Episode 38

Episode #38 Why Most Salespeople Fail and How PJ Valentini Keeps Winning

In this episode of The Queen of Automation, I sit down with PJ Valentini to explore how discipline, adaptability, and creativity have shaped his unconventional journey from martial arts instructor to sales professional at IDN Directory. With a background in teaching karate for 15 years and a third-degree black belt, PJ realized running a martial arts studio wasn’t his path. Instead, he reinvented himself as a front-end developer, but a family health crisis brought him to Tennessee, where he unexpectedly pivoted into sales.

Encouraged by his sales team and his mother, PJ embraced the challenge of sales. What began as an experiment turned into a successful five-year journey, where he now promotes IDN Directory, a SaaS tool that helps healthcare suppliers connect with decision-makers at Integrated Delivery Networks (IDNs). His mission is to streamline supply chains by connecting top vendors with healthcare leaders through powerful, targeted solutions.

Despite describing his work as a “faceless mission,” PJ understands that building a personal brand is essential for credibility in today’s digital world. His relentless discipline, rooted in his martial arts training, drives his approach to sales, from setting personal boundaries to constantly learning from mentors, even if it means cringing over LinkedIn posts at 3 AM.

PJ’s journey highlights that success comes from discipline, adaptability, and authenticity. His focus on building relationships and refining his approach to reach the right customers shows his dedication to growth. Connect with PJ to discover how the IDN Directory can help you make powerful connections in the healthcare industry. 

Find him on LinkedIn under PJ Valentini or reach out directly at PJValentini@IDNdirectory.com.

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The Queen of Automation
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About your hosts

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Meghan Donnelly

She’s the owner and founder of The Digital Unicorns, a small digital operations agency that helps multi-6-figure businesses streamline and optimize their digital experience with automated systems and tools. She’s also the brains and the chaos behind The Queen of Automation. Meghan has over 15 years in the digital operations industry, with a ton of experience and geeky expertise to share. As a business owner with ADHD, automation changed her life, and she loves sharing techy tips and tricks with other entrepreneurs.
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Kristen Strickler

Kristen is the head of storytelling and a copy ninja who works behind the scenes at The Digital Unicorns and The Queen of Automation. She helps tame the chaos and bring Meghan’s story to life. She loves learning new tech tips and tricks from Meghan and then writing about them so others can learn, too. When she’s not writing, she’s chasing her two toddlers around.
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Andrea Salazar

Meet Andrea, our Social & Customer Engagement Ninja. She handles all our social and community management, collaborating with other brands to help boost our brand’s online presence. Her goal is to make our customers happy through smart communication and engagement strategies. When not at work, you’ll find her enjoying life as a mom of two, juggling career wins with family fun.