When the Rev.Hub community leaders asked me to share my personal journey to success, my first instinct was to say: "I'm not sure I'm the best example."
I wasn’t born for this. I didn’t enter high-tech through the front door. I had no mentor guiding me and no clear career plan. What I did have was a refusal to give up on myself, endless curiosity, and a strong sense of responsibility - first toward the people around me, then toward myself.
This post doesn’t present a "method." It shares a path. Not always linear. Not always glamorous. But one I built step by step. Through quiet hard work, mistakes, learning, and a lot of reflection. If someone finds inspiration or even a single thought in it - that’s already reason enough to write it.
Rule #1: Little by little – little becomes a lot
Trigger: A meltdown in front of Accenture in Milan
My journey began many years ago, just three months into a role as a Technical CS. I barely understood the system I was supposed to support. Suddenly, I was called into the office: "You're flying to Italy. To train an important client." I tried to explain I wasn’t ready. That I hadn’t learned enough. They told me, "You’ll be fine. You’re presentable. You’ll manage."
The client? None other than Accenture. One of the biggest names in global consulting. I arrived to a room full of Italians in Gucci suits who knew more about the product than I did. Within five minutes, they realized I lacked the required knowledge. I looked like an immigrant from a third-world country pretending to be one of them.
The meeting spiraled. Anger. Accusations. And then—I broke. I started crying. Literally. They tried to comfort me. Brought me water. Patted my back and said: "It’s not your fault. Your company threw you in unprepared." And they were right. But that didn’t matter. I felt like a failure.
When I got back to Israel, I couldn’t look anyone in the eye. But I knew one thing: I never wanted to feel that way again.
And so, I internalized the first rule that would guide me from that moment on: Little by little – little becomes a lot. There are no shortcuts. But each small day builds on the previous one. I started learning. Stayed late every day. Read. Asked. Explored. Took on others’ tasks, even if it meant working Fridays and Saturdays. I chose to sharpen my product understanding. I began reading two articles a day - not to impress, but to build myself layer by layer. It sounds small. But it changed my path.
Anyone who’s read Make Your Bed by Admiral William McRaven knows what I mean. Succeeding in something small builds the confidence to tackle something big.
Rule #2: Attitude + Aptitude = Altitude
Trigger: The second flight to Italy
A few months later, I was sent to India. This time, to train 50 people. I knew the system far beyond what was needed and delivered a training with deep human connection. At the end, the APAC VP of Sales told me: "Your presentation sealed the deal. We’re signing because of this."
The contract was worth millions.
Before I even flew home, I got a call from Israel: Accenture Italy again. Another crisis. They wanted me to reroute to Milan.
But this time, I wasn’t the same person. I had one goal: not just to deliver a training - but to reclaim my self-respect. A kind of professional revenge. I had just over 48 hours to fly, prepare, and rehearse. I didn’t sleep. Drank 17 espressos. Two engineers joined me. We channeled that energy and built a flawless session.
The result? Accenture called our HQ and said: "This guy - he’s a talent. You need to keep him."
When I returned, I got promoted. And when I looked back to understand why, the second rule became clear: Attitude + Aptitude = Altitude.
It’s your mindset, combined with skill and learning, that lifts you up.
Rule #3: Resilience is built in the field – not in theory
Trigger: The extreme expeditions that brought me back to myself
Alongside my career, I was always drawn to discomfort. Days-long journeys in freezing cold, mountain climbs, solo snow navigation. Not for social media. Not for the thrill. But because that’s where you truly meet yourself.
When I was hiking across glaciers or dragging a sled through fog, I learned something simple: pressure isn’t the enemy. It’s just background noise. Fear isn’t a stop sign. It’s a sharpening tool. On a climb, hanging off a cliff, there’s no time for panic. Just deep breath and precise action.
And this mindset translated into work. Over time, I found myself approaching meetings, crises, and angry clients with the same calm. The same focus. True resilience comes from within.
If these expeditions taught me anything, it’s this: when you go far physically, you learn to go far mentally.
Don’t ask for an easier life. Build a stronger back.
Rule #4: The faster the tempo – the deeper the breath
Trigger: Relocation to Singapore and becoming a global player
One of the most pivotal career moments was relocating to Singapore. From the Israeli pace to East Asia - suddenly, I was alone, holding my company’s flag on the frontline.
Quickly, I realized my English wasn’t enough. I needed to think and speak like a native. Catch cultural nuances. Hold sensitive conversations with CEOs of massive organizations- and deliver results.
But the real challenge wasn’t professional. It was internal. The loneliness, pressure, cultural gaps - it all pressed on me.
That’s when I discovered this rule: The faster the tempo – the deeper the breath.
As the world speeds up, you must slow down inside. Breathe. Reflect. Listen.
Amidst the chaos, I found that emotional discipline is non-negotiable. Self-awareness. Routine. I planned flights alone. Managed learning while in airports. Stopped working fast and started working smart.
When I came back - I was different. Deeper. More focused. Calmer. With better results.
Rule #5: If you're good – make sure the world knows
Trigger: Turning 40 and feeling invisible in a noisy world
Somewhere around age 40, I realized: being great isn’t enough. You can deliver results, receive glowing feedback - but if no one knows, it’s as if it never happened.
Too many good salespeople disappear simply because they never articulate their value. They wait to be noticed instead of building presence.
So I embraced this rule: If you're good – make sure the world knows.
I started writing. On LinkedIn. In internal newsletters. In conversations. Not to brag, but to clarify what I bring. What I solve. What drives me.
Because the world looks for clarity, narrative, and expertise. And if your work can’t speak for itself—you need to.
Rule #6: Depth beats breadth in the long run
Trigger: The decision to stop jumping between worlds
After 15+ years in B2B sales, global partnerships, and complex SaaS—I knew I had to stop spreading myself thin.
The market evolved. Generalists used to be valued. Now? Depth wins.
Big companies want experts. Mature markets demand deep knowledge. And so: Depth beats breadth in the long run.
Depth builds you from within. Projects credibility outward. And creates a network that serves you.
Rule #7: Two passions, one engine
Trigger: Training, expeditions, and the realization that growth isn’t single-lane
In recent years, alongside my CRO and advisory roles, I began writing about my extreme expeditions - walking across Greenland, climbing mountains in Peru. Alone or with my family.
I started getting speaking requests. And realized: this isn’t a hobby. It’s a parallel stage. With depth. With value. With community.
It opened professional doors. Created curiosity. How do you combine extreme treks and revenue leadership?
This connects to the principles in Late Bloomers. People who peak later aren’t late. They’re deep.
When you align a clear career with a slow-burning passion, you create a multiplier. Not just in personal branding, but in emotional richness, resilience, and inspiration.
Two passions, one engine – grow wide to grow deep.
Rule #8: Relevance is a verb – stay in motion
Trigger: Accumulated insights, not a single moment
Relevance isn’t created overnight. It’s eroded or built slowly.
Only after 40 did I fully understand: professional relevance stems from the rules above:
- Lifelong learning (Little by little)
- Mindset + skill (Attitude + Aptitude)
- Deep focus (Depth beats breadth)
- Dual identity (Two passions, one engine)
- Clear voice (If you’re good – make sure the world knows)
- Early network (Networking is insurance)
When you have those, you’re not just relevant - you’re ready to create your next context.
Relevance is a verb – stay in motion.
Keep evolving. Seek your next project. Reignite your spark. Fuse the old with the new. Make your next story unforgettable.
Rule #9: Routine is the real momentum
Trigger: Nobody sees it – and that’s exactly where it happens
If I had to pick the least glamorous but most powerful element in my career, it would be: routine.
Not big moments. Not posts with likes. But the quiet of daily work.
Staying an extra hour to read. Repeating a process to improve it. Writing an insight before bed so I can revisit it tomorrow.
Excellence isn’t built in big moments. It’s built in hundreds of invisible ones.
Routine includes:
- Daily reading: 2 articles (sales + business)
- Weekly self-review, no excuses
- End-of-day reflections
- Tough workouts even when unmotivated
- 1 monthly webinar (75% domain, 25% adjacent)
- 6+ books a year
- 1 annual professional course
- Daily/weekly stretching after injuries
It may sound dull—but it builds the muscle that holds you in critical moments.
Rule #10: Targets don’t build trust – stories do
Trigger: My biggest deals didn’t come from ROI. They came from connection.
Clients don’t remember ROI. They remember how you made them feel.
When I started managing big deals, I focused on numbers. Did the prep. Knew the methodology. Showed the business case. But not all closed.
And the ones that did? Often happened after a personal, emotional conversation.
People don’t just buy solutions. They buy connection.
So: Targets don’t build trust – stories do.
Clients remember that one informal chat. The personal anecdote. The attention you gave. Not all the slides. But the moment they felt you truly understood them.
In today’s message-saturated world, human depth stands out. And trust closes deals.
In Summary:
This isn’t a theory on excellence. It’s a personal version built from ten field-born rules - from breakdowns, searches, and growth.
They weren’t all written in real-time. They surfaced in hindsight. I still revisit them when something feels stuck.
I don’t believe there’s one "right" path. But I do believe in recurring principles, no matter the company, product, or market:
- Don’t wait for an opportunity. Create it quietly. It’s called Serendipity.
- Don’t scatter. Go deep.
- Don’t expect to be noticed. Make your worth known.
- Don’t just talk to customers. Talk to yourself. You will find a lot of value in self reflection.
- And above all, no shortcuts. The ones who stay in motion create motion around them.
After all the years, journeys, and roles, if I’ve learned one thing, it’s this:
Excellence isn’t an achievement. Or a goal. Or a peak.
It’s a daily contract with yourself to keep evolving.
It’s a muscle. Built through quiet choices. Courage to stay a learner even as a leader.
It doesn’t come just from results - but from the way you rise after failure, approach tough conversations, or simply choose to listen.
If you found value in this article, I’d be honored if you shared it with someone at the start of their journey.
Maybe it’ll help them like it helped me.
Elad
