A Humbling Lesson

In the early days of my sales career, when I was still learning the ropes, I had no qualms about cold calling CXOs, no matter how large or small the company. I was young, fearless, and blissfully unaware of the unspoken “rules” that might deter others. One day, I found myself on the phone with a CXO from a major player in the industrial and aerospace sectors (you can probably guess which one!). I enthusiastically launched into my elevator pitch about our engineering services, fully expecting to be politely dismissed or redirected to an assistant.

To my utter surprise, not only did the CXO listen patiently, but she also interrupted my one-sided spiel with an immediate offer to meet—no gatekeepers, no scheduling headaches, just “Come by, we’ve got an hour for you.” I was elated, thinking Wow, my elevator pitch must have been amazing! I rushed to inform my colleague, Sathish Sampath , who was equally thrilled. We had two weeks to prepare, and trust me, we left no stone unturned. We might as well have written an encyclopedia on our engineering services offerings!

Fast forward to D-Day. We drove from Stamford to their headquarters in New Jersey, buzzing with excitement. The hospitality was top-notch—they made us feel at ease right from the start. When the CXO walked in, we exchanged pleasantries, and then she casually mentioned that she knew our organization very well. In fact, she said, “Ratan and I go way back. We still talk at least once a month.”

It took me a few seconds to process. Ratan? And then, it hit me like a ton of bricks—she was talking about none other than Shri Ratan Tata himself. She fondly recalled how they first met, how they collaborated to bring their company into India through a joint venture with one of Tata’s businesses back in the 1990s. And then, with a smile, she dropped the line that floored me: “I never say no to anyone calling from the Tata group.”

The meeting went on, and she graciously gave us her time, listening to our pitch with genuine interest. She even went a step further and introduced us to her colleagues (Group Presidents) to pursue our discussions further. I mean, how often does that happen with a cold call?

It was at that moment I realized—the meeting wasn’t secured because of my flawless elevator pitch (as I had initially thought!), but rather due to the incredible respect and relationship she had with Shri Ratan Tata. It was a humbling experience, to say the least.

While I never had the privilege of meeting Shri Ratan Tata in person, the experience left me deeply humbled. Here I was, speaking with someone who not only knew him personally but also held him in the highest regard—a testament to the immense respect he commands from peers, partners, and clients alike.

As we reflect on his incredible legacy, I join the millions of his admirers in paying my heartfelt Shradhanjali (respects) to Shri Ratan Tata, whose leadership and humility will continue to inspire generations to come.

Have you ever had an unexpected opportunity like this in your career? I'd love to hear your story!