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Businesswoman_6_-_338_shadowFRIDAY SALES GROWTH LINKS

This week’s resources are focused on Women In Sales.

What are the truths about women in sales in today’s sales industry? I have some answers from three solid sources. Read about it below.

Don’t forget to return to this blog daily, and especially every Friday for my Friday Sales Growth Links feature where I filter online resources to help you grow in your sales career.

Be sure to bookmark and explore our Friday Sales Growth Links archives as well.


Lori_Richardson_121x121Score More Sales Blog

The Push for More Women in Sales
Social sales influencer, speaker author and trainer Lori Richardson (@scoremoresales) has some important words for all women in sales.

KEY QUOTE: “…there are sales teams – some tech included – that have SOME women but MOST CROs and VPs and SVPs of sales say they’d like more women on their team.

I could be accused of jumping on the bandwagon supporting “Women In Sales,” but that’s okay as long as I can be counted as a supporter of seeing more women in sales. This isn’t the first time I’ve written about this topic, and it won’t be the last time. #LetsSeeMoreOfThis

[Reading Time of This Post: 2:00 minutes]


Debra_Carpenter_121x121Accelerate Blog

4 Signs You May Have Imposter Syndrome and Why it Matters if You’re in Sales
Freelance content manager and Huffington Post contributor Debra Carpenter  (@hello_itsdeb) wants to get inside your head for a moment. Don’t worry, it’s for a good cause. Carpenter has a way of talking about tricky subjects with incredible honesty and focus.

KEY QUOTE: Instead of feeling proud, confident, and successful, I felt like an imposter. Like I had somehow managed to fool the folks at HuffPost.”

Let Debra roam about your head a while. By the time you get to the end of the post, you’ll be better off for it. #YoureStrongerThanYouBelieve

[Reading Time: 4:30 minutes]


Debra_Carpenter_121x121Accelerate Blog

Is Work-Life Balance a Myth for Moms in Sales?
It’s Debra Carpenter again (@hello_itsdeb). In this post, Carpenter offers a very transparent and honest look into the idea of a work-life balance. She talked with sales leader Lynn Mandinec, and you shouldn’t miss it.

KEY QUOTE: “Lynn Mandinec spoke about her experience as a high-performing sales leader who became a mother at the age of 34, when her career was well underway. She thought she would be able to hack it. She quickly found out she was wrong.”

Additionally, don’t miss this post by Mandinec as well (on the work-life topic) #NotAnEasyTask

[Reading Time: 3:00 minutes]


LinkedIn_Sales_Solutions_124x124LinkedIn Sales Solutions

[Infographic] Top Trends of Women Sales Professionals
This infographic from LinkedIn Sales Solutions (@linkedinselling) wrote this helpful article toward the end of last year, but the data still holds true today. Learn which days of the week are best for converting sales in specific countries around the globe. It’s fascinating data.

KEY QUOTE: “While the sales industry has historically been male dominated, more and more women are joining their ranks. LinkedIn explored that spike as well as other trends involving women in sales. Our data also reveals the rising percentage of women in the overall workforce represented on LinkedIn, and which job functions they are more likely to fill. We also pulled sales tools and tips from top saleswomen.”

Don’t miss the tips at the end of the infographic from top women sales experts. #TrendingUp

[Reading Time: 2:30 minutes]

>>  Read past Friday Sales Growth Links posts <<

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Businesswoman_2_-_356_shadowWhy aren’t more women in inside sales?

To help you out, I found a great resource that will help you better understand some of the reasons why there aren’t more women [yet] in this section of our industry.

Heather R. Morgan (@HeatherReyhan) is the CEO of SalesFolk. She recently recorded a video interview with the President and Chief Strategist of The Bridge Group, Trish Bertuzzi (@bridgegroupinc).

The blog post, with the embedded video, is called, A Secret Every Great Salesperson Needs to Know.”

You’ll hear about that secret 13 minutes into the video.

For Background: Trish has been recognized as one of the “Top 25 Most Influential Inside Sales Professionals” by The American Association of Inside Sales Professionals (AA-ISP) for four years in a row.

Heather begins by letting us know what to expect in the interview video:

“Trish and I discuss important inside sales challenges, and what sales executives can do to proactively resolve them. Topics discussed range from product market fit issues to what most companies miss when trying to attract women to join their sales force.”

When it comes to watching videos online, especially regarding sales, I rarely see what Heather included. Here’s a simple rundown of the timeline and topics discussed at different moments of the video. That helped me determine the value of this resource right away:

  • 03:59  How to entice talented women to join your salesforce and avoid the turn-off mistakes so many companies are making
  • 05:41  If you’re relying on your technology to engage customers, here’s a major shift to your thinking that will increase sales
  • 06:40  The powerful sales benefit that resonates with prospects’ emotions much deeper than simply “faster and cheaper”
  • 13:10  The secret every great inside sales rep needs to know about successful sales conversations
  • 16:20  Best practices for quickly training highly successful sales teams
  • 25:37  Try this method instead of spamming your prospects with emails they won’t read
  • 32:59  Hoping to break into the European market?  don’t ignore these considerations or you will fail at expanding into new markets

The video is 41 minutes long, and now you know about some of the topics that are discussed. You can go directly to a topic if one especially interests you.

I strongly encourage you to view it, or at least listen to it while you do some of your prospecting research. Take notes of points that stand out to you…then, share it with a colleague.

QUESTIONS ::: Why do you think there aren’t more women in inside sales today?

Let’s talk about it…

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Women_In_Sales_1_-_358_shadow“A woman can never sell as well as a man. They’re not built for it.”

That’s the kind of thing I heard a lot of back in the 1980s & 90s. Here are a few other lines I recall hearing on a very regular basis from men at conferences, happy hours and in other conversations:

  • “They’re too emotional. They can’t handle the pressure of this job the way we can.”
  • “They’re too relational for their own good. It’s the product that sells itself.”
  • “Who even wants to buy products or services from a woman? A buyer won’t trust a woman selling our product.”

Cringe worthy words to read for most of us. There has been some improvement in our industry over the past decade or so but, unfortunately, sexism is still alive and well in the business of sales.

Even in my early days, I clearly knew many of the female sales professionls around me could help me improve in my skill set, and they did. I wasn’t afraid to seek out their thoughts on a variety of topics and I became better for it.

I believe quite a few other men with whom I worked felt the same, but the majority of them wouldn’t admit it.

We now know better that, for buyers, buying is emotional, buying is personal, so buying should be relational. Today, a lot of men are paying good money to receive training from female sales coaches/consultants who’ve known all along the importance of emotions and relationships when selling to a buyer.

With that said, I read a captivating blog post last week about a woman many of us have heard of who began her career in sales in the 90s and wildly succeeded in sales despite the prevailing [strong] prejudice against women in sales at that time, and even through this present day.

Freelance content manager, Huffington Post blogger [and an ENTP, for all of you personality test aficionados] Debra Carpenter(@hello_itsdeb for @hirevuesales) recently sat down with Elinor Stutz (@smoothsale) who shared her remarkable story of her days starting off in the sales industry a couple decades ago.

The post is called: “Elinor Stutz Opens Up About Life as a Woman in Sales.”

Whether you’re a woman or a man, this tale is worth reading because so many of the pillars of selling Stutz believed [and still believes] in are accepted best practices in sales today. Elinor was ahead of the game and she persevered through it all despite the persistent opposition from colleagues and management.

We can all learn more about the importance of trusting what you know to be true to persist in tough sales stretches.

Here are a few quotes from the post:

“It’s not about selling the first sale. The ultimate picture, which is much more rewarding, is repeat business, referrals, and testimonials. That’s what I call the ‘smooth sale.’ You don’t have to worry about it anymore. You deliver what you promised, and they’re so happy with the customer service, they keep calling you back and for more enhanced services.”

…and this one:

“Men burst out laughing, ‘How could a woman possibly know anything about sales?'”

…and this one:

“I’m very calm when you meet me, I’m not aggressive, I don’t boast about myself. It’s almost like the opposite of the image most people hold of a salesperson. I’m from the older generation, taught to be very polite and not boast, and ask people about themselves.”

Debra’s focus on the Accelerate Blog is to tell the stories of women sales professionals (read them all here). There’s been a void, and a need, for these stories to be told. They serve numerous important purposes, and I was really pleased to find her writing on this topic.

If you haven’t clicked over to Carpenter’s post, please do so now, then pass it along to the rest of your sales team with your thoughts on the story of Elinor Stutz, who now is a bonafide sales leader in the industry.

Kudos to Debra Carpenter for telling this story so effectively.

QUESTION: Who do you know, a woman, who’s persevered in the industry despite prejudicial treatment from colleagues and/or management? Tell us about her in 140 characters or less, and tag me: @SalesExecutiveX.

Let’s talk about it…

Read more »