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What TJ is actually doing in those meetings is developing customer relationships, determining if a prospect’s project is a good fit, and helping to shape the scope of their potential products from theory to application. Outside of sales meetings, he researches potential connections to viable prospects, explores potential leads, conducts discovery calls, and helps define the work for client engagements.

After earning his degree, TJ’s natural instincts for business—along with his authentic, easygoing, small-town demeanor—helped him thrive in a variety of customer-facing roles including the business owner, state government employee, physical therapist assistant, and strength coach.