Jensen referred to his sellers as Nvidia’s Green Berets. He needed them to be self-sufficient and aggressive. Moore had failed to match Jensen’s expectation for the role—that each seller become the “CEO of your accounts.” When they met with their customers, they needed to know more about those customers’ businesses than the customers themselves do. They had to anticipate how much customers were willing to pay for Nvidia’s superior products. Jensen, for his part, would provide them with whatever resources were necessary: the “reinforcements” behind the elite vanguard.
