Scale Your Sales guest IWD 2021
Women in Sales

International Women’s Day Celebrating 21 Guests of Scale Your Sales Podcast

On International Women’s Day, we celebrate and profile some of the show’s amazing guests of Scale Your Sales Podcast.

From the inception of the show, we wanted to hear women’s voices in sales, intending to have 50% women guest. To be honest, I was tired of hearing from men in sales, and the best way to make a change is to be the change you want to see. We may have overshot this aim slightly, with 41 women appearing in the 72 episodes.

Today is an opportunity to hear from 21 of the guests on the Scale Your Sales podcast share their thoughts on International Women’s Day, and in their own way, they all #ChoosetoChallenge.

 

Over time, I have become used to being “the only” in a room. The only woman, the only millennial, the only diverse person. Sometimes, all those things at once. But I have learned that being “the only” can be a superpower. So be yourself and believe in yourself. Do not downplay the qualities that make you unique; #choosetochallenge the status quo by embracing them to the fullest! Rakhi Voria.

Rakhi Voria and Suchi Pathak

Choose to challenge the box people put you in and do not allow it to limit you. Decide every day to burst out of the box, ask questions, make suggestions, and make your views heard. You might not ‘belong’ in certain circles – certain job roles, leadership levels or industries, but the positive side of that is you stand out – make the most of the spotlight on you to showcase your talent and your hard work! Suchi Pathak.

 

I #choosertochallenge myself to grow and be the change in my workplace. To speak out and share my truth with colleagues. I dare to be bolder this year, speak up for myself, and promote diversity in my workplace and industry. I celebrate all the women and diverse groups who strive to challenge the status quo. I am grateful for the love and passion of other women, all my role models; here embracing challenges to create something better! Camilla Hasler.

Camilla Hasler and Carole Railton

Body language is one of the principal global communication methods, its more easily transferable than the spoken word. Females naturally express their body language more than men. We need to challenge those that judge us against archetypal standards. To create a society that acknowledges diversity and recognises different behaviours by appointing women to company boards and government roles. Carole Railton.

 

I believe great leaders need breaks—time to rest, rejuvenate and create. #BoldLeadership I am doing that right now, and I hope you plan to take some time this year to do the same. Alice Heiman

Alice Heiman and Marlen von Roth

I choose to challenge stereotypes and bias! Marlen von Roth

 

Sales is not something you do to someone; it is something you do with someone, but the relationship first, build rapport, and the sales will come. Nikki Rausch.

 

Do not celebrate closing a sale. Celebrate opening a relationship. Patricia Fripp.

Patricia Fripp and Kia Puhm

Doing the right thing and taking the time to do things right always pays off in the long run. Kia Puhm.

 

An open mind and heart naturally choose to challenge by including ALL and excluding bias. Live your lives with openness”. #ChooseToChallenge Enza Burgio.

Enza Burgio and Judy Hoberman

For International Women’s Day and every other day, let us always remember, “Women Want to Be Treated Equally…Not Identically “® #iwd2021 Judy Hoberman.

 

On #IWD2021, I #ChooseToChallenge everyone to actively contribute to equity — especially starting with our younger generation of girls. Giving them opportunities to dream big and make a positive impact on their community—and the world! Inspiring girls to explore their potential and become strong, independent leaders for tomorrow will contribute to equity and diversity in the workforce and beyond. Amy Franko.

Amy Franko and Noreen Cesareo

I #choosetochallenge the inequality that still exists…from gender roles in homes, access to #education for #girls in cultures where this is not the norm, opportunities for those seeking #employment, and market #access for #women-owned businesses and #entrepreneurs. Women make up more than half the world’s population – we must all encourage our leaders and societies to commit to an inclusive world. Noreen Cesareo.

 

If women want to impact change, if we want to succeed for ourselves and others, we need one thing – to find our voice. Speak up for what we believe in, speak up to help others, and most importantly, speak up for what we want in our lives and our careers. Meridith Elliott-Powell.

 

What if one question could change your life in 2021? What if EVERY conversation you have could produce a better version of your future? Just pause for a moment and think of the implications of your answer… would you listen and speak with conscious intention? Would you listen more carefully to your inner conversations and ask what future are they creating? Would you approach every sale relationship and conversation with the quality of experience and the future value in mind? Bev Hancock.

Bev Hancock and Alice Kemper

You are the master of your success. Do not wait for your manager to train you. Become a student of sales. Read, listen to podcasts, join sales groups. Get an accountability partner. Hire a business coach. Dream it. Believe it. Achieve it. Alice Kemper.

 

One of the reasons I enjoy the profession, and it is a profession of sales because it fulfils three needs: 1. A need and desire to help others. 2. A need and ability to control one’s own destiny. “Do the work.” 3. A need to hang around fun people and sales professionals are fun! Serve, do the work, and hit the fun quota! Colleen Stanley.

Colleen Stanley and Elinor Stutz

We are gifted with one life to live it our way. A near-death experience, ‘irreparable broken neck,’ taught me the secret to success is: ‘Believe, Become, Empower.’ Believe you can become the person you envision, become that person, and empower others by inspiring them to do the same. Together, Yes, We Can. Elinor Stutz.

 

11 years ago, I quit the corporate world because the 12 hours demands did not permit me to Mother in the way I wanted. I have since built three successful businesses. I challenge rigid working conditions! The one essential thing is that working conditions allow the flexibility for EVERY person to thrive. Never let working practices get in the way of your people. Equality means adaptability. Karen Dunne-Squire.

 

Do your account teams include diverse members and Perspectives? Account teams are the temporary teams that are formed around an account opportunity. The most effective account teams have the correct job function representation such as AE, professional services, marketing, etc. and diversity in terms of background and experience and perspective. Do your account teams include diverse members? Lisa Magnuson.

International Women's Day Scale Your Sales podcast guests

Women Sales Pros celebrates #IWD2021 by challenging the status quo in B2B sales – we continue to showcase women in B2B sales – sales experts, their books and podcasts, and women in sales interviewed for the podcast, Conversations with Women in Sales. We look to help leaders create an inclusive sales world where our sellers reflect who our buyers are. Lori Richardson

 

Sales is the oldest professions – people must trade to live; it touches everyone everywhere. What would happen if we lifted every human with full access to equality and served with great humility? It really would be the greatest profession. Janice B Gordon.

Janice B Gordon Scale Your Sales Podcast championing Women in Sales

The Harvard article: Why Women Are the Future of B2B Sales, quotes the 2019 Bureau of Labour Statistics that women are underrepresented in B2B sales, yet they often outperform men. According to Xactly 2019 study, 86% of women achieved quota, compared to 78% of men.

With 39% of the sales workforce women, only 19% of women hold sales leadership positions. This is not reflected in the buying side of many industries we sell into. Customer expectations of salespeople continue to evolve, and the pandemic has only accelerated buyer demands, therefore attracting and retaining more women in sales will be critical to consistently scale your sales.

Everyone can #ChoosetoChallenge the status quo; it might seem a daunting uphill struggle. But it is within the capabilities of everyone to choose to challenge. Fathers have partners and daughters, and Brothers have sisters; we are all bound to one another and bound to change for the good of all.

 

Let us know how you #ChoosetoChallenge #IWD2021 and please comment with these women in sales.

If you like this article, please like, comment and share, and encourage others that need to be lifted up:-)

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Women Sales Summit Diversity
B2B Sales, Women in Sales

My Thoughts on The Women in Sales Summit

The Women in Sales Summit held on 27th June 2019 was the first but by no means the first Women in events for the organisers Maddox Events

I was speaking and focused on my contribution to the audience before lunch. After that, I engaged in conversations with many interesting participants and speakers. There were five concurrent streams and so I missed many of the sessions and therefore this article is not an overview of the day, only my thoughts.

Women Sales Summit Diversity 2

Why a Need For Women In events?

I had a recent conference call with a young man for the Netherlands who felt that positive discrimination was against men. I presented the evidence on why it is not against men but for everyone. Why without these initiatives that system, processes unconsciously designed to negatively impact women, and unconscious bias, will continue to keep organisations in imbalance. The impact on the parity of pay and opportunity means we have better and balanced decision-making, innovation and business growth which benefits everyone.

Although we were talking about positive discrimination at the Women in Sales Summit, however, it is a safe environment to discuss any issue affecting women in sales and to share the experiences of others who have broken through the barriers. The Summit highlights the contribution women have already made in the Sales sector that, and like many other sectors, struggle to attract women and strive to open senior-level opportunities for women in sales.

The business advantage of all diversity (not just gender) to apply a range of diverse perspectives to the problems that companies face and must solve, will always deliver broad and considered solutions.

Women Sales Summit Diversity Janicebg speaking

Why Diversity Helps Companies Sell More?

One reason, says Claire Edmunds, CEO of Clarify and leader of the APS community group on diversity and inclusion (D&I), “is that people from a wider variety of ethnic, religious and cultural backgrounds, including both sexes and a range of age groups, will inevitably come up with a more imaginative range of solutions when they hit a problem.” Edmunds adds. “Equally, the cultural match between seller and buyer is a predictor of sales success.”

The Harvard Business Review demonstrates if there is a connection between buyer and seller, the team member who shares a client’s ethnicity is 152% more likely to understand the client’s perspective. “Without diverse leadership, women are 20% less likely than straight white men to win endorsement for their ideas; people of colour are 24% less likely, and LGBTs are 21% less likely. This costs companies crucial market opportunities because inherently diverse contributors understand the unmet needs in under-leveraged markets.”

To discover more, there is an excellent report from APS and EY on Performance Leadership. The study compared the performance of 22,000 account teams and showed a significant difference in performance between the diverse groups and those that were not.

Back to The Women in Sales Summit

Women Sales Summit Diversity Veronica Hollingworth

First, Veronica Hollingsworth did a marvellous job chairing the day’s panel discussions on the main stage, Brave New World.

My highlight

The Summit focused on five themes, Sales: Diversity, Technology, Toolkit, Mindset and Strategies. All talks and workshops were about sharing personal experiences, best practice, challenging the status quo and giving takeaways to increase sales.

Women Sales Summit Diversity Cassi

Although I learned from the content as it was on my knowledge level, it was the experiences shared that inspired me most. ‘How I Got Here’ on the main stage, was Cassi Roper presentation.  Not a confident speaker but her story and the authentic way she shared it with no ego and all heart, got me emotionally.  If you can do this as a speaker, you are a compelling presenter. I learnt that it is not confidence that wins it is commitment and determination.  The message of persistence also came through in Nasma Qurban presentation.

The Diversity Panel Discussions

Colt Technology,‏ Paula Cogan, women’s network founder and VP Enterprise & Partner Sales said, summed up the sentiment of the panel saying, “diversity was the cornerstone of a successful sales force”.

Women Sales Summit Diversity COLT

The lunch and breaks were long enough that you got into great conversations with a variety of people.

My Three Takeaways

  1. Model other women, there are not nearly enough women role models, which means you must go out and find them. You only know who they are if you get out of the office to events like this Summit and find them.
  2. Many of the panels iterated the importance of finding a mentor, ideally an internal sponsor or an external mentor or coach. Mentoring does not have to be a formal arrangement; network and arrange a coffee with women further ahead and ask questions. Many of the speakers credited their journey saying they did not get to where they were today without the help of a mentor/coach.
  3. I have carried with me the words of Richard Branson for 20 years, “say yes and find out how after” The positive message from the main stage was that persistence pays off.

Well done to the wonderful Maddox team for delivering a memorable event Women in Sales Summit. I connected with the most remarkable Women in Sales and enjoyed the insights from the day.

Although not everyone will buy into Women focused events or even positive discrimination initiates but as I ask my Netherlands friend, if you can come up with a better way to address the imbalance, I would like to hear it. (silence;-)

When I attend events like the Women in Sales Summit I am always impressed with the high calibre of people, the quality of content and the collaboration within the network, such that you do not see in mainstream events.  I come away energised to do more and inspired to keep up the persistence!

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