Celebrating and Elevating Women in Sales
SalesTV.live culminates our first-ever SalesTV Spotlight Week, this one focused on Women in Sales, with a panel discussion. Join us on #InternationalWomensDay for as we celebrate the achievements and navigate the challenges faced by women in the sales industry.
Our Panel will include:
* Sonia Dumas: A serial entrepreneur and strategist for Lifestyle Brands, SaaS Founders, and Coaches, Sonia is here to share her expertise on amplifying influence, accelerating income, and crafting elevated buying experiences.
* Kelly Lichtenberger: With over 25 years in leadership and sales development, Kelly brings her award-winning strategies for building high-performance teams and enhancing customer experiences.
* Jessie Molitor: As VP of Sales at Deskera, Jessie leads SAAS sales teams to victory in SMB and mid-market segments, driven by a passion for value-based solutions and empowering women in executive roles.
* Jeanne Sachs: A global leader in sales and marketing, Jeanne has a knack for driving significant revenue growth and transforming sales and marketing teams into high achievers.
* Shawn Sandy: Merging digital marketing genius with sales expertise at Sauce Agency, Shawn focuses on RevOps Optimization to help businesses grow smarter.
Our Discussion will include:
* Empowering sales professionals with actionable strategies for success.
* Celebrating the achievements of women in sales and addressing the barriers they still face.
* Insights on individual excellence and resilience in sales roles.
* Approaches for creating high-performing, diverse sales teams.
* Strategies for enlisting Allies and empowering Advocates.
Join us for a conversation that goes beyond merely citing the challenges and instead offers solutions for everyone involved in sales. Whether you're seasoned professional or just starting your sales journey, regardless of your gender, this panel will provide valuable insights to elevate your career.
Today we were joined by -
Sonia Dumas, speaker and Co-Founder at CampaignCoach.AI
Kelly Lichtenberger, Global Head of Sales Development at Avanan, a Check Point Company
Jessie Molitor Larson, VP of Sales at Deskera
Jeanne Sachs, Fractional Chief Revenue Officer at Penthera
Shawn Sandy, Chief Revenue Officer and Sales Growth Guide at Sauce Agency
Our Host was -
Rob Durant, Founder of Flywheel Results
Transcript of SalesTV.live Spotlight Week - Women in Sales 2024-03-08
Rob Durant [00:00:02]:
Good morning, good afternoon, and good day wherever you're joining us from. Welcome to a special edition of Sales TV live. Today, we culminate our first ever Sales TV spotlight week. This one focused on women in sales with a panel discussion. In celebration of International Women's Day, we will celebrate the achievements and navigate the challenges faced by women in the sales industry. Joining me is a panel of top women in sales, and I'm going to give each of them a moment to introduce themselves. We'll go around the horn, and, Jesse, I'll start with you, please.
Jessie Molitor Larson [00:00:45]:
Hello. I'm Jessie Molitor Larsen. I'm the VP of sales at Deskera based out of Minneapolis.
Rob Durant [00:00:52]:
Thank you. Sonia.
Sonia Dumas [00:00:54]:
Hello, everyone. Sonia Dumas. I'm the cofounder of CampaignCoach.AI and I am looking forward to this.
Rob Durant [00:01:01]:
As am I. Thank you. Jeanne.
Jeanne Sachs [00:01:04]:
Hi. I'm Jeanne Sachs. I'm the fractional CRO of Panthera, a SaaS company in the OTP streaming space.
Rob Durant [00:01:12]:
Excellent. Thank you. Kelly.
Kelly Lichtenberger [00:01:15]:
Hi. I'm Kelly Lichtenberger, and I am the head of worldwide sales development at, Avanan, a Check Point Company. We're email security.
Rob Durant [00:01:23]:
Thank you very much. And, Shawn?
Shawn Karol Sandy [00:01:27]:
Hello. I'm Shawn Karrol Sandy in Memphis, Tennessee, y'all. And I I'm the chief revenue officer and partner of Sauce Agency, where we take all the marketing and sales nonsense and boil it down to making moments that matter for clients to scale and grow their businesses with their clients.
Rob Durant [00:01:49]:
Excellent. Thank you very much. So I want to make sure that we're keeping this conversation strong, positive, and proactive. This is not going to be the woe is me seminar. Let's kick kick things off with some strong positive advice for our audience. I'll open it up to each of you. Can you share a pivotal moment in your sales career that led to a breakthrough? And what strategies did you employ to navigate it? Anyone wanna kick us off?
Shawn Karol Sandy [00:02:31]:
Sure. I'll go.
Rob Durant [00:02:33]:
Thank you.
Shawn Karol Sandy [00:02:34]:
It's a story I've told many time. My first real sales role was working at a TV station in the Memphis market. And what I didn't know was I had no sales experience. They you know, I had a great interview and they hired me. And what I didn't realize was the reason they were willing to give a shot to someone who had zero experience selling advertising and television was because it was the absolute worst station in the market. Like, this is how bad. Reruns and this is an ABC affiliate. Reruns of Andy Griffith at 5 o'clock, a show that had been off the air for 32 years.
Shawn Karol Sandy [00:03:11]:
They only had 252 episodes, and it was a black and white. Consistently beat our 5 o'clock news ratings. And I mean, never mind. And I didn't realize that until I was in the conference room watching the training VHS's. So that tells you how long ago it was.
Shawn Karol Sandy [00:03:27]:
And I
Shawn Karol Sandy [00:03:27]:
went and I looked at the Scarborough Riddings because I went, oh, crap. I'm not gonna make any money at this if I didn't figure out how to sell differently because agencies buying ratings, we didn't have any. They would say, is this a mistake? Is this is that supposed to be 5.0 or is it point 0.5? I was, no, it's 0.5. So I had to find businesses that didn't want to buy ratings, they wanted to be on TV. So it was the same end product that we were selling, but for different reasons. So I had to go fish in ponds for people to understand why they wanted to be on TV. Was it you know, they're the king of mattresses, and they wanted their sons to be on TV. It was very different.
Shawn Karol Sandy [00:04:06]:
I was very successful by finding out how to position what we had to people who value that specific thing. So that was a game changer. And anywhere I've ever been, it's what pond do I fish in, what bait do I use? It could be the same product, but it's connecting with people who really wanted what you had to buy for the reasons that they wanted to buy it. So oh, it's how
Shawn Karol Sandy [00:04:28]:
I started.
Jeanne Sachs [00:04:29]:
Love it.
Sonia Dumas [00:04:32]:
I'll go. Else? Please. Yeah. So I, I was in the, hotel development space, and it was interesting because for the most part, my my, my boss, he would just really hand deals to me that were pretty much closed. And one day, he puts me in front of a client. He said, I really haven't closed them yet, so you go ahead and do it. And I had, like, never been in sales. I was usually always the executor, the behind the scenes.
Sonia Dumas [00:05:00]:
And, what I had to learn and I was only given, like, 2 days notice that I was going to close this. At the time, I think it was, like, a half $1,000,000 deal, and I was in my twenties. Never closed a half $1,000,000 deal, right, in your twenties. And so, he he said, you know what? I I I will let me take a step back. I was struggling with knowing what to talk about. Mhmm. Because I had the contract. I had the proposal.
Sonia Dumas [00:05:25]:
And so I I I did some practice. I was like, can we just go through this? And I was going through all the line items, and he just kinda looked at me and was like, you're not selling our proposal. I said, we're we're not? What are we selling? Like, why am I there? He said, what you're selling is the destination to what this client wants to get to. So he said, so just go there, ask him what he wants, focus on and whatever he tells you, focus on that. And so went to this meeting, and I started talking with the client, and my nervousness had me reading the proposal. And at some point, I I heard him in the back of my mind. I said, okay. Calm down because the nervousness was there too.
Sonia Dumas [00:06:04]:
And so I was able to calm down, and I just finally asked, what do you what do you need? Like, what do you really want? And at the time, the client just wanted someone who would do exactly what they said they would do. Because they as and as we talked, I said, can you explain that a little bit more? And as we talked more, we found out that most of the vendors that he had hired to help open this hotel were failing left and right. No one was meeting their promises. No one was meeting their deadlines. And he's like, if you can just do exactly what you say you're gonna do, we'll go with you guys. And I was like, oh, yeah. And me knowing me, I was like, we're gonna get to that destination. And I was able to focus then from that point on.
Sonia Dumas [00:06:42]:
I knew the relationship really wasn't about what was in the contract. It was getting him to his destination, and he didn't really care how we got there. As long as it got him to that and I was one less vendor, he had to stress about not fulfilling their goals in the, not fulfilling his goals. And so that power state, I would say that lesson was find out where people actually wanna go. What's their destination? Because we really don't care how we get there. If there was an easy button to press, people would just press the button and get there. Right? Like but the fact is there's all these nuances, and it's the nuances that wear and grind on people. And when I recognize, oh, I just need to be one less problem in his life.
Sonia Dumas [00:07:22]:
That's what it really comes down to. How do I show up as one less problem but an asset? And that changed every conversation I had after that. And so closing a client was I found quite easy because it wasn't really about closing a client. It was crap about creating security and safety saying, you know what? Come with me. We're gonna get to our destination. We're gonna have fun doing it. Love it.
Rob Durant [00:07:42]:
So fish in the right ponds and get them to the right destination. What else you got?
Jessie Molitor Larson [00:07:50]:
I think for me, I would say it probably goes way back. I grew up with family that had business owners, and I didn't really I kind of fell into sales. And my dad once told me, he was like, all you have to do is solve people's problems. And I think so often when people get into sales, you spend so much time trying to learn a product. What's the product to you? How do I pitch it? What are those things? And when I focused on okay. What's the problem we're solving? If we don't have a problem to solve, there's nothing to sell. You can be the greatest salesperson in the world, but if the customer doesn't have a problem or doesn't know they have a problem, there's no there's nothing to do there. So asking enough questions to understand if we're helping somebody and if that is your sole focus, you're gonna be successful.
Jessie Molitor Larson [00:08:36]:
So when I talk to to to reps or anybody, I'm like, you don't need to know the product. Don't worry about everything it does. What's the problem?
Rob Durant [00:08:44]:
They don't.
Sonia Dumas [00:08:45]:
Ask what?
Jessie Molitor Larson [00:08:46]:
It's all
Jessie Molitor Larson [00:08:46]:
you need to know.
Kelly Lichtenberger [00:08:48]:
Well, I think it's actually personal life and professional life. It comes down to pain. We're not changing anything unless the pain is great enough. So I may not have enough time to even just mow my lawn because I'm so busy. But if you live somewhere that has an HOA and they send you a letter that you have to get your lawn cut, you may that's when you may decide. I didn't have in the budget to have a lawn service, but I'm gonna find one. So it's that. You know? What do I need to do to get to the pain, and then how do I solve it for people? And so a lot of times when I'm teaching new reps, it's all about take off the table what we have and just start an open dialogue.
Kelly Lichtenberger [00:09:25]:
You know, with everything out there today and, you know, we all hear about AI, and there's so many ways to get to information so quickly. Any level that you're calling into, you can easily search to find out what are the top 5, 10 things that are interest to them this year that you can then go in and start talking about. So keep it at that level and then open the door. And if my product happens to fit in there, that's great. Let's continue the conversation. But I'm not looking to sell anything, at all when I'm first walking in.
Jeanne Sachs [00:09:57]:
Yeah. And I would I would add to that. I think, you know, one of the things I always tell tell people is always be helping. Right? So you're building a relationship for the long term, and, yes, you may be able to solve their problem today. And if you have something that can provide that solution today and they're ready to buy, great, But sometimes they're not. And so, those are potential customers of the future, whether you're at one company or maybe even another. So, you know, I always say to people, always look at it as always be helping. How how are you either helping them solve a problem or providing them with information that's of value? You know, really always coming to the table with something of value for them, makes you a resource, and then people wanna buy from you, when they have the opportunity or the budget or the or their need, that they need to fulfill.
Rob Durant [00:10:47]:
Fantastic. So I wanna pick up on the theme of helping, but go in a little different direction. In what ways has, mentorship impacted your career in sales, and how do you recommend women seek out and foster these relationships?
Jeanne Sachs [00:11:07]:
I think mentorship is massive. Yeah. And I and I you know, over the years, I've had several mentors, or people I consider mentors. And and and there are people sometimes there are people that have way more experience than I do, and sometimes there they've even been people that don't, but they're but they give me a different perspective. They help me look at things differently. And and so finding the people in your life that can help, you know, be a sounding board for you and give you honest and critical feedback is so important to just getting better at what you do. And so I think that's really important, and I've been fortunate. I think, you know, I've had, you know, several different mentors over the years, and I I have 1 or 2 in particular that I've had almost my entire career that I just have enormous amount of trust and faith in that I always know will give me really great, and and clear feedback.
Jeanne Sachs [00:12:07]:
And then sometimes you find new ones. Like, I'm part of a women's leadership group, and there's a woman that runs that group who's phenomenal. She's the CEO, and and whenever I sort of bump up against something that I'm, like, not a 100% sure if I'm making the right decision, I'll actually run it by her and say, hey. This is the problem I'm having. This is what I'm thinking about doing. What do you think? And so it's always nice to have that. And it's sometimes it's peers and sometimes it's it's somebody who has more experience or even in a different, you know, sort of area of the business that might be helpful.
Rob Durant [00:12:43]:
Yeah. Is is there a process for intentionally going about finding a mentor?
Jeanne Sachs [00:12:51]:
I I haven't really looked at it that way. It kind of happened sort of naturally. It's it's just about building relationships with people. I mean, I know there are ways to find you know, formally find a mentor, but I I've never really done that. I've always sort of developed relationships with people along the way that I've just, you know, worked with or not even worked in the same company with, but got to know in the industry and then, developed a long term relationship that, you know, turned into sort of, like, a mentorship relationship.
Sonia Dumas [00:13:27]:
And I think one of the things we can do is expand the the vocabulary. Right? Or the so instead of just calling it mentor, it's adviser, it's coach, it's counselor, therapist. Yes. You know, it's it's a lot of different things and, you know, we used to say mentor. I think of, like, 19 eighties mentor. You Yeah. Sit down with someone and they're gonna give you their time. People are busy.
Sonia Dumas [00:13:48]:
So I don't I'd never go up to someone saying, hey. You won't be my mentor. It's like,
Sonia Dumas [00:13:53]:
you're like, you'll be a handful. You couldn't think about that.
Shawn Karol Sandy [00:13:56]:
It's also a lot to ask of 1 person and, you know, I've never been in a specific program with that. But what I did figure out, especially after, you know, carrying a bag is the old fashioned term for salesperson carrying a bag.
Shawn Karol Sandy [00:14:11]:
Like, some
Shawn Karol Sandy [00:14:11]:
of us remember that. I did mention the VHS tapes. But, what I what I figured out is I I there there are some specific people you need in your tribe, and one of them is a therapist for sure. We actually even offer BetterHelp mental coaching to our employees because it's been such a game changer therapist. But also that someone who calls you on your BS for playing small, someone who knows you and will call you out on your BS. You also need someone in your tribe who does things that scare you. Someone who stretches themselves, jumps off whether it's jumping off of buildings, crushing weddings, or, you know, going for promotions or whatever. Someone who scares you, someone with deep industry knowledge and expertise, and then someone who will just listen and give you good advice.
Shawn Karol Sandy [00:15:00]:
So you need, like, a tribe. Yeah. Instead of just one person, it is a lot of to ask of just one person. You might find one of those things in a person, but, especially, like, find somebody who does things that scare you and see how your life changes.
Kelly Lichtenberger [00:15:14]:
Yeah. And also say with it, it's important. I wish I had started out in my career earlier
Shawn Karol Sandy [00:15:21]:
Yeah.
Jeanne Sachs [00:15:22]:
Building that tribe. I think sometimes when we're starting out, we get nervous to ask for help or to seek that out because then all of a sudden
Shawn Karol Sandy [00:15:30]:
Mhmm.
Jeanne Sachs [00:15:31]:
There's that fear of well, if I'm asking, that means I'm not good at what I do or, you know, just all those fears happen. So I think look for that sooner than later. And if you're nervous about where to find them, there's great organizations now even looking at LinkedIn. There's, girls club. They do a ton with, mentorship programs. There's groups like fire. There's so many that you can just start following online, and then, those, relationships can can start to happen organically behind the scenes, and you can see what others are doing.
Jessie Molitor Larson [00:16:05]:
Kelly, you took the words right from my mouth because I was gonna say the same thing. The biggest challenge to especially younger people in their career is ask early. And it can be as simple as, hey. Do you wanna have a virtual coffee, Or do you wanna go grab coffee? It doesn't need to be to to some of the comments earlier or something very formal, but that's how you start building those relationships. I would say all of my mentors have started from maybe one off conversations or coffee or something that has grown into more of a full relationship. And starting that, I wish I would have like you said, I wish I would have started at 23. But the more you do it, the bigger your tribe gets. Yeah.
Sonia Dumas [00:16:50]:
And being vocal about where what do you want for your life?
Shawn Karol Sandy [00:16:55]:
Mhmm.
Sonia Dumas [00:16:55]:
Because it's hard, you know, it people want to help, but they need to know where to direct you, and you have to let them know. Hey. Look. I'm really interested in x. Be vocal about what your vision is, right, for your own life or where you would like to go in your career. And it's through those conversations that you will get routed accordingly, to the right people. But if you're quiet, no one really knows. They're just gonna assume, okay.
Sonia Dumas [00:17:19]:
You're you're happy with where you're at, and maybe you're not. So being vocal about the destination that you want for your own life is important to be able to attract that tribe to you as well.
Jeanne Sachs [00:17:30]:
Oh, my gosh. I agree with that. I I it took me forever to learn that. I can't tell I got passed over for promotion once early in my career, and I was upset. And I went to my manager, and I said, oh my gosh. You know, I can't believe you guys didn't even consider me. And she said, you didn't raise your hand.
Jessie Molitor Larson [00:17:49]:
Mhmm.
Jeanne Sachs [00:17:49]:
And I was like, oh my god.
Jeanne Sachs [00:17:51]:
I was like
Jeanne Sachs [00:17:52]:
Yeah. That's a hard lesson. I was like, I I mean, I needed to, like, make sure you knew I really wanted this. Like, you didn't really know that I wanted it. And I I said, oh my gosh. That's okay. That's a good lesson for me. Like, speak on.
Sonia Dumas [00:18:05]:
You know what? That that actually dovetails to a little bit of the socialization of women where if we do all we don't speak up. So if we do all of these really like subtle things, maybe you pick up on the subtle hint of can you tell us? Yeah. Maybe I pick up on the subtle hint that I really want this. And it's like, no. You you, my dad, one of the things he taught me is you don't ask, you don't get. Mhmm. And I learned that early, so I started asking for everything. And then it's like, okay, you ask for too much now.
Jeanne Sachs [00:18:37]:
Better than that than not asking at all. Right?
Sonia Dumas [00:18:40]:
Better than not asking at all.
Shawn Karol Sandy [00:18:42]:
There are studies that show that women in organizations, women are usually only known or talking to their direct level supervisors. They're not promoted throughout the organization. So if you are a woman in any position, much less sales, you need to make sure that you are promoting yourself outside of your direct level supervisor, and then your supervisor is promoting you, that you are taking the credit for the things you do, the things you accomplish.
Sonia Dumas [00:19:10]:
Yeah.
Shawn Karol Sandy [00:19:10]:
And that is known beyond the one person or the one level above you so that it it it gets around. Hey. This is the person who takes the lead. This person's sharp, etcetera. Because, you know, there you can't count on just that one person to promote you. You have to go promote yourself.
Kelly Lichtenberger [00:19:26]:
Mhmm. One of the things I just, did with the the group a group that I was talking to is we went around the table and asked every woman what they're an expert at. I will tell you how hard that is for a lot of women
Shawn Karol Sandy [00:19:40]:
I'll bet.
Kelly Lichtenberger [00:19:41]:
To say that sentence. My name is blank, and I am an expert at blank. And once you get comfortable because that you feel ick and oh my gosh. What if like, how does that come across? But it's not about you're not going out and just now saying to everybody in the office, I'm an expert at but it's getting to own what you feel you're most confident at and then embracing that and then finding ways to let people know that that is your expertise. So when it comes time, they do come to you. Again, it's about, you know, being quiet, but really owning who you are and what you're skilled at and we have to be more vocal about that. I think it gets lost And especially in the workplace, you want people to know. I wanna know if I'm seeking out something, who are the experts in my office that know this? It's not an ick thing.
Kelly Lichtenberger [00:20:32]:
I wanna know who do I go to if I need to learn something.
Shawn Karol Sandy [00:20:35]:
Yeah. Yeah.
Rob Durant [00:20:36]:
Kelly, I wanna pick up on that. Thank you for that. This is a great transition. So as we know, the role of sales is evolving. The skills and traits of great salespeople are evolving. What are the top skills you believe are essential for success in sales today, and are women better suited to them?
Kelly Lichtenberger [00:20:59]:
I will say this, in a world of AI, tap into your e I. Your emotional intelligence will take you farther than any AI. So that is the big thing I'm coaching people on. That's all. You have that. It's innate to you.
Jessie Molitor Larson [00:21:15]:
Mhmm.
Kelly Lichtenberger [00:21:15]:
Find out what those skills are. Keep it human, and you will always succeed. When you use, when you start really thinking it's all about your tools, like we were saying before, you lose the human aspect.
Jessie Molitor Larson [00:21:31]:
Mhmm.
Kelly Lichtenberger [00:21:31]:
And today, more than ever, people want the human aspect. If you think about even when you're trying to reach somebody and you're calling into an 800 line and, stop computer. I just want the person.
Shawn Karol Sandy [00:21:44]:
Yeah.
Kelly Lichtenberger [00:21:45]:
Yeah. People really want that, and you need to take that through your, professional career as well and and know that.
Shawn Karol Sandy [00:21:53]:
I I love this question. Oh, sorry, Sonia.
Sonia Dumas [00:21:55]:
Oh, go for it. Go. Go.
Shawn Karol Sandy [00:21:57]:
I love this question because there are studies that say women are outperforming men and achieving quota, and then women who are managed by female sales directors or female managers in sales or their teams are outperforming. And it's it's a complex question. It goes to what Sony is talking about with socialization too. If you think about what the biggest things that are compelling, success in sales now, it's people who can, foster collaboration. People are excellent communicators, people who are empathetic, and those traits are seen as historically feminine qualities. There's a great book called the Athena doctrine, and growing and being successful because people are leaning into collaborations. And so it's not necessarily that women are innate at these things. It's because that's fostered in women to be collaborative, to to be great listeners, to, be empathetic, that is fostered more in women than it is in, you know, boys and men.
Shawn Karol Sandy [00:23:04]:
So these things that the world needs now, people are turning to leaders that are able to collaborate and pull the empathetic, understanding from people. They're being successful in sales, and you're seeing that in the sales results. So I don't know that it's necessarily rooted exactly in gender so much as we socialize women and boys differently to grow up to do these things. You hear your men and and bros talking about crushing quotas and doing those things. Well, people are tired of being wanting to be crushed. I'm not a quota. I don't wanna be crushed. I don't wanna be, like, you know so I think it's a very interesting question, but the the world is waking up to those specific skills and and having those emotional intelligence Kelly talked about being successful in sales comes because women are more nurtured, earlier on to be empathetic, good listeners, communicate, foster collaboration, etcetera.
Jeanne Sachs [00:23:58]:
Makes a lot of sense.
Jessie Molitor Larson [00:24:01]:
I was oh, I was I was gonna say, I don't know if I truly believe that sales has changed that much. I think good salespeople do certain things. Like you said, emotional intelligence. They listen. They ask really good questions. Mhmm. I don't think that's changed. I think the way buyers buy have been has is changing and evolving, and that is becoming more impactful.
Jessie Molitor Larson [00:24:26]:
Someone mentioned like the I'm in technology. Right? The sass bro culture. Like, unfortunately, people don't buy from that. I don't need to be pitch slapped every time I sign into LinkedIn. I want someone who just yes. When conversation with me and, to Shawn's point, that tends to be more characteristic of females.
Sonia Dumas [00:24:47]:
Yeah. I I completely agree. I you know, EI definitely is, will always be far far ahead of AI or any tech tool. Like, you know, at the end of the day, I look at tools as a form of accelerating productivity, efficiency. So that way you can focus on what's uniquely human. And at the end of the day, it's about relationships. It's about being able to have influence. And, you know, when I, you know, when Shawn was talking about, you know, the bro culture of crushing it and, you know, like, we're gonna, like, drive for certain things, You know, if I get to, like, the core of what everybody Right? What everybody wants.
Shawn Karol Sandy [00:25:28]:
A totally different conversation now. Right. Right. And
Rob Durant [00:25:32]:
You had it on backwards.
Sonia Dumas [00:25:34]:
There you go. But I mean, look at the form of what people want. Like, it's about winning, Right? Whatever winning means for a certain person, and it's about momentum and movement. So, you know, I look at it saying, you know, when you think about, like, you know, where technology is going, technology is always changing and making things either better or easier, harder or more efficient. And so being able to say, yes. Let's utilize technology to do certain things that we can do in minutes instead of taking days, months, and weeks that we technically shouldn't have been doing, but we didn't have the solution for it. But then at some point, especially when you are dealing with, sophisticated, affluent, high level, serious people, they want the relationship because they wanna know that when something goes wrong, because they've been around the block enough times, they can pick up the phone and call someone or that you can be proactive and you can have a conversation that's going to move whatever the situation forward is or fix things. And if you become I think there was this TV show at one point called the fixer.
Sonia Dumas [00:26:33]:
I think it was like, like, in politics, like, if you can become the fixer, someone who you pick up the call, the phone, and things move. And it's it's about this idea of momentum and movement and winning. And before there was a language for it, but now it's just really an emotion and a vibe and a energy. And that's what you come with. And being able to then say, okay. My tools are doing this, but here's what I can do. And, Kelly, you mentioned something earlier about, you know, when women you ask women about, you know, what's their expertise and they didn't know. One of the ways you can, you know, as a woman to say what your expertise is, what results have you actually created.
Sonia Dumas [00:27:10]:
So it's not so much that you're it's not so much about being an expert. It's the fact that you can your your particular skill set can create a certain result. And it's that result because companies, they're it's it's a nebulous, entity. Right? It's not really a person. It's a bunch of people. But at the end of the day, that company, that entity is always moving forward, and results help things move forward. So when you talk to your expertise, when I talk to my expertise, when Sean talks to her expertise, we're actually talking about the results and how we move things forward. And that makes us strong because I got numbers to back up what I'm saying I'm gonna I can do.
Sonia Dumas [00:27:50]:
And if I can't do it, trust me. I know some people who can't. And that part is what makes you powerful and that I could say, yes. I am an expert because I know how to get stuff done. Right? Like, you know, the whole get ish done part. Like, we know how to do that. And that's where you can then stand in that versus being like, well, I don't know if I'm an expert. I'm like, do you have any results? You've been working for 20 years.
Sonia Dumas [00:28:10]:
Surely, you have some results.
Jeanne Sachs [00:28:16]:
Yeah. The Oh, so I was gonna say
Shawn Karol Sandy [00:28:18]:
Go ahead. Go ahead, Jean.
Jeanne Sachs [00:28:19]:
Yeah, Sean. So The only thing I was gonna add to that is, you know, thing as you said, you know, the the sort of sales hasn't changed that much at the end of the day. Except that today, like, especially in technology sales, it it depends on what industry you're in. A lot of decisions are made digitally. Like, it you know, in the old days when I first started selling, I can actually go, like, sit in front of somebody.
Shawn Karol Sandy [00:28:43]:
Wasn't that fun? I feel like that was the funnest part.
Jeanne Sachs [00:28:46]:
Right? And, yeah, it was the best part. I loved it. Mhmm. And it's a little harder today. Like, a lot of you know, I it took me I you know, from my last company, I I I think we didn't get to meet the team that bought our technology until after the deal closed. So we spent, like, a year talking and building a relationship digitally, and then we got to meet, which is insane when I think about that. It's it to me, it's it seems a little ass backwards. But when I look for what skills in people, you know, the idea of, you know, EQ and good listening is huge.
Jeanne Sachs [00:29:22]:
I think the other thing is adaptability. Like, there is constant change, like, constant change. So you have to get people who are just willing to roll with the punches a little bit and are and the other thing I was gonna say is, you know, they're that they're really good at taking constructive feedback. Like, they wanna get better. They wanna be good at what they do. They want coach they want they're coachable. It's it's I'm, like, trying to search for that word. They're really coachable.
Jeanne Sachs [00:29:52]:
So those are, 2 other skills I think are really important in this particular environment, just because of the constant change and how things are evolving so rapidly.
Rob Durant [00:30:03]:
Shawn, were you going to say something?
Shawn Karol Sandy [00:30:05]:
Well, the I was just gonna make one other point about, you know, the, asking women what they're experts in. The the even this going back to the socialization, even our women's notion of what is, bragging and being humble is is generally different in the workplace. And so that is a monumental thing to address, Kelly, if you're as a mentor, as a sales leader, as a division leader to address, what you think you are good at, what you think is bragging, what, you know, what is humble. That notion is antiquated. And women in particular in the workplace have got to speak up to understand it's not bragging. You're not, you know, you're not you're not gonna be you you might be seen as being bragging, but you have to step and do it. It is a really hard thing. It's a really hard thing to do because we're taught very differently.
Shawn Karol Sandy [00:30:58]:
But
Kelly Lichtenberger [00:30:59]:
Again, I think it's like owning the the different skill sets and then having the results behind it. Because they say women won't even apply for a job unless they have 87% of the skills that are listed in the descriptor when men it's like 60%, they say, yeah, they'll learn it, but we can learn it. So why aren't we raising our hand?
Sonia Dumas [00:31:21]:
Yeah.
Kelly Lichtenberger [00:31:21]:
So I I think that's, again, just being able to know what you've been able to bring to the table and what you're willing to do to learn what needs to be done. Not everybody comes with a 100% of what it's needed. There's always something you're gonna have to learn.
Jessie Molitor Larson [00:31:36]:
No problem.
Kelly Lichtenberger [00:31:36]:
So I think it's really important just to, again, to stop putting ourselves in that bubble that what we're saying we're good at is bragging. It has nothing to do with bragging, has everything to do with bringing yourself forward and making yourself heard as far as what you can bring to the table.
Shawn Karol Sandy [00:31:52]:
Mhmm.
Jeanne Sachs [00:31:53]:
Again, they say, you know, don't don't show up at tables where you have to bring your own chair. You know, we have to start being, you know, there for a reason.
Jessie Molitor Larson [00:32:03]:
Someone once gave me the advice, and I would I would say it was probably one of the best advice, is to create a folder in your inbox for every time someone sends you an email of something you did great. Because so often you talk to people and they're working on a resume or they're interviewing and they're like, well, I don't know. But it's that collection of, okay, here are the things people said about me. Here are quotes. Here are things that if you're even if you're having a bad day, you can go back to, but it helps people have the confidence, especially women, to say, okay. I can feel it. It's okay because someone else validated it, because it's an email here, and so I've said this. Versus feeling like, well, I can say this, but what would someone else say?
Jessie Molitor Larson [00:32:45]:
Or what
Jessie Molitor Larson [00:32:46]:
would they gonna think? Mhmm.
Rob Durant [00:32:48]:
I was really hoping you'd bring me there, and, collectively, you did. So with the inbox collection, with your bragging and, humbling and what results have you created, are you an expert, How important is personal branding in sales? What are some effective strategies for building a strong personal brand? And is it important for women to incorporate their gender as part of their personal brand?
Jeanne Sachs [00:33:22]:
Who wants to
Shawn Karol Sandy [00:33:23]:
Good question.
Sonia Dumas [00:33:25]:
That's what I'm saying. Layered and loaded.
Jeanne Sachs [00:33:28]:
And I don't think you have, Rob, Rob, I don't think you have a choice. Like, your personal brand is you. You are a woman. Like, so so so naturally, your personal brand is going to incorporate being a woman because that's who you are. Right? I mean, your personal brand is is you. So I think personal branding is massive, massively important. And I've spent a lot of time working on this over the years. And, you know, today, you know, we have some incredible tools to help us do that.
Jeanne Sachs [00:34:01]:
I mean, LinkedIn is obviously one of them. So, you know, it's amazing to me. Like, I've worked with salespeople who are really senior, like, really experienced capable people that have the worst LinkedIn pages I've ever seen. Like, you I mean, they just don't take care of their personal brand. And I think as a seller, as as well as a sales leader, you know, building that personal brand, being a thought leader, writing articles, resharing articles that you think are interesting or important within your industry, personal brand and also networking. I mean, it's just to building your personal brand and also networking. I mean, it's just to me, building that personal brand enables you, and it's sort of it greases the skids of building your network. And so, you know, I think that's massively important for any gender.
Jeanne Sachs [00:34:56]:
It doesn't matter. And I think as a woman, your personal brand is used. So, of course, it's important for women.
Jessie Molitor Larson [00:35:05]:
I just had this conversation with my team maybe 2 weeks ago about branding. Like every interaction you have, you're building brands, both your company brand and your personal brand. And I think if I look back to maybe my parents' age or grandparents or people worked somewhere for 40 years, like, that's not necessarily true anymore. And building your brand is it's gonna help the role you're in today. It's gonna help the role down the future. But you have only you to rely on. So really putting a focus on what are you doing in every interaction to make that memorable. For a lot of people that are in Zest.
Jessie Molitor Larson [00:35:43]:
Like, I think the average is, like, 2 years now, which is is crazy. It is. But you might sell to someone today that 3 years down the road, you're at a different company. You already if you build that brand, you've got that connection to rely back on. And I so I think it's so important and a 100%, Jenny, to your point, like, we're females. Like, you I can't build my brand without being me authentically. So that's the only way to show up.
Sonia Dumas [00:36:11]:
Yeah. Yeah. And Go ahead.
Shawn Karol Sandy [00:36:13]:
No. Go ahead. Go ahead, Sonia.
Sonia Dumas [00:36:15]:
You know, I think another I'm always about always about, like, let's look at a word and and switch it. So instead of calling personal brand, it's your reputation.
Sonia Dumas [00:36:23]:
That is throughout all of history. So back in the day, it was, you know, our grandparents and parents.
Sonia Dumas [00:36:23]:
It was their circle of friends. Now your reputation is global. Right? Between LinkedIn, to Facebook, to Instagram, to YouTube, you now have control of your reputation on a level that you didn't really I wouldn't say control. You have the ability to broadcast your reputation at a level that did not exist before. So look at it as this is your resume. This is like resume times 10. Right? It's you being able to go before future opportunities all because they look at your social profile and they see what you do. And all of a sudden then opportunities come to you because of what your reputation that you were showing online.
Sonia Dumas [00:37:06]:
So even if you're maybe a little bit shy, like, some of us are we're shy when we're in front of people, but we can turn on the camera, light up, let our personality, let our Right? I know how to turn it off. I usually like to turn it, you know, turn it on, turn it off. But being able to know that I have to have a professional and a social and a global reputation that's going to then open those doors. So think of it in sense as a personal brand. I have to have a logo and my colors. It's your reputation. How do you want people when they find you to be amazed by you, how to see your expertise? Because you also don't know who your company higher up will see you, and next thing you know, you skyrocket through 3 or 4 positions. Or someone else at another company offers you a position.
Sonia Dumas [00:37:54]:
You just don't know. But if your reputation isn't there at a digital level, it's very hard it's gonna be very hard to just, like, knock on doors into someone's office to speak to them.
Shawn Karol Sandy [00:38:04]:
Mhmm. Love that. If I were the tattooing swords, I I have a lot of mantras that I would have tattooed all over my body. Right? One of them would be everything you do is a preview of what it's like to work with you. So think of your your digitized reputation, your interactions with people, website, etcetera, especially, you know, me having a business. Everything I do is a preview of what it's like to work with me. And so it's your personal brand, but also it's a pre qualifier. Mhmm.
Shawn Karol Sandy [00:38:35]:
If you don't like this, probably not gonna like working with me. I drop f bombs or do whatever. We're not gonna be a good fit, and that's okay. So your branding, what you say, what you contribute to thought leadership on LinkedIn or on your website to your company meetings, it's a it's a preview of what it's like to work with you. And as salespeople, it's really hard to get over. You're not gonna be for everyone, and you don't wanna sell to everyone. That everyone is not your customer. So go ahead, lean into what makes you great and what you bring to the party when you show up to preview what it's like to work with you.
Shawn Karol Sandy [00:39:16]:
And if you wanna get that tattoo, I'll get some, license later.
Kelly Lichtenberger [00:39:21]:
I I think it comes down to too. It's where we restarted the conversation about gaining your mentors and things like that. It's this is all your, for your next tattoo. You know, your vibe attracts your tribe.
Shawn Karol Sandy [00:39:33]:
Yeah.
Kelly Lichtenberger [00:39:33]:
That's what you're putting on to the world.
Jeanne Sachs [00:39:35]:
Oh, I like that. That's a nice one.
Kelly Lichtenberger [00:39:38]:
So I think starting off and that attracts people. They'll start coming to you through that. And and, then again, you'll find people that you'll wanna let in and learn from, from that. So I think it's really important. But, of course, you know, you have to tell the youth today it's also it can hurt you. So be careful. All of the social sites are out there for the world to see. Yeah.
Jeanne Sachs [00:40:02]:
And and I would say, you know, one of the most important things that, I try to teach people who are starting to do this is that you really have to be authentic. Like, you can't pretend to be some like, you have to really know, like, who am I and what what what do I want people to think about me when they look at this or read this? And, you know, a lot of the times now when I go on LinkedIn, I see articles or things that people post, and it's AI generated, and I can tell. And I'm like, wait a minute. Wait a minute. This I mean, you know, okay. Great. You're posting something, but, like, you there's nothing about you in there at all. Like, I have no idea what you're really your point of view is or how you look at this, and I think that's court sort of junk content.
Jeanne Sachs [00:40:45]:
Like, I I think if you really wanna build a reputation and, build relationships, you have to be authentically you and have a real point of view. And you're right, Sean. Like, not everyone's gonna like it. Like, there are people that could be, like, I think her one of you sucks. Right? But but that's okay. Like, you you have to be you. Not everybody's gonna like. It's okay.
Shawn Karol Sandy [00:41:06]:
It's it's actually very,
Shawn Karol Sandy [00:41:08]:
triggering for people if you don't have a cohesive and coherent continuity of experience. So people read something online, they go to your LinkedIn profile page, they meet you in person. If if they have that, you know, this discongruence, or incongruent experience, there you it immediately fight or flight, your sympathetic nervous system throws up trust signals. I don't know. This doesn't sound like the thing that I read. Like, we have to have a continuity of experience. So, again, why be anything other than, you know, yourself and bring your authentic brand to the party?
Rob Durant [00:41:42]:
So part of what I heard was, building a brand, building your network. Can you share your top networking tips for women sales professionals looking to expand their connections within the industry?
Jeanne Sachs [00:42:01]:
I've I think I've
Rob Durant [00:42:02]:
I have one. Can I share?
Jeanne Sachs [00:42:04]:
Yeah.
Shawn Karol Sandy [00:42:04]:
Sure.
Rob Durant [00:42:06]:
Show up at things like this.
Sonia Dumas [00:42:11]:
Yeah. Yeah.
Shawn Karol Sandy [00:42:12]:
That's your stuff out there. And, you know, someone told me a long time ago that, when I was building my sales consulting service, like, you know, there's a lot of imposter syndrome that goes there. Like, I felt sick every time I put a price on a contract or proposal. You know, if you feel like you're gonna throw up or die, you're growing. That's that's important. But, you know, if you don't you don't have to be a 10 Mhmm. To to be a value to someone. You can bring show up with your 4 level of knowledge and expertise and help someone who's at level 2.
Shawn Karol Sandy [00:42:46]:
You can show up at a 6 and help someone who's at a 4. So show up there and and be helpful to other people and be open, and then you can turn around and ask for what you need too. You you've gotta start asking questions and be curious and building connections because there's a whole world of people out there who will help you. Mhmm. Part being part of women's sales pros, you know, Lori Richardson, god lover, she promotes us to, like, she probably told, hey, Rob. Here's the people you need to have on your show. Like, find people who will promote you and promote them, and you've gotta give it back. You've gotta keep giving it back to the to the world.
Rob Durant [00:43:21]:
Shout out to Lori!
Sonia Dumas [00:43:23]:
There you go. Yeah. Lori's a. I, you know, I would throw out the once again, changing some of the language. Like, you know, when you think networking, it also goes back to here's your business card, here's my business card, and hopefully, we do something. I look at it as going back to building your tribe. Look for alliances. Right? Look for partners.
Sonia Dumas [00:43:42]:
Like, change the language because then that's also gonna change how you're showing up in the space. Right? So your alliances and partners can start, 1, with your your personal brand, your social reputation. Start there, start commenting, start finding people that you really love their articles. Like, that is the easiest space without even have to go anywhere live. And then from there, do show up live because that there's nothing more amazing about when you meet someone for the first time and their energy, You know, as Kelly said, right, your vibe is your tribe, and that's going to then open up doors that you can't even imagine, but definitely change the language. Instead of just saying networking, like, that's too much of a what do I get out of it. Right? And there's almost a bit of a, I would say we're a little bit hostile and guarded because it's like, okay, we're just here for the normal exchange. No.
Sonia Dumas [00:44:32]:
I'm looking for alliances. I'm looking for partners. I'm looking for interesting opportunities as who knows where the conversation is gonna go. So also have a level of passion and curiosity. Like, I look at it as this is your life. Like, why are you doing any of this? Right? It has to be more than just paying the bills and getting a check. Like, you are building something, and so that also goes back to why you need a mentor, a coach, a therapist. Because you need a vision for where your life is going because then you can backtrack and say, okay.
Sonia Dumas [00:45:01]:
If I wanna get here, what are all the things I need to do versus all these tactics that are all over the place? You have to have a strategy and a vision for yourself first, and then you're gonna plow for it because you know what you want. So that's I get
Jeanne Sachs [00:45:16]:
thumbs up. And I I have to go back to oh, that's beautiful. Always be helping. Right? I mean, the whole it goes back to the always be helping thing. Like, I don't go and I'll I'll take this back for one second. So I really the pandemic really, you know, was brutal because I literally not never left my house for, like, 2 solid years, which was, you know, me and everyone else. But, like, you know, when I had to go back and start going to events in person, it was, like, trying to figure out what what I what I was supposed to do. I mean, I almost forgot, like, you know, oh, this is real people.
Jeanne Sachs [00:45:54]:
I can have, like, real conversations and actually build real relationships with people in person. This is exciting. And, you know, and now every time I do it, and I've been doing it a lot, I really do think, how do I how can I help this? I don't think about me at all. Like, it's all about them. Like, how can I help you? What are you working on? What are you trying to accomplish? Like, it's if that's how you build a real relationship, it's it's it then people wanna wanna help you, but, like, you really need to help them first. Like, your attitude has to be, how do I help you? What can I do to be helpful to you? And then, you know, it's a great way to start to build those alliances like you talked about, Sonia. Yeah.
Rob Durant [00:46:33]:
So I heard a reference to this earlier today, and, I'm still going to ask it anyway knowing that it's different for everyone. How do you manage work life balance in the demanding field of sales? And why is that important?
Jessie Molitor Larson [00:46:54]:
I will jump in here. I don't think there's such a thing as work life balance. I prefer the term work life integration. Maybe you guys heard, my 3 year old does not have daycare today, so she was running in slamming the door. I'm putting myself on mute. But I think it's it's how do they work together and it's never going to be perfect. But I think for me, having a supportive other person that can help And on the company side, making sure you're aligning yourself with organizations that also are supportive of that because you can have the greatest spouse in the world. But if the company is not working for a company that values that, it's going to be really hard to integrate that.
Jessie Molitor Larson [00:47:38]:
So you really need to prioritize those things and be
Jessie Molitor Larson [00:47:45]:
thoughtful of
Jessie Molitor Larson [00:47:45]:
what are your boundaries and be verbal about what are your boundaries. So I have to pick my daughter up at x time, so I will not take meetings during this time. If you set that boundary upfront, people are typically good about typically, you know, adhering to that, but you have to be verbal about that. A lot of females I think too often were like, yeah. I can do that. Oh, I can do that. And that's where you burn out. People pleasing.
Sonia Dumas [00:48:13]:
Yes. Yeah.
Kelly Lichtenberger [00:48:14]:
I think it's about No.
Sonia Dumas [00:48:18]:
I was
Shawn Karol Sandy [00:48:18]:
gonna say, we were really bad at
Shawn Karol Sandy [00:48:19]:
saying no. We always wanna say yes. So I think learning how to say no a little bit is really helpful.
Kelly Lichtenberger [00:48:26]:
You know, it it, as little girls, you know, you're taught a lot of things that go to being perfect. Mhmm. So now I try to work with young, women just getting into their career. It has nothing to do with perfection and everything to do with excellence. And so what is that for yourself? So if you are starting to do the people pleasing and saying yes when you know you should have said no, you're not going to feel fulfilled.
Sonia Dumas [00:48:55]:
Mhmm.
Kelly Lichtenberger [00:48:56]:
So you're gonna end up walking away feeling really badly. So that's why it's so important to set those boundaries with yourself first. And then you can provide them out and take away the guilt feelings and and all of the things that come with that, and just being really true to yourself. That's where the balance comes in. I know as people, you show up a lot better when you feel better yourself. So it's really important to put yourself first. And I know again that goes to the oh my god. How can I do that? That sounds so terrible.
Kelly Lichtenberger [00:49:29]:
Once you realize what that is and and why you're doing that, and it's not anything to do with an ego or anything like that. So you show up as the best, version of yourself. And that's where also, again, going back to the brand that we're talking about. That's how you build your best brand.
Shawn Karol Sandy [00:49:47]:
Yeah. Boundaries what? Like, we're not we're not taught a lot of boundaries and and self preservation. Socialization is is young young women. There's the this is it's called the the the the good girl complex, and it's we need to get perfect grades and be perfectly behaved and look perfect and wear the perfect dresses and things. And if you don't think that that crosses over into work, you are kidding yourself. So it it breeds this, you know, hyper vigilance and hyper performance and perfectionism that we don't know what to do with until everything falls apart as women. And so I will be the 1st to stand up and tell you, your kids aren't gonna die if they eat frozen food, like fish fingers or chicken parts and frozen potato whatever bombs, like, that's fine. That's fine.
Shawn Karol Sandy [00:50:34]:
It's okay. Like, perfectionism is a fallacy. Work life balance just I love that you said that. You're like, I call integration. Like, we show up as whole ass people, and we have to give each other space for that and certainly not make other women feel like we're judging them for what they have for dinner or when they pick up their kids or whatever. I mean, none of that matters. It just matters that you you are a whole person and you bring that whole person to your work and you bring the whole person to your community and to your children, your family, etcetera. And, you know, give people space to do that.
Shawn Karol Sandy [00:51:07]:
And then say no to crap. That's that's a good thing. I don't want to do that. Thank you. It takes practice to do that too. My friends laugh because they're like, you have really good boundaries because I'll say, that does not sound like fun to me. I do not want to do that. Thank you.
Shawn Karol Sandy [00:51:23]:
Thank you for inviting me. No. No.
Sonia Dumas [00:51:26]:
You know, and to springboard off that, Sean, I would also add, you know, it also goes back to knowing you, right, and your personality, what your talents are, what your skills are because some of you are in industries you really shouldn't be in. Right? Like, some industries are always on. Like, hospitality is always on. So if you wanna be a general manager at a hotel and be absolutely badass, just know you're gonna be always on. And so being able to recognize and some like, I have friends who love it. They love being always on. Yeah. Not me.
Sonia Dumas [00:51:58]:
So I knew there was only a certain level that I could go up that ladder before I was like, no. No. Because I need to have my weekends. And, unfortunately, if you're in hospitality, the weekends, that's when the wedding happens. That's when the major events happen, and you can't be vacationing during those times. Exactly. So recognize what industries will you thrive in. And certain ones are not gonna be for you and your personality.
Sonia Dumas [00:52:21]:
So it also you chose your job. Right? And so you have to be able to figure out over time, and sometimes it takes time to go through one thing or another, and just know you have to be adaptive. Be adaptive to figuring out what is my space, what is my lane, have fun with that adventure, but just know you're never stuck. And also just pay attention to what's real about that industry. And if you wanna change it, then you may have to go start your own company and And if you wanna change it, then you may have to go start your own company and do it a little bit differently. But just wreck that's that's a part of some of the boundaries, self boundaries on what can I work in and what can I? And sometimes it's the environment. And you can't change the environment, but you can change what you decide to which environment you decide to put yourself in.
Jeanne Sachs [00:53:00]:
It's really good advice.
Shawn Karol Sandy [00:53:02]:
That's great. Sonia.
Rob Durant [00:53:04]:
So many things I still wanna explore with panel, but we're coming to the end of our time. So, let's go around one more time and just let everyone know the best way to get in touch with you. Again, Jessie, if you kick us off, please.
Jessie Molitor Larson [00:53:22]:
Absolutely. So you can connect me on LinkedIn. It's Jessica Molitor Larsen. I know I have a very long last name, but I refuse to drop my maiden name. Or you can reach out to me at jessie.molitor@deskara.com.
Rob Durant [00:53:34]:
Thank you. Sonia.
Sonia Dumas [00:53:37]:
Oh, so I am also on LinkedIn. Just come find me, Sonia Dumas. I'm connected to Shawn. If you don't know Shawn, I'm connected to Rob. So find them, you'll find me.
Rob Durant [00:53:46]:
Me. Excellent. Thank you.
Jeanne Sachs [00:53:48]:
I'm also on LinkedIn, Jeanne Sachs, and, you can also reach me at email at jean, j e a n n e, at firsttraxadvisors.com.
Rob Durant [00:53:58]:
Excellent. Thank you. Kelly.
Kelly Lichtenberger [00:54:01]:
So same thing, LinkedIn, and you can, find me as well on SalesTV and other areas that I've spoken at, as well as, my latest endeavor, which is, kelly@prospectlikeagirl.com.
Jeanne Sachs [00:54:14]:
Awesome. I like it.
Shawn Karol Sandy [00:54:15]:
I can't wait to check that out, Kelly. Yeah.
Rob Durant [00:54:18]:
And, Shawn.
Shawn Karol Sandy [00:54:20]:
Like everyone else, I'm on LinkedIn. But I wanna say, look at how amazing it is that each one of these women gave you their email address. I'm gonna give you mine too, and I welcome like, all of us, we welcome people looking for mentors and things like that. If you use it, however, to prospect, know that I am going you may end up in a blog or good, bad, or otherwise. My email is sks atsauceagency.com. I'd also love for you to go to makemomentsthat matter.com and check out our podcast. It's all about what exactly we're talking about today with sales, business, scalability, etcetera.
Rob Durant [00:54:55]:
This has been a fantastic session. This has been a fantastic end to the week, the sales TV spotlight, women in sales. Just wanna share with the audience. We do have a newsletter. You can find it at salestv.liveforward/newsletter. And what we'll do is provide a recap of each episode this week. We'll provide, the contact information for each of our panelists, each of our guest hosts, each of their guests, and we'll even provide some behind the scenes or beyond the conversation commentary from, guests that have said, you know, I have more to say on that. So check that out at salestv.live forward slash newsletter.
Rob Durant [00:55:44]:
On behalf of myself and everyone else at Sales TV, ladies, I wanna thank you very much for sharing your time with us, sharing your insights with us. This has been a fantastic session. Thank you.
Sonia Dumas [00:55:58]:
Thank you, Rob. Thank you, Rob. Good to meet you.
Shawn Karol Sandy [00:56:00]:
Have the time to ask you what you've taken away from this week. Do we have time to do that? Because thank you for asking all of us.
Rob Durant [00:56:07]:
So what I've taken away from this week? If you want to be considered an ally, don't wait to be invited. Sometimes you have to step up and take a proactive approach in that too. And I I hope that we here at SalesTV have done that effectively.
Sonia Dumas [00:56:27]:
They have. Excellent. Excellent.
Shawn Karol Sandy [00:56:30]:
Thank you. You, Rob. Thanks for having us.
Rob Durant [00:56:32]:
Thanks. Bye,
#WomenInSales #SalesEmpowerment #SalesLeadership #sales #pipeline #linkedinlive #podcast
