How Mastering Your Tech Stack Can Elevate Your Sales Career

Have you ever met someone who changed your paradigm, made you stop in your tracks, and say, “Wow, I never thought about it that way”?

I had that moment at Dreamforce 2024 #DF24, where I had the opportunity to meet Joe Houston , affectionately known as “The Suit Man.” While most people have shifted to athleisure, Joe confidently walks into the office every day in a sharp suit. His confidence, presence, and commitment to being his authentic self are admirable, but what really stood out was his insight into what it takes to become too good to be ignored in sales.

My Journey with Salesforce and LinkedIn

Throughout my 30+ year career in sales, two tools have been my constant companions: Salesforce and LinkedIn. I’ve seen the evolution of these platforms from simple contact management systems to powerful tools that leverage AI to drive sales success. They’ve helped me connect, build relationships, and close deals, and they’re the foundation of my tech stack. It’s through these tools that I’ve developed the strategies and insights I use to coach and empower women in sales today - #1MillionWomenBy2030.

But what Joe reminded me of was that even with years of experience using these tools, there’s always room to grow, adapt, and embrace the next wave of innovation.

Why Your Tech Stack Matters

As I coach women in sales, one question keeps coming up: How do I become too good to be ignored? The answer lies in being a high performer, and that means harnessing every tool at your disposal. For sales professionals today, this means leveraging AI-powered tools and fully embracing your tech stack.

Joe shared his journey with me during one of the hands-on demos for Salesforce Sales Cloud 's new AI-powered tool Agentforce, which is designed to be all about “clicking, not coding.” He told me: “Master the technology tools your company has invested in. Become an AI trailblazer. Make it your mission to spend 15 minutes every day learning how to leverage AI to connect with more prospects, build deeper relationships, and multi-thread across your clients. If you do this consistently, you’ll become too good to be ignored.”

This resonates deeply with me because, just like Joe, I’ve learned that being a high performer isn’t just about showing up—it’s about constantly evolving and becoming a master of the tools that will help you succeed.

Actionable Insights to Master Your Tech Stack

1?? Make It Personal: Set aside time daily to explore Salesforce Sales Cloud and LinkedIn for Sales Sales Navigator. These tools have been pivotal in my journey, and they will be for you too. Commit to understanding how they can help you nurture relationships, track your pipeline, and achieve your goals.

2?? Embrace AI with Curiosity: AI isn’t just a buzzword—it’s the future of sales. Take the time to understand how AI can help you uncover patterns, predict opportunities, and enhance your sales process. By integrating AI into your daily routine, you’ll become a more strategic, effective, and empowered salesperson. Explore Sales Cloud AI-powered tools (Agentforce SDR and Sale Coach)

3?? Build Authentic Connections: Sales is all about relationships. Use LinkedIn Sales Navigator to connect with prospects in a way that feels genuine and authentic. Don’t just send a connection request—engage, share insights, and demonstrate your value.

4?? Invest in Hands-On Learning: I’ve learned that the best way to master a tool is to use it. Attend workshops, participate in product demos/free trials, and take advantage of training sessions. These hands-on experiences will help you become comfortable and confident in leveraging your tech stack to its fullest potential.

The Power of Authenticity in Sales

Joe’s story is a reminder that being authentic isn’t just about how you dress; it’s about showing up as your true self and integrating that authenticity into every aspect of your work. Just like how he confidently wears a suit every day, embracing who you are and leveraging the tools available to you will help you shine.

When you pair authenticity with mastery of your tech stack, you become the sales professional who not only knows how to work the system but knows how to make it work for you.

?? A Moment of Self-Reflection: Are You Ready to Be Too Good to Be Ignored?

It’s easy to feel overwhelmed by new technologies or to put your head in the sand, hoping they’ll go away. But the truth is, the early adopters—the ones who jump into the deep end and learn to swim—are the ones who rise to the top. Are you ready to be one of them?

Ask Yourself:

• How can I make time to learn the tools that will make me more effective in my role?
• Am I willing to commit to being an AI trailblazer, even when it feels uncomfortable or overwhelming?
• What can I do today to step into my authenticity and leverage my unique strengths to connect with others?

Your Challenge:

Spend 15 minutes today exploring a feature of Salesforce Sales Cloud or LinkedIn Sales Navigator that you haven’t used before. Share your insights with a colleague, and make it a habit to master one new aspect of your tech stack every week.

Being too good to be ignored starts with embracing the tools and technologies at your disposal—and being unapologetically yourself. Let’s rise, master our tech stacks, and own the table. As Joe says, “If you do the work, you will become too good to be ignored.”

You’ve got this!

*In sales, a? tech stack refers to the collection of software tools, platforms, and technologies that a sales team uses to manage, automate, and optimize their sales processes. It includes CRM systems (e.g., Salesforce Sales Cloud,), sales engagement tools, prospecting tools (e.g., LinkedIn Sales Navigator), email marketing software, analytics, AI-powered sales agents, and more. A well-integrated tech stack helps sales professionals track leads, manage customer relationships, analyze data, and streamline workflows to increase efficiency and drive better sales results.