help them determine which solutions are the best fit to tackle those concerns. While maintaining our promise to provide the industries best pricing options.

An achievement that makes me the most proud is how we were able to double the size of our sales division during the pandemic years.

In a period of human history that wiped out many businesses and created some of the highest unemployment rates this country has ever seen. Our fletching organization was able to survive because of our commitment to our clients and determination to expand against all odds.

We want all of our prospective clients to know that working with Palmiq ensures you a team of individuals who share a common goal in maintaining the success of your business. We work tirelessly to ensure business continuity regardless of what challenges arise!

Any advice for managing a team?

My biggest advice for managing a team is ensuring constant communication. This doesn’t mean micro-managing your team. It means being part of your team’s life even outside of work. I don’t have co-workers. I have a team members. Everything we do is for the betterment of the team.

During the pandemic, I managed a team of (6) remote workers. As you can imagine when you aren’t presently in the room it’s incredibly difficult to ensure that your employees are being productive. After all when you are at home there are distractions everywhere. A comfortable bed, a loving pet, food round the clock these things can certainly affect your employee’s productivity.

The way I worked around that obstacle was by setting team goals that would mostly be in the form of cash bonuses if our TEAM managed to hit its goal metrics. During our 1v1s we would often just take 10 minutes to just talk about life. I loved hearing about what they had going on personally outside of work. After all we are only human. Everyone has their own family/personal challenges and often times its just helpful to talk about them with someone who was willing to listen.

When an employee was underperforming instead of berating them and threating them with the possibility of losing their job, I would talk about their home life because there is always a root cause to any issue.

This in turn boosted morale because everyone didn’t feel like an employees they felt like integral cog in the machine that was our team. We grew together and celebrated the successes together. The result was simply the visible growth our organization was experiencing.

Can you share a story from your journey that illustrates your resilience?

There is one account in particular that I Closed Won in the early years of our organization’s growth that really allowed us to make a name for ourselves in this competitive industry.

In the beginning, we were a very small fish in a rather large pond that one would argue resembled the ocean. We were just a couple guys with a determined work ethic fighting for a dream.

Being that no one had ever heard of us, made it immensely challenging for a prospective partner to have faith in working with us. There were many deals that we lost solely because there was a more well established company competing for those same bids. This happened so often that at one point you began to lose faith in what you are doing. Imagine trying to open a coffee shop with a Starbucks and a Coffee Bean located .03 miles away.

We didn’t give up. We started by simply contacting our network of colleagues from past work experiences. I probably contacted every single co-worker from my days working at Dell. Sure enough we were able to reconnect with many people who had gone on to take managerial positions at other firms.

Through determination and good fortunate, one of those ex-colleagues of mine now worked for a huge IT vendor. He was tasked with growing his organizations’ Federal Business Sector. We were finally given a shot and we were prepared to not fail.

I worked tirelessly long days starting as early as 4am (PST) and finishing at 10pm (PST) simply scouring the internet for leads so that my team would have ample prospects to call upon. All that hard work paid off and I was able to convince the CFO of a US Air Force base to take a look at what this vendor had to offer military prospects.

I’ll never forget that meeting. I started by thanking the CFO for joining the call and began asking him the pain questions that ultimately led to us conversing for over 1 hour and a half. He shared his organizations challenges, where they needed improvement and even shared with me some things about his personal life an how he was a huge fan of the Baltimore Ravens.

We must have had 5 – 8 meetings after that one. Each one uncovering more and more pain which ultimately ended with us earning their business and closing one of the biggest deals that vendor had ever seen!! Don’t get me wrong this was not an overnight process. It took me exactly 8 months 2 weeks and 4 days to close that deal. From that point forward our organization had some very serious street cred. We were invited to partner events which included ballgames, brewery meet-ups and social hangouts. That vendor at one point had us speak as an invited guests at one of their Sales Kick-Offs.

It was a monumental time in our organization and perhaps one of my crowning achievements.

Contact Info:

• Website: https://www.palmiq.com
• Instagram: @gopalmiq
• Linkedin: https://www.linkedin.com/company/palmiq/mycompany/
• Youtube: https://www.youtube.com/@palmiq7104

Image Credits

All Photos taken by Humberto LePelch