At First, Some Doubted I Could Sell

I found my influence working at a garden center during high school. Selling was one of my jobs, and I knew nothing about plants. I would ask walk-ins what help they wanted. Then, with a Sunset Garden Guide, I used vetted options for what to do or buy. Upon hearing the recommendation, clients often shared how they expected to feel, once they decided. When I paraphrased their words, decisions came faster.   

My first corporate job was at IBM. The company taught me to respect everyone and do what is right. Surprisingly, I did not start in sales. My first job was in office operations. IBM’s view is that sellers have particular attributes needed for success. Job applicants complete an aptitude test before earning a job offer. I did not take the test when I decided to move into sales. Moving into sales was my leap of faith. 

My sales approach is not pushy or reactive. Instead, I grasp hold of, think about, and act as I see fit—ambitious, not aggressive, curious, not assertive. Based on my early success, I launched two new solutions for the company and restored growth in a $1B business. IBM taught me three different sales methods—these methods don’t replace selling skills. 

From IBM, I made a bold move into the world of startups. As a VP of Sales, I quickly learned the importance of customer trust and worthwhile products. Before a prospect would decide, they wanted to speak with the founder. I observed a sales fate depended on a belief in the founder, the vision, and the plan.   

Sales coaching, advice, and mentoring replaced startups. I worked with an accelerator for startups designed for women–founded companies. Most of the founders were clumsy at selling. Many tried to substitute selling with education, believing information converts prospects into customers. Facts are a component of a sale but not the driver.  

Seeing this aversion to selling, I stepped away. Why? To answer this question—can I improve founder selling? I believe that injecting selling skills and drawing from my experience and know-how is possible. Thus, I began Market Enabled Sales.