Part III - The Team
DURINDAL
Who we are.
Part III - The Team
DURINDAL
Who we are.
One of our founders spent a career getting people to say yes under conditions where "no" was the safe answer. The other spent his making sure the plan held once it met the real world.
If you met them individually, you’d take them for opposites.
But the best blades are rarely made of one metal only.
They have a hard edge and a tougher spine.
And each covers what the other could not.
Sebastian Hidalgo trained in two disciplines built for the same task: hostage negotiation and military psychological operations, where the job is to move a person who has every reason not to move. He carried that training out of the crisis playbook and into deal rooms, where the resistance is quieter but the human math is identical.
A buyer weighing a decision is running a private calculation about their own risk, and most sellers never see it.
He is our Head of Strategy. In the sword metaphor, he is the edge. He believes the hardest part of a deal is rarely the product or the price, but the moment a capable person decides whether to expose themselves to a yes.
In the deal room, he is the one who hears the objection beneath the stated objection, names the risk no one has said aloud, and gives the other side a way to move without putting themselves at risk. He codified this into SWAT (Sales with Advanced Tactics), an award-winning sales method backed by his upcoming book “The Quiet Closer.”
He has advised Fortune Global 500 companies, small and mid-sized firms, and startups across eight countries and three continents. In the last year he has trained more than 100 sellers in SWAT across nine industries.
Sebastian Hidalgo trained in two disciplines built for the same task: hostage negotiation and military psychological operations, where the job is to move a person who has every reason not to move. He carried that training out of the crisis playbook and into deal rooms, where the resistance is quieter but the human math is identical.
A buyer weighing a decision is running a private calculation about their own risk, and most sellers never see it.
He is our Head of Strategy. In the sword metaphor, he is the edge. He believes the hardest part of a deal is rarely the product or the price, but the moment a capable person decides whether to expose themselves to a yes.
In the deal room, he is the one who hears the objection beneath the stated objection, names the risk no one has said aloud, and gives the other side a way to move without putting themselves at risk. He codified this into SWAT (Sales with Advanced Tactics), an award-winning sales method backed by his upcoming book “The Quiet Closer.”
He has advised Fortune Global 500 companies, small and mid-sized firms, and startups across eight countries and three continents. In the last year he has trained more than 100 sellers in SWAT across nine industries.
He carried that training out of the crisis playbook and into deal rooms, where the resistance is quieter but the human math is identical.
A buyer weighing a decision is running a private calculation about their own risk, and most sellers never see it.
He is our Head of Strategy. In the sword metaphor, he is the edge. He believes the hardest part of a deal is rarely the product or the price, but the moment a capable person decides whether to expose themselves to a yes.
In the deal room, he is the one who hears the objection beneath the stated objection, names the risk no one has said aloud, and gives the other side a way to move without putting themselves at risk. He codified this into SWAT (Sales with Advanced Tactics), an award-winning sales method backed by his upcoming book “The Quiet Closer.”
He has advised Fortune Global 500 companies, small and mid-sized firms, and startups across eight countries and three continents. In the last year he has trained more than 100 sellers in SWAT across nine industries.
Garrath Robinson served in US Army artillery, where a broken plan costs more than a missed quarter. He has spent the decade-plus since watching companies pay a quieter version of the same bill:
Sebastian Hidalgo trained in two disciplines built for the same task: hostage negotiation and military psychological operations, where the job is to move a person who has every reason not to move.
Garrath Robinson served in US Army artillery, where a broken plan costs more than a missed quarter.
He has spent the decade-plus since watching companies pay a quieter version of the same bill: the handoff that drops between sales and delivery, the onboarding that never finishes, the CRM nobody opens, the board that tracks work no one is doing. He has led projects across Microsoft, Kroger, and ReadSpeaker.
He is our Head of Operations. In the sword metaphor is the spine. He believes that a company is only as good as the habits it runs on an ordinary Tuesday.
In front of clients, he is the one who finds the gap before it widens, names the fix that is not borrowed from someone's thought-leadership feed, and tells you which repair to make first so the next one comes easier.
His work has contributed to more than $20M in revenue and lifted pipeline velocity by over 30%.
Garrath Robinson served in US Army artillery, where a broken plan costs more than a missed quarter. He has spent the decade-plus since watching companies pay a quieter version of the same bill:
He is our Head of Operations. In the sword metaphor is the spine. He believes that a company is only as good as the habits it runs on an ordinary Tuesday.
In front of clients, he is the one who finds the gap before it widens, names the fix that is not borrowed from someone's thought-leadership feed, and tells you which repair to make first so the next one comes easier.
His work has contributed to more than $20M in revenue and lifted pipeline velocity by over 30%.
the handoff that drops between sales and delivery, the onboarding that never finishes, the CRM nobody opens, the board that tracks work no one is doing. He has led projects across Microsoft, Kroger, and ReadSpeaker.
He is our Head of Operations. In the sword metaphor is the spine. He believes that a company is only as good as the habits it runs on an ordinary Tuesday.
In front of clients, he is the one who finds the gap before it widens, names the fix that is not borrowed from someone's thought-leadership feed, and tells you which repair to make first so the next one comes easier.
His work has contributed to more than $20M in revenue and lifted pipeline velocity by over 30%.
Together, they forged DURINDAL and gave it to clients as that sword you read about in Part I.The edge cuts. The spine holds.
Take either one away and you do not have a lesser blade: you have no blade at all. When you hire us, you’re not hiring a strategist and an operator working in sequence.
You’re wielding one weapon, with two metals in it, that will get you to the one outcome you need.
Together, they forged DURINDAL and gave it to clients as that sword you read about in Part I.The edge cuts. The spine holds.
Take either one away and you do not have a lesser blade: you have no blade at all. When you hire us, you’re not hiring a strategist and an operator working in sequence.
You’re wielding one weapon, with two metals in it, that will get you to the one outcome you need.