In this episode of The Hitchhiker’s Guide to the GRC Technology Galaxy, Michael Rasmussen is joined by Andrew McIntyre, a veteran explorer of the GRC universe whose career in sales has been shaped by equal parts skill, serendipity, and outright improbability. Andrew shares how he first found his way into sales, the capabilities that truly matter in a world where relationships carry more weight than pitch decks, and the mindset required to thrive in one of the most misunderstood professions in the GRC cosmos. Along the way, he opens his legendary rolodex of stories (the hilarious, the unexpected, the slightly unbelievable), each carrying a lesson for anyone navigating the complex orbit of GRC technology sales. Andrew distills years of experience into practical wisdom for newcomers and seasoned practitioners alike. He also reflects on the craft of salesmanship, what today’s GRC buyers actually care about, and how to remain effective in an industry where trust is the rarest currency. It’s an episode filled with humor, insight, and the kind of field-tested wisdom you won’t find in any sales training manual—proof that in the GRC galaxy, the journey is just as important as the close.