Michael Rustom has over 25 years of experience in internet technology consulting and sales leadership. He started his career as an outdoor sales representative for AT&T, where his commitment to customer satisfaction earned him recognition as one of Canada’s top account executives. His ability to exceed expectations under any circumstances led him to rise quickly through the ranks, transitioning from sales roles to senior leadership positions, particularly within the tech industry.
Born and raised in Toronto, Ontario, Michael Rustom Toronto attended St. Michael’s Choir School before studying Religion and History at Queen’s University. His career journey included a significant role as an Account Executive at a technology systems integration firm, where he expanded the company’s reach into industries like mining, finance, and government. Michael’s exceptional performance eventually led him to become the Director of Sales for Ontario and Quebec, before being appointed Vice President of Sales in 2017.
In 2022, Michael founded Michael Rustom Inc., a consulting firm specializing in information technology, focusing on helping companies grow by integrating innovative technological solutions. His firm delivers projects that build businesses organically, drawing on his extensive experience in project delivery and systems integration. With his deep industry knowledge and a knack for cultivating strong client relationships, Michael has positioned himself as an invaluable partner for businesses looking to innovate and expand.
What does your typical day look like, and how do you make it productive?
Michael Rustom: My day usually starts with getting my 14-year-old daughter to school, which feels like an accomplishment on its own! After that, my mornings are packed with client meetings and work calls, as I’m most productive during that time. I tackle difficult tasks like spreadsheets and writing first, saving client meetings for the afternoon to preserve my energy. I also make time for prospecting to ensure future business opportunities. I avoid working late to prevent burnout.
How do you bring ideas to life?
Michael Rustom: In consulting, many ideas are already in place. My job is to help clients refine their strategies or major projects. I make sure the fundamentals are well-established before moving forward. Educating clients about the groundwork needed is key to turning ideas into action and ensuring success.
What’s one trend that excites you?
Michael Rustom: Remote work has been a hot topic in my consultations. Many sales organizations struggle with the idea of remote or partially remote teams. Despite data showing no drop in productivity, some companies resist the change. I encourage clients to consider remote work as a way to attract top talent in 2024.
What habit helps you stay productive?
Michael Rustom: I follow the strategy of “swallowing the frog,” tackling unpleasant tasks immediately. This approach helps me avoid procrastination and ensures challenging tasks are done first.
What advice would you give your younger self?
Michael Rustom: Don’t get too caught up in job titles or descriptions. Step outside your comfort zone and take on new challenges—within reason. Broaden your professional scope to expand your skill set and deepen your understanding.
What’s one thing you believe almost nobody agrees with you on?
Michael Rustom: The cloud computing revolution is now being scrutinized more closely. While it was once hailed as the ultimate solution, many companies are finding traditional IT infrastructure to be more cost-effective and lower risk than cloud services.
What’s one thing you repeatedly do and recommend others do?
Michael Rustom Toronto Always consider the perspective of the sales professional when building a sales organization. Evaluate programs and policies as if you were the person working under them to ensure they attract and retain top talent.
When you feel overwhelmed or unfocused, what do you do?
Michael Rustom: I turn to people in my social and professional circles who can help me regain focus. Mentors, coaches, and friends who can give me a push when needed are invaluable.
What strategy has helped you grow your business or career?
Michael Rustom: Paying attention to the details and focusing on the small aspects of each project is crucial. By preparing for potential issues ahead of time and educating clients on the necessary process, I ensure project success, which leads to more work and recommendations.
What failure did you face, how did you overcome it, and what lessons did you learn?
Michael Rustom: Early in my career, I worked with a third-party contractor without proper vetting. In my rush to win a deal, I overlooked key due diligence, and it backfired. This taught me the importance of thorough vetting and the need to protect my professional reputation.
What’s the best $100 you recently spent?
Michael Rustom: I spent $100 on a LEGO set to commemorate Ayrton Senna and his McLaren F1 car. Building it with my daughter was a great way to spend quality time together, making it money well spent.
What business idea would you give away to our readers?
Michael Rustom: I recommend holding in-person business meetings while standing up. This forces more focused discussions and less time wasted on small talk. Stand-up meetings under ten minutes free up time for other tasks.
What software helps you stay productive?
Michael Rustom: Excel is indispensable for illustrating business value and project details. If the numbers make sense in a spreadsheet, it’s a good indication that the project will be successful.
Do you have a favorite book or podcast?
Michael Rustom: “An Astronaut’s Guide to Life on Earth” by Chris Hadfield is one of my favorites. It’s filled with practical life lessons and fascinating stories from his experiences as an astronaut.
What’s a recent movie or series you enjoyed?
Michael Rustom: I recently watched Drops of God, a drama about a competition to inherit a vast wine collection. The series explores the world of wine collectors and is beautifully shot, with great suspense and a fascinating story.
