The Non-Salesperson's Guide to Closing Deals

Most people don't lose deals because their product isn't good enough. They lose them because nobody ever taught them how to sell.

Todd Laurence has spent 30 years closing some of the largest deals in enterprise software history. Eight-figure contracts at Oracle. The largest enterprise deal in Cloudera's history. 50%+ quarter-over-quarter bookings growth as VP of Global Sales at Avidbots. He's built global sales organizations, turned around underperforming teams, and helped early-stage startups find their first customers — all without ever fitting the stereotype of a "salesperson."

As Managing Director of Thimble Peak Advisors and a former adjunct sales and entrepreneurship instructor at OSU-Cascades, Todd now teaches founders, operators, and builders how to do the same.

In this talk, Todd will show you how the conversations you're already having — with customers, partners, and peers — can turn into projects, partnerships, and ongoing collaboration. No scripts. No pressure tactics. Just a practical, honest framework for turning genuine relationships into closed business.

You'll leave knowing why you're already selling, how to move conversations toward commitments, and what separates operators who close from those who don't.

Todd's career spans Oracle, Cloudera, i2 Technologies, and Avidbots. He holds an MBA from UCLA Anderson and a degree in Economics from Princeton.

## What to Expect

• 60-minute talk followed by Q&A
• Curated introductions before and after the talks, so you walk in knowing exactly who you should meet and why
• Food and drinks while the conversations keep going
• A room where serious work happens in an unserious setting

### The Curation Is the Differentiator

We use a matching algorithm that ingests public and private attendee inputs to surface the three most valuable connections for each person in the room. Everyone walks in knowing who they should talk to and why. No awkward cold networking. Just tighter, more productive conversations with the right people.'
Presentation slides will be shared with all attendees

### Format

A two-hour evening starting at 5:30 PM with curated introductions, a 60-minute talk, and networking over food and drinks.

### Tickets

$22 (early bird) | $28 (regular)
Early bird pricing ends Tuesday, July 14

## Need a break on ticket price?

Whether you're between jobs, a student or have your own good reason, we've got you covered. Contact John McMahon at jpmcmahon@gmail.com to learn about our flex ticket program.

## Sponsors

Presented by Codingscape — a custom software development company partnering with high-growth companies and enterprises to accelerate technology roadmaps by building world-class software, Buzztag — a promotional marketing agency focused on creating passion for your brand — and — Embark Coworking — a coworking community rooted in Bend's outdoor industry, bringing together a diverse mix of organizations and individuals.

Ready to support something awesome?
Our sponsors don't buy ads. They become part of the community. If that sounds like the right fit for your company, let's chat.

## About What the Tech, Bend?

What the Tech, Bend? is Central Oregon's premier tech community — 900 members strong, with an average of 15+ years of professional experience. We host curated events that bring together the region's most experienced builders, operators, and advisors. Bend is the mountain town where serious work happens in an unserious setting.

Come learn how to close deals from someone who's done it at the highest levels and is now in our backyard.