Work It, Girl! 转发了
CEO & Founder, Mindful Quadrant | ?? Helping Sellers "Embrace Your Hard" to Exceed Sales Targets | Powerful ?? Women in Sales | ?? Best-Selling Author | ?? Zero to Quota in 90 Days | ?? Keynote Speaker
Leads were coming inbound! Imagine that? I was ready to move on from selling a “point solution” to tackling something really, really hard again. So I found myself in one of the hottest tech companies on the planet, very quickly rising to Unicorn status. I knew the lead momentum wouldn’t last forever. When I would raise any concern, I would hear: “our tech is THAT good”, and “maybe things have changed since you started sales,” and “the Enterprise is changing and you just don’t understand.” The Enterprise is changing??? WHAT? I had finally gotten to a point in my 15 year sales career and had confidence to do this job … and now I am being told my process is outdated??? Talk about taking another massive hit to my confidence. Here we go again fighting the good fight. That first year was so hard. Everything I knew about sales was being challenged. Daily. And the momentum was slow. Yes! Leads were coming in. But. We were getting stuck in perpetual POC’s with no way to properly qualify! Demos were being scheduled. But the engineers who wanted to play with the hot new tech didn’t have any buying power. I would try to express my concern from time to time, but no one seemed to listen. I was having a really hard time in that first year. I cried often. Panicked even. And it didn’t help that my husband was in between jobs - so I was the only source of income for my growing family. I had to make this work. I stayed determined. And disciplined. And I focused on the one thing I know how to do:? HARD THINGS! I was sitting at 43% of my number with 30 days to go. I was working a deal with a multi billion dollar global company. They were forecasted into the next fiscal. We started gaining traction on some recent conversations. I threw a Hail Mary and found an opportunity to say: “do you think we can call ourselves ‘Team January’ and make something happen this fiscal?” ‘Team January’ became a thing and it started gaining momentum. Every meeting ended with a nudge about ‘Team January’. On the last day of the fiscal with only 3 hours left to spare, as I paced back and forth in my remote home office, I pulled that Hail Mary and closed a multi year, multi million dollar contract, and brought in that deal that got us over the investor target. The slack channel blew up. I went from zero to hero in a second. Everyone was chanting my name. The CRO rang the bell outside his office for me.?It rang like church bells on Christmas morning. And I remember feeling like all of a sudden I was being valued for what I knew how to do all along. I walked into the kitchen and announced casually to my husband: “This is bullsh&t and I’m writing a book about this.” I was going to call it: “The Enterprise is changing, and I don’t like it.” ?? After many years and many drafts, that book is called: “Work It, Girl! A modern-day career guide for women in sales.” Because we all deserve better. #biggoals #dailyaction