Effective Sales Pitch Techniques
A compelling sales pitch can be the key to closing deals, building trust, and setting yourself apart in a competitive sales environment. It’s more than just presenting a product or service—it’s about connecting with your audience, solving their problems, and leaving a lasting impression. To create a pitch that sticks, you need strategy, storytelling, and skillful delivery. Here’s how to craft and deliver an effective sales pitch that drives results. Understand Your Audience Inside and Out Before you pitch, you need to understand who you’re talking to and what matters most to them. Tailoring your approach to the audience’s needs increases the likelihood of a successful outcome. Do Your Research: Dig into your prospect’s company, their industry, and their pain points. What challenges do they face? How can your solution help them succeed? Ask Questions: If you have the opportunity, gather insights during pre-pitch conversations to identify their goals and concerns. Make It Personal: Avoid generic messaging. Address your audience’s specific situation and show that you understand their world. For instance, McKinsey highlights the importance of creating customer-centric sales strategies that focus on addressing real needs rather than pushing products blindly. Lead with Value, Not Features The best pitches don’t dwell on technical details—they focus on value. Prospects care less about what your product does and more about how it will help them succeed. Focus on Outcomes: Start with the end result. How will your product or service make their life easier, improve revenue, or solve a pressing problem? Share Tangible Results: Use numbers or specific benefits to illustrate impact. For example, “Our platform increases pipeline visibility, helping teams close 20% more deals in half the time.” Connect Emotionally: Value isn’t always about money. Talk about saving time, reducing stress, or gaining a competitive edge. The key is to make prospects see how your solution will help them win. Research by HubSpot indicates that tying value to a buyer’s personal goals and company objectives creates stronger engagement. Tell a Story That Resonates People remember stories more than statistics. Stories make your pitch relatable, engaging, and memorable. They help you move beyond selling and into connecting. Problem → Solution → Success: Frame your pitch around a clear story structure. Share a challenge faced by a similar client, how you helped them, and the success they achieved. Include Real People: Use customer testimonials, anecdotes, or case studies to make your story authentic. Make It Vivid: Describe the situation with detail, but keep it concise. Use emotional or visual language to help prospects see the story unfold. A good story doesn’t just share results—it helps your audience imagine themselves achieving similar success. Perfect Your Delivery The most thoughtful pitch will fall flat if your delivery isn’t strong. Confidence, clarity, and charisma can take a good pitch to the next level. Practice, Practice, Practice: Rehearse until you’re comfortable. Anticipate potential questions and prepare responses to maintain control of the conversation. Be Clear and Concise: Respect your prospect’s time. Keep your pitch direct and focus on what matters most to them. Engage Your Audience: Ask questions, make eye contact (if virtual, turn on your camera!), and watch for body language cues to adapt in real time. End with a Strong CTA: A clear next step keeps the conversation moving. Whether it’s booking a follow-up meeting, sharing a proposal, or trying out a demo—make the ask. Adapt to Virtual Sales Environments With virtual meetings now the norm, sales professionals must adapt their techniques for digital platforms. Turn Your Camera On: Your prospects want to see a real person, not just hear a voice. Seeing your energy and body language fosters trust and connection. Optimize Your Setup: Use good lighting, a clean background, and a strong internet connection to maintain professionalism. Engage Virtually: Use tools like polls, visuals, or live demos to hold attention and keep prospects actively involved. SIS Sponsor Gartner has research illustrating that virtual selling is here to stay, with 80% of B2B interactions now occurring online. The ability to master virtual delivery will set top sellers apart. Follow Up with Impact Your pitch doesn’t end when the meeting does. A strong follow-up can reinforce your message, address concerns, and keep the momentum going. Summarize the Conversation: Send a recap email highlighting key takeaways, next steps, and your value proposition. Personalize Your Follow-Up: Reference specific points from the conversation to show you were listening and tailor the message to their goals. Provide Additional Value: Share case studies, articles, or product information that further supports how you can solve their problems. Effective follow-ups show that you’re proactive and invested in their success, increasing the likelihood of a positive outcome. Master Your Pitch with SIS An effective sales pitch combines preparation, value, storytelling, and strong delivery. Whether you’re pitching virtually or in person, these techniques will help you connect with your audience and close more deals. Looking to sharpen your sales pitch further? Join the Sistas In Sales (SIS) community for exclusive resources, coaching, and mentorship opportunities that help you elevate your sales game and achieve your goals.
Tips for Virtual Sales Meetings & Pitches
In the era of remote work, virtual meetings have become the norm rather than the exception. Sales professionals are expected to excel in this environment, not just because it’s convenient but because it’s a vital way to connect with clients, expand networks, and close deals. Whether you’re pitching to a prospective client or meeting with a long-standing partner, how you present yourself virtually can make or break the sale. Here are actionable tips to help you master your next virtual sales meeting or pitch. 1. Preparation Is Your Foundation Preparation is the bedrock of any successful meeting, virtual or otherwise. Always Test Your Tech: Double-check your camera, microphone, and internet connection before the meeting. If you’re sharing your screen, ensure the files or tabs you need are ready to go. Set the Stage: Your background matters—choose a tidy, professional space. Use a virtual background only if it aligns with your brand and doesn’t distract from your message. Plan for Presence: Have your camera on. Let your prospects see your energy and connect with you as a real person. This visual connection builds trust, makes your body language visible, and allows you to read their reactions and adjust in real-time. Know Your Audience: Research your prospect thoroughly. Understand their pain points, goals, and how your solution aligns with their needs. 2. Build Connection from the First Click Building rapport virtually takes intention and effort. Start with Small Talk: Open with something light to ease into the conversation—compliment something about their work, mention a relevant topic, or simply ask how they’re doing. Engage Visually and Verbally: Make eye contact with the camera to simulate in-person connection. Use natural hand gestures and facial expressions to project confidence and warmth. Actively Listen: Nod, affirm, and ask follow-up questions to show you’re engaged and genuinely interested in what they’re saying. 3. Make Your Pitch Memorable Your presentation should capture attention and leave a lasting impression. Keep It Visual: Use slides, videos, or demos sparingly but effectively to complement your points. Visual aids should enhance, not overshadow, your narrative. Tailor Your Message: Speak directly to your prospect’s needs and highlight specific ways your product or service solves their unique challenges. Be Concise: Virtual environments amplify short attention spans. Get to the heart of your value proposition quickly and leave room for questions or discussion. 4. Overcome Objections with Grace Handling objections well demonstrates your expertise and builds trust. Listen First: Let your prospect fully express their concerns before responding. This shows respect and ensures you’re addressing the right issues. Acknowledge Valid Points: Agree where appropriate and provide solutions or reassurances tailored to their concerns. Come Prepared with Proof: Share success stories, case studies, or data to bolster your credibility. 5. Foster Engagement Throughout Keeping your audience involved ensures a productive and memorable meeting. Use Interactive Features: Leverage tools like polls, chat boxes, or collaborative whiteboards to engage your audience actively. Check for Understanding: Pause periodically to ask if they have questions or if they’d like further clarification on a point. Be Mindful of Energy Levels: If the meeting runs long, suggest a quick stretch break or find natural transition points to re-energize the conversation. 6. Follow Up to Seal the Deal The meeting may end, but the work doesn’t stop there. Send a Recap Email: Summarize key takeaways, clarify next steps, and attach any promised resources. Share Supporting Materials: Provide relevant case studies, a link to your product demo, or further reading that reinforces your pitch. Schedule a Next Step: Proactively propose a follow-up meeting or actionable next step while the momentum is fresh. Your Virtual Edge Virtual meetings may not be new, but their importance has never been greater. By presenting yourself professionally, connecting authentically, and communicating effectively, you can stand out in any sales scenario. With consistent practice and the right tools, virtual selling can become one of your strongest assets in today’s competitive landscape. Want more strategies to elevate your sales game? Join the Sistas in Sales community for access to exclusive resources, expert-led events, and a network of women committed to helping you achieve your goals. Unlock your potential with SIS—your next big breakthrough could be one connection away!
How Collaboration in Sales Drives Performance and Revenue Growth
Sales is often seen as a competitive and individualistic field, but the most successful teams know the power of collaboration. A supportive and unified sales environment not only improves results but also fosters innovation, enhances relationships, and drives personal and professional growth. For women of color in sales, creating spaces of collaboration is especially impactful, offering community and shared knowledge in environments where representation can feel limited. The Challenges of Collaboration in Sales The inherent competitiveness of sales can make collaboration feel like a lower priority. Team members may focus on their individual goals, hesitate to share strategies, or struggle to build trust across departments. For underrepresented groups, these challenges can feel even more pronounced when systemic inequities limit access to allies or create additional barriers to success. Addressing these issues means building an environment that values all voices and prioritizes collective growth over individual competition. Key Components of a Collaborative Sales Environment Open Communication: Encourage transparent and constructive conversations. Create opportunities for team members to share strategies, ask questions, and celebrate wins in an environment that feels safe and supportive. Shared Goals: Unite your team under common objectives that recognize and reward both individual contributions and collective achievements. This builds alignment and fosters a stronger sense of community. Knowledge Sharing: Establish spaces and systems where lessons learned, successes, and best practices are easily shared. Whether through mentorship, team workshops, or informal check-ins, knowledge exchange strengthens everyone. Mutual Accountability: Build trust by creating a culture of shared responsibility. When team members support one another and hold each other accountable, they reinforce the importance of collaboration. Recognition and Incentives: Celebrate teamwork as much as individual success. Recognizing group achievements shows the value of collaboration and motivates your team to keep working together. Strategies to Build Collaboration Leverage Technology to Unite Teams: Implement tools that support seamless communication and collaboration, such as CRM platforms and project management systems. These tools can help break down barriers and make teamwork more efficient. Create Cross-Functional Partnerships: Encourage collaboration beyond the sales team by working with marketing, customer success, and product development. These relationships enhance the customer experience and generate more cohesive strategies. Solicit Feedback and Act on It: Regularly ask for team input through meetings, surveys, or one-on-one sessions. Feedback creates a two-way conversation that fosters trust and reveals opportunities for stronger collaboration. Lead with Transparency and Inclusion: Sales leaders play a critical role in setting the tone for collaboration. Demonstrate openness, encourage teamwork, and ensure that every team member feels their contributions are valued. The Benefits of Collaboration A collaborative sales environment delivers transformative benefits, including: Enhanced Creativity: Combining diverse perspectives inspires innovative ideas and problem-solving. Higher Efficiency: Teams reduce redundancies and streamline workflows by working together. Improved Morale: Employees feel supported and valued, increasing job satisfaction and retention. Stronger Results: Collaborative efforts often lead to higher sales and better customer outcomes. Building a collaborative sales environment takes intention, but the rewards are immense. It’s about creating a culture where every voice matters, where teamwork drives success, and where innovation thrives. For sales professionals, this approach transforms work from an individual challenge to a shared opportunity for growth. If you’re looking for more ways to connect, grow, and collaborate with like-minded professionals, join a community that prioritizes these values, like Sistas in Sales. Together, we can create a sales environment that truly supports success for everyone. Take the next step in building your collaborative network: Join a supportive community of sales professionals who are redefining the future of sales—together.
The Importance of Mentorship in Sales & How to Find a Mentor
Mentorship is a powerful force in career advancement, especially for women of color navigating the sales industry, where we still have a dearth of women who look like us in leadership positions. Having a mentor means having someone in your corner to offer insights, guidance, and encouragement as you tackle new challenges and grow professionally. Research shows that mentorship can lead to higher confidence, valuable connections, and even faster promotions. Mentors provide wisdom that helps you avoid common pitfalls and learn strategies to thrive—empowering you to reach new heights in your career. Key Benefits of Having a Mentor Professional Growth and Skill Development: A mentor offers insights gained from experience, helping you sharpen the skills essential to success in your field. From honing your sales techniques to building confidence in client interactions, the guidance of a mentor can be transformative. Guidance and Support Through Challenges: Mentors help you navigate tough times. They offer solutions to workplace issues like overcoming bias or achieving work-life balance. With a mentor’s support, you can face and overcome the unique challenges that arise in your career. Building a Strong Network: A mentor is often well-connected, offering access to a network that might otherwise be difficult to reach. This can lead to job opportunities, introductions to other professionals, and an expanded professional circle that benefits your growth. Personal Development: Mentorship encourages growth beyond career achievements. A good mentor supports your journey toward resilience, mindfulness, and self-confidence, empowering you to bring your full self to work every day. Characteristics of a Good Mentor Relevant Experience: Look for a mentor who has worked in a similar field or role, as their insights will be especially relevant and actionable. Aligned Values: It’s crucial to find a mentor whose values reflect your own goals and aspirations. This alignment allows for trust and open communication. Willingness to Invest in Others: A mentor who genuinely enjoys helping others will make time for your questions, be attentive to your needs, and be dedicated to your success. Availability and Commitment: Make sure your mentor can commit to regular check-ins, whether weekly, monthly, or as your schedule allows. The best mentorship relationships have consistent communication and accountability. How to Find the Right Mentor Identify Your Goals: Before reaching out, define what you’re seeking in a mentor. Are you looking for industry knowledge? Help with skill development? Career advancement advice? Knowing your goals helps you identify the right fit. Explore Your Network: Sometimes, a mentor may already be in your existing network. Reach out to colleagues, LinkedIn connections, alumni groups, or communities like Sistas in Sales. SIS, in particular, offers a network of experienced professionals eager to support the next generation. Engage in Networking Events and Industry Meetups: Conferences, industry panels, and networking events provide excellent opportunities to connect with potential mentors. The annual SIS Summit, for example, brings together sales leaders and industry influencers, providing a perfect chance to build meaningful connections. Leverage Professional Organizations and Communities: Many organizations, including Sistas in Sales, offer formal mentorship programs or structured events that connect members with potential mentors who align with their career paths. Making the Ask: How to Approach a Potential Mentor Start with Respectful Outreach: When you reach out, express why you admire their work and how you think mentorship with them could be mutually rewarding. Personalize your message and share specific reasons why you see them as a fit. Define Your Expectations: Be clear about what you hope to gain from the mentorship. Whether it’s bi-weekly check-ins or advice on certain projects, defining expectations upfront helps establish a productive relationship. Show Your Commitment: Demonstrate your dedication to making the most of their mentorship. Come prepared to meetings, follow up on advice, and apply what you learn. This shows your respect for their time and dedication to growth. Tips for Building a Successful Mentor-Mentee Relationship Communicate Regularly and Consistently: Schedule regular check-ins to maintain a steady rhythm and build rapport. Consistent communication allows for meaningful feedback and deeper engagement. Stay Open to Feedback: Mentorship is a growth experience, so be prepared to hear constructive feedback. Embrace their insights, even if it means stepping out of your comfort zone. Show Appreciation and Recognize Their Investment: Acknowledge your mentor’s time, insights, and support. Simple gestures, like a thank-you message or sharing your progress, reinforce the value of their role in your journey. Mentorship as a Catalyst for Success Mentorship can be a transformative force in your career and life. Having a mentor not only brings practical skills and industry insights but also instills the confidence to pursue your goals unapologetically. If you’re ready to explore mentorship opportunities, consider joining a community like Sistas in Sales, where connections between experienced professionals and rising sales stars are at the heart of our mission. Your future is shaped by those who support and guide you—find your mentor, unlock your potential, and thrive.
The Future of Sales: How AI is Transforming the Industry
Artificial Intelligence (AI) is revolutionizing industries across the globe, and sales is no exception. As advances are made, the impact of AI on sales processes, productivity, and customer engagement is becoming increasingly significant. Understanding these changes and leveraging AI effectively in sales can provide a competitive edge. This blog explores the latest updates on AI in sales and offers actionable recommendations for salespeople and sales leaders to implement right away. Understanding AI and Its Capabilities in Sales AI in sales refers to the use of machine learning, natural language processing, and predictive analytics to enhance various aspects of the sales process. From automating routine tasks to providing deep insights into customer behavior, AI is transforming how sales teams operate. Current trends include AI-driven chatbots, advanced CRM systems, and predictive analytics tools that forecast sales outcomes with unprecedented accuracy. AI-Driven Sales Processes Lead Generation and Qualification: AI automates lead generation and scoring, ensuring that sales teams focus on the most promising prospects. Tools like HubSpot and Salesforce Einstein use AI to analyze vast amounts of data and identify high-quality leads. By implementing AI-powered lead scoring tools, sales teams can prioritize high-quality leads and focus their efforts more efficiently based on how qualified their prospects are. Sales Forecasting: AI enhances the accuracy of sales forecasts by analyzing historical data and current trends. Tools such as Clari and Aviso provide detailed sales predictions, helping teams plan more effectively. Utilizing AI-driven analytics helps refine sales forecasts, allowing for better planning and resource allocation. Personalized Customer Engagement: AI personalizes customer interactions by analyzing behavior and preferences. Tools like Drift (SalesLoft) and Conversica create tailored email campaigns and sales pitches, enhancing customer engagement. Research shows that personalized emails outperform emails that lack personalization, drawing a very strong 41% click-through rate on average when an email is properly personalized. Leveraging AI to create personalized email campaigns and sales pitches can resonate more effectively with individual customers. Enhancing Sales Productivity with AI Automating Administrative Tasks: AI reduces the time spent on administrative tasks by automating data entry and task management. CRM systems like Zoho and Pipedrive use AI to streamline these processes by automatically logging communications, updating customer records, scheduling follow-ups, and providing intelligent task reminders based on previous interactions, freeing up time for more strategic activities. Adopting AI-powered CRM systems automates routine tasks, allowing sales teams to focus on high-value activities. Intelligent Sales Assistants: AI assistants provide real-time insights and support during sales calls. Tools like Gong and Chorus (ZoomInfo) use AI to analyze conversations and offer actionable advice. Integrating AI sales assistants enhances the effectiveness of sales calls by providing real-time insights and support. Improving Customer Insights and Analytics Predictive Analytics for Customer Behavior: AI predicts customer behavior and preferences by analyzing data from various sources. Tools like InsideSales and Infer provide insights that help tailor sales strategies to individual customers. Predictive analytics works by examining past customer interactions, purchasing patterns, and other relevant data to forecast future behavior. This allows sales teams to anticipate customer needs, tailor their messaging, and time their outreach more effectively. Using predictive analytics to refine sales strategies enables more precise targeting of customers based on their predicted behavior, ultimately increasing the likelihood of successful conversions. Sentiment Analysis: AI analyzes customer sentiment from communications and feedback, providing a deeper understanding of customer emotions. Implementing sentiment analysis tools helps better understand and respond to customer emotions, improving overall customer satisfaction. AI for Sales Training and Development AI customizes training content based on individual needs and performance. Platforms like Lessonly (Seismic) and MindTickle use AI to analyze each salesperson’s strengths, weaknesses, learning pace, and preferences. By doing so, these platforms can recommend specific modules, exercises, and resources tailored to address individual gaps and enhance existing skills. This personalized approach ensures that training is relevant and engaging for each learner, leading to better retention and application of knowledge. Utilizing AI-driven training platforms delivers tailored training programs that address specific skills and knowledge gaps, resulting in more effective and efficient learning outcomes. AI is undeniably transforming the sales industry, offering tools and insights that enhance efficiency and effectiveness. Salespeople and sales leaders who embrace these technologies and adapt their strategies accordingly will be better positioned to succeed in a rapidly evolving landscape. By leveraging AI for lead generation, sales forecasting, customer engagement, and training, teams can achieve greater productivity and drive better results. Stay ahead of the curve and join the SIS community to learn more about AI in sales. Register for the 7th Annual SIS Summit today to network with industry experts and gain valuable insights into how AI can revolutionize your sales strategies. Don’t miss out on this opportunity to elevate your sales leadership skills and drive your team to success.
The Power of Networking for Sales Success
Success in sales doesn’t just look like closing deals; it’s also about building a robust network that can support and propel your career forward. Networking is crucial for sales success, and for sustained achievements, offering opportunities for mentorship, partnership, and personal growth. Research from November 2023 shows that “companies whose real-world employee connections put them at the center of their professional communities performed better than peer companies whose workforces were less well-connected and, as a result, on the periphery of the same community.” Understanding the Importance of Networking Building a strong network is a powerful strategy that can significantly impact your sales career. By connecting with others, sharing knowledge, and leveraging relationships, you gain access to valuable resources, industry insights, and potential career opportunities. Networking is essential for sales success, as well as continued growth and achievement in your field. Overcoming Challenges in Networking Women of color often face unique challenges in networking, such as underrepresentation, implicit bias, and a lack of relatable role models – women of color only hold 10% of senior manager and director-level titles and 5% of C-level roles across all industries and departments nationwide. It’s not uncommon to feel like the only person in the room who looks like you, which can be intimidating and isolating. That’s why SIS was created – to build a community where women who felt alone in their professional environments could find support and solidarity. Strategies for Overcoming Challenges: Find a Mentor: Seek out mentors who can provide guidance and support. Mentors can offer valuable advice and help you navigate your career. (Hint: the majority of SIS members hold senior-level roles in their companies – what powerful women to learn from!) Join Professional Groups: Engage with professional organizations like SIS that offer networking opportunities tailored to your needs. Leverage Online Platforms: Utilize LinkedIn and other social media platforms to connect with industry professionals and join relevant groups. Effective Networking Strategies Networking Outside Your Workplace: Building Genuine Connections: Focus on creating authentic relationships rather than superficial contacts – don’t seek out people just to sell to, but to prioritize a lasting and genuine connection. These more sincere, less self-serving connections lead to long-lasting professional relationships; even if they don’t buy from you, they may be willing to refer their network to you if they trust you! Attend local industry meetups, engage in community events, and seek out meaningful interactions. Utilizing Social Media: Use platforms like LinkedIn and Instagram to connect with industry leaders, participate in discussions, and stay updated on industry trends. Regularly share insightful content, join relevant groups, and engage with posts from other professionals to increase your visibility. Attending Industry Events: Participate in conferences, webinars, and networking events, such as SIS events, to meet new people and expand your network. These events offer unique opportunities to learn from experts, discover new trends, establish connections with potential clients or collaborators, and maybe even find your next career opportunity! Follow-Up: After meeting new contacts, follow up with them to maintain and strengthen the relationship. Send personalized messages, set up coffee meetings, or invite them to relevant industry events to keep the connection active. Networking Inside Your Workplace: Climbing the Ladder: Networking within your organization can lead to promotions and career advancements. Connect with colleagues across different departments to broaden your internal network. Attend company events, join internal committees, and actively participate in team projects to showcase your skills and commitment. Expanding Horizons: Build relationships with peers in other roles or departments to gain a broader perspective and potentially transition into new positions. Engage in cross-functional projects, seek opportunities for collaboration, and be open to learning from colleagues in different areas. Long-Term Relationships: Cultivate long-term relationships with colleagues and leaders who can provide ongoing support and mentorship. Regularly check in with mentors, offer support to peers, and participate in mentorship programs to foster a supportive work environment. Leveraging SIS for Networking The SIS community is thriving and ready for you to jump in, learn, meet people, and grow your career. Membership is what you make of it, and everyone in the community wants to see each other succeed. A rising tide lifts all boats, and by supporting each other, we all grow stronger together. Community Benefits: Exclusive Events: Access to members-only events that provide networking opportunities with industry leaders and peers. Mentorship Programs: Opportunities to find mentors and become a mentor, fostering a supportive environment for career growth. Active Forums: Engage in discussions, share experiences, and gain insights from other members in our exclusive SIS-members-only platform. Building Your Personal Brand A strong personal brand can enhance your networking efforts by making you more recognizable and memorable. It showcases your expertise and values, making it easier for others to connect with you. Tips for Building a Brand: Professional Online Presence: Develop a consistent and professional online presence on platforms like LinkedIn. Ensure your profiles are up-to-date, highlight your achievements, and use a professional photo. Share Industry Insights: Regularly post and share valuable content related to your field to position yourself as a thought leader. Write articles, share relevant news, and provide commentary on industry developments. Engage with Others: Actively engage with others’ content by commenting, liking, and sharing, to increase your visibility. Participate in discussions, congratulate others on their achievements, and offer support or advice when appropriate. Networking for Career Advancement Networking can be a powerful tool for career advancement in sales, whether you are seeking a promotion, transitioning to a new role, or looking for mentorship opportunities. Building strong relationships within your organization can provide the support and guidance needed to advance your sales career. Key Benefits: Promotions and Career Growth: Effective networking can lead to recognition and promotion opportunities. By demonstrating your skills, building a strong professional reputation, and connecting with decision-makers, you can enhance your career prospects. Support and Guidance: Long-term professional relationships provide continuous support and valuable career advice. Having a network of trusted advisors can help you navigate challenges, identify new opportunities, and make informed decisions. Mentorship
#SeeingIsBelieving: “Don’t ever feel like you can’t do it!”
Jennifer (Bambara) Majlessi is an Account Executive at Salesforce. She shares: her journey, how she’s pursuing what she loves most, the pros and cons of startups, and how she’s learned ruthless prioritization. Jennifer feels strongly that sales is going through a bit of a renaissance period and that relationships matter more than ever before. Read on for Jennifer’s advice on success in sales. Jennifer initially had a love for finance and we explored why she decided to transition to sales. I’m a MidCommercial Account Executive, with a specialization in High Tech at Salesforce. I’ve been in this role since March 2020, almost two years now. I studied finance at Lehigh University and graduated post-recession during a turbulent time. I vividly remember entering my core curriculum at the start of my junior year, during the onset of the recession, and my professors said, “If you don’t absolutely love finance, now is the time to switch majors.” I loved numbers and my mom was a trader on Wall Street, so she was big into math as well. But I’m very personable, so sitting in front of Excel spreadsheets, not talking to anyone all day, didn’t feel quite like it fit. I needed a balance of both worlds and sure enough numbers + social = sales. Upon graduation, I took on a sales role at a leading global provider of mission-critical data and insights to help companies accelerate revenue and manage risk. This was an impactful role during a recession as companies looked to protect themselves in order to survive. I began as an intern, cutting my teeth on cold calling, obtaining guidance from great leadership, and absorbing everything I could from successful account executives around me. I knew I had proven myself when I got the opportunity to take on a million-dollar book of business while a coworker was out on temporary leave. This allowed me to flex both my social and math skills which I loved. At this point, I was either headed into investment banking or into sales, and it was then that I realized the relationship building side of sales offered me more fulfillment. From there, I took on a role with the new customer acquisition team and set out to establish, manage, and grow my own relationships and book of business. You made a leap to a startup; how did that happen and what did you learn from that experience? Once you get the bug for building, it’s only natural that you consider the startup world. I wanted to know more about what was happening around me and about my customers. I wanted insight into the full customer journey, from how they are marketed to, to their influence on and use of our products. That was when I decided to join a startup specializing in point-of-sale systems that is now powered by Lightspeed. There were about 90 people at that point: few were women, fewer were in sales, and even fewer were women from underrepresented groups. The culture was welcoming and promoted friendly competition. The sale itself was very fast-paced and transactional, and our SaaS platform was powering SMBs to take back main street. We were helping them get back to what they loved about running their business, while providing better insights and faster sales captures. It was awesome to be a part of the digital transformation, migrating entrepreneurs from cash registers to iPads and completely changing the way they ran their business. After being promoted into a senior individual contributor (IC) role, I had my sights set on leadership. I still enjoyed interacting with our customers and wanted to remain close, so I took on a hybrid role (player/coach) which allowed me to lead from within, managing and selling throughout. This allowed me to gain credibility as a leader, being in the thick of it with them. It also allowed me to liaise between sales and product/marketing to inform our product roadmap, GTM strategy and shared valued perspective of our customers. Salesforce is quite the departure from the startup world, what was it that attracted you to Salesforce? Throughout all my sales roles, the one constant was Sales Cloud and working on the Salesforce platform. Best in class indeed, and it powered all of my sales efforts as an IC and a leader. In every business review, I was asked about my growth goals and they always included learning more about the power of Salesforce. I wanted to build my own reports and truly geeked out on the product. I thought, “I’ve always been passionate about this product. Why don’t I make it my job to learn more about it and share its value with others?” So, I transitioned back into the corporate world as an IC to learn the product and refine my skills, planning to keep leadership top of mind. Salesforce also felt like the right culture. They care about the community and their employees. Our work here is a true team effort. There is no room for a lone wolf because we win and lose as a team, together. I want to contribute and see my contributions, but I also want our collective success. In terms of learning, I wanted to hone my skills as a sales professional and knew I would be learning from, and among, the best. Thinking ahead about my future and career, I saw endless opportunities and a path to growth. Honestly, the pace of this organization feels like a startup, but carries the reputation and resources of an established brand. That’s something I didn’t want to lose, I love agility. We joke about the ever-changing product names and speed with which new products launch, but it is truly impressive. That’s the kind of energy and speed I loved in a startup – that energy with the expertise, resources and collaboration that come with defining a solution as a team, felt like the best way to support our end users. And Salesforce encourages you to bring your whole self
Bringing Your Authentic Self to Work
Merrie Williamson Corporate Vice President of Azure Infrastructure, Digital Applications and IoT at Microsoft About Merrie Merrie Williamson is the Corporate Vice President of Azure Infrastructure, Azure IoT and the newly launched Digital and Application Innovation solution area in the Microsoft Customer and Partner Solutions business group. She is responsible for Microsoft’s global commercial sales, strategy and execution for the core multi-billion dollar Azure business. As Microsoft and their customers continue to transform with digital solutions, the requirements for an ever more agile sales models with deeper investments in technical breath and customer compassion are required. Merrie joined Microsoft in 2019 as an executive leader with deep roots in building cloud technologies and driving global cultural transformation. Before joining Microsoft Merrie worked in the technology sector for over 20 years. She directed strategic investments in products from technical inception to launch, typically in a cutting-edge area for the business, bringing together organizations, corporate partnerships, and leading sales teams to deliver revenue. With a background in Manufacturing Engineering, Merrie is ardent is passionate about finding solutions for the under-representation of women and underrepresented people in STEM and sales. Merrie is also passionate about service and community. She has served on two not-for-profit boards in the Seattle area. Starting in the early 2000s, with Seattle MESA (STEM pipeline for Seattle underrepresented schools) and then on the board of the Seattle YMCA (Homeless youth, special needs foster care, low-income childcare, and health and wellness) where she volunteered for 10 years, including as chairwoman. More recently, Merrie had the opportunity to serve for over two years on a private board for Urban Airship, a start-up technology company in Portland. She shares her community service mindset with her husband Derek, who has served for over 25 years in the Seattle Fire Department and is currently an Assistant Chief. Her life is shared by her wonderful children Evan and Sophie. Together they are sporty and musical. Merrie is a voracious reader, amateur soccer coach and player, and unsuccessful gardener. In recent days, Merrie has used her platform on social media to speak out about the Black Lives Matter movement, hoping to address this as a human rights challenge by building a shared understanding and steps to inspire action. Connect with Merrie on LinkedIn. The Interview: We began by asking Merrie to tell us a little bit about herself. “I am a black woman in sales. Back in my college years, I knew I wanted to do deeply technical problem solving types of things with my life…I thought I was a brilliant product person who built the best things on the planet and sales was just this easy cheesy job that people like me don’t go into – but it’s hard and] it’s something I wish more people understood.” Merrie studied engineering in undergrad and continued on with this focus for her Masters Degree. After finishing up school, Merrie joined the workforce as a Technical Program Manager at Intel. While working at Intel, Merrie grew both as an engineer as well as a leader. “I learned a lot about the world of technology and high tech and how to develop myself as an engineer. I learned how to marry my authentic view of the world into my management experiences and eventually senior leadership positions.” Before joining Microsoft, Merrie worked in the technology sector for over 20 years. She directed strategic investments in products from technical inception to launch, typically in a cutting-edge area for the business, bringing together organizations and building corporate partnerships. Merrie made a career pivot while at Intel when she stepped into the role as Global Senior Director for the Datacenter Sales & Marketing Team. While in this position, Merrie helped grow their traditional sales organization from a hundreds-of-millions sales pipeline, to a multi-billion dollar sales pipeline. “Where I am now [in sales is focused on] how do I help provide that empathy bridge between the product teams that I work with…while designing and partnering and coaching our sellers all over the world doing cloud sales – and how do I maintain the speed and the growth that the company requires to meet our shareholder and external commitments. I’m still on my own learning curve in sales.” Over the course of her career, Merrie has managed to evolve and grow with each new opportunity presented to her. She has maintained a presence in her community through serving on various boards and she has also raised two children all the while climbing the corporate ladder. When asked how she continued to evolve as a woman in leadership, she shared the following insights: “As I look back over the first 10 years [of my career], my evolution was almost survival. I was focused on how to show up and manage myself as one of very few women, and also perform at the highest level I can perform. I think my next evolution was focused on how do I then turn into the woman manager that I want to be that’s authentic to me?” “My third evolution, now as a Senior Leader, an executive, has kind of unleashed the courage for me. I feel like I’m at a position now where I’m still learning and listening but it’s all about being an amplifier of things that people may not want to address full steam, whether that’s business…or culture, and community, and the world, and hard things.” With so many accomplishments, Merrie has learned firsthand the importance of evolving oneself to meet the new demands each new role requires. She has mastered the art of looking within, while simultaneously assessing her environment to determine which skills and resources she needs to tap into to catapult herself into a new evolved person. In her personal evolution, Merrie acknowledges how critical workplace culture is on one’s professional development. When asked to describe the workplace culture at Microsoft and what sets it apart, Merrie pulled back the curtain and provided insight into the beliefs that have reverberated throughout the entire company.
Building Your Personal Brand as a Senior Seller
By Ashley Keimach, SIS Contributing Writer Candace Jordan is more than your average sales professional. As a performer at heart, Candace learned early on in her career how to stand out. With over a decade of sales experience, she now works as a Manager for Consumer Goods at Google with a team of 10 sales professionals under her leadership. Undoubtedly Candace has built a career that many young professionals aspire to. But what is it really like to walk in her shoes? How can you climb the corporate ladder, keep up with the demands of a sales career, while still having time to build your own personal brand? In this interview Candace welcomes us into her world, and gives us all a peek inside of what it takes to build a successful career without neglecting your own personal brand and passions. How It Started Before making her mark in tech, Candace started off her career in the entertainment industry as a professional singer. While performing fueled Candace and was a deep passion of hers, she ultimately decided to switch career paths with the goal of finding greater stability. In an effort to find a new lane for herself, Candace decided to go back to school and focus on advertising. Initially, Candace hoped advertising would give her the opportunity to continue flexing her creativity and love for music by writing jingles for commercials. However, Candace quickly found that she was much more interested in the financial side of advertising, which ultimately led to her building a new career in Media Planning. “What I found in all of my courses is that I actually liked managing the money. I didn’t like the creative process as it was too restrictive for me so I ended up in Media Planning where I got to work with brands who basically said ‘here’s what we’re trying to accomplish, here’s how much money we have, tell us what to do with it’ – and I loved it!” Working in Media Planning revealed to Candace her interest in strategy and marketing. It allowed her to be close to her initial love for entertainment while giving her the freedom to build new skills that would eventually open the door to greater opportunities. Through networking, Candace found her next opportunity with Google as a customer service rep. This opportunity eventually led to a transition into sales as an Account Manager. In this role, Candace was able to keep her finger on the advertising world as she worked with advertising agencies, connecting them with google solutions and products that would better serve their clients. As an outsider looking in, it’s easy to see the results of Candace’s hard work without seeing the strategy behind it. When asked how young professionals can take control of their career and break into the sales industry, Candace shares the following insight: “There are a lot of roles that are transferable into sales… When I developed my resume and I wanted to tell the story about what value I would bring into the company and in the role, I talked a lot about my ability to influence stakeholders…” Candace goes on to explain that it’s all about “identifying what’s transferable in your current role and what gaps you need to fill…If you are doing problem solving and influencing stakeholders, or convincing people that a strategy you developed is right for them, you are already selling.” This is precisely what Candace did for herself. Each job opportunity presented new skills and experiences that she was able to leverage to break into new roles and make a positive impact within the sales industry. The work however, doesn’t end there. It’s one thing to aspire to a role like the one Candace currently has – it’s a totally different thing once you land the role. How It’s Going When asked what it’s actually like being a leader at Google, Candace shared the following: “It’s harder than it looks. Good managers spend a lot of time trying to keep the team calm and supported and happy and shield the team from a lot of things that might be going on externally or internally.” But that’s not all. Candace goes on to explain that being a manager also means you have to ensure your team is doing well and performing well. “It can be difficult to navigate so many different personalities and people at different places in their career and levels of expertise.” Despite these challenges, Candace loves the fact that she has a direct role in helping the people on her team develop and grow professionally. “Developing people [and] coaching people is something I have always done, I just wasn’t being paid for it, but it’s important to me.” Candace goes on to share that being a Sales Manager at a major tech company “takes a lot but it’s a labor of love. “I was a very strong seller and contributor…[but learning how] to transfer those skills to others is a new challenge…but it’s very fulfilling.” When asked if someone in a sales position can get better, Candace shared the following perspective: “There is an academic aspect of sales that can 100% be taught. Do the research and come prepared. You can definitely get better at that. You have to pair the concrete side of sales with your own unique personality.” Over the last few years, Candace has worked her way into her current position where she is now leading a team of 10 sales professionals. What started out as a desire to find stability, evolved into a wealth of experience and a beautiful career. Identity and its Challenges in Tech Climbing the ranks at a major tech company and within an industry that has been male dominated for many years is not an easy feat. There are many challenges one might face as they work to build their career, especially if you’re a woman of color. Candace experienced these challenges first hand and it has created a passion
You Belong: How To Share Your Superpower
A Conversation With Microsoft’s Rashida Hodge Meet Rashida Hodge, an executive leader in the AI and emerging technologies space. In this interview, Rashida gives us insight into what it means to bring your authentic self to work, and everywhere else you go. A native of St. Thomas, and a proud Caribbean woman, Rashida believes in the importance of family, and has a wonderful support system in her mother, who is also her best friend. This interview has been edited for length and clarity. Rashida, tell me a little bit about yourself, where you’re from, and how you got where you are. I am from the US Virgin Islands, particularly the island of St. Thomas and I’m a proud Caribbean woman. My mom and dad still live in the islands and I frequently visit. I’m the aunt of six nieces and nephews so I am surrounded by love daily and my mom is my best friend. I like to tell people that my mom is my strength, and my driving force of where I am today. My mom gave birth to me as a teenager. She endured not only her own shock, but the shock of many others, including family and friends. Somehow, through the crushing pressure of small community whispers, internal disappointments and love for me, my mother made the decision to relentlessly persevere despite her circumstances. My mother bore out a resolve that imprinted on me a tenacity and absolute vigor for life. She is my biggest inspiration and I am grateful daily for her sacrifice. Culture is important for Rashida and she is especially proud of her family and her heritage – something many of us can relate to. In addition to her personal culture, work culture is also important. So we talked about culture a little bit and where you’re from. What is the culture like at Microsoft? The culture at Microsoft fits me perfectly – a challenging, learning environment, energized, fast paced, fun, and allows me to do meaningful and impactful work. It’s my family reunion with my extended family daily and we collectively get the opportunity to work with clients to solve their most pressing problems. Work culture is just as important for most people as personal culture, thus finding a company that embodies a culture that resonates with you is key. For some, that may be a company that exudes certain values and for others it may be a company that embraces and supports activities that are important to your ecosystem; or enabling and environment that allows you to thrive. In any case, Rashida supports the idea of embracing your culture and being your full self – inside and outside of the office. I would love to understand what you mean when you say, “bring your authentic self to work.” For the majority of my career, I have operated under the crippling belief that I have to be perfect or damn near perfect to succeed in corporate spaces. I often describe myself as having the perfect trifecta of “the tax”. I’m black, a woman and some say I look young. Basically put, I have paid my fair share of the “black tax”. I often worked twice as hard to get where others are with less effort. I would do things to make myself look less youthful , so people did not think I was unskilled or unqualified for the job. However, overtime, I realized this was the wrong approach and my nuance was my differentiator. If being a unicorn is the main way for women and people of color to access powerful rooms, there’s your reason for why so few of us are in there. Unicorns aren’t real, and it’s unsustainable for that expectation to be placed on us. There are some who are on their journey to bring their authentic selves to work and others who have not even begun. Knowing why it is so important can help those struggling to make a change, take a chance. What would you say to those who are afraid to take your advice and bring their authentic selves to work? Creating a life of not just professional success, but significance requires you to bare your boldness. One of my favorite components of boldness is creating and displaying your own vibe, because it’s basically the brand you carry with you. As mentioned earlier, I am a Caribbean woman, from St. Thomas, US VirginIslands to be more specific. And for many years, I did a good job of tucking away my Caribbean identity from my work identity. I wouldn’t talk about carnival or my rambunctious family. I even got rid of my accent. But, I’ve learned that my vibe is my boldness. I openly talk about my visits home for Carnival. I let my accent slip in and out as I please, and most importantly I share how significant my family is to me. And I hope it doesn’t take others as long to share their vibe, as it did for me. The world needs it. We need everyone to have the boldness to share your quirks, family history and essence. That’s your vibe and your boldness. Speaking of being authentically you and embracing different perspectives and personal nuances, tell me, what does diversity equity inclusion mean to you and what is Microsoft’s stance on this? I was actually on a panel recently for Women’s History Month and one of my peers on the panel said that, “DE&I shouldn’t be an initiative. It shouldn’t be a program. It shouldn’t be a thing. It’s everyday life.” I couldn’t agree more. It is essential and should be embedded in our daily fabric of how we drive belonging and purpose for each person in the workforce. From a Microsoft perspective, our mission is how do we empower every person, every organization on the planet to achieve more? And we certainly want to believe that different perspectives help us all to achieve more on this journey and mission. This is