Tell us a bit about yourself and what you're up to now
Seventeen years commercial Go-To-Market expertise in technology, legal, and events. Working with B2B SaaS or hybrid companies. I enjoy hypergrowth, developing critical thinking and deepening business awareness so will often be found reading, taking new revenue courses, and drinking wine.
What was your journey into a career in Tech Sales
I started as a solicitor. I worked on marketing, sales and ops to expand my knowledge. At the same time, I began European Lawyers Events, growing our base to 20,000+ hosting events in Europe. Then, I left law and ran a small sales team in a legal training company. These experiences made me a good candidate for a tech company: a legal network, commercial experiences and scaled business.
My first tech job: A Senior BDM in a legal/prop-tech start-up, InfoTrack.
Taking the job required taking risks. For example, I moved to London to an early-stage start-up with a different selling style, and I left a role created for me in an institutional training company. Those risks become more complex the less of a safety net you have.
What would you say are the best things about working in Tech Sales
It's likely to teach you a lot about who you think you are and who you can be. It pushed me out of my comfort zone, even more so as an introvert in a high-growth start-up.
Skill sets that are transferrable: How to have a conversation, relationship building, delivering and making presentations, and co-ordinating people. If you want to move into management, it's helpful to be involved with the marketing and RevOps teams to develop your market strategy and financial knowledge.
Earning potential can vary significantly. Tech sales is not the gold rush people tell you it is. Take care when assessing which company is the right fit for you.
What advice would you give to someone who is just about to start their career in sales
- Learn the methodologies and find your fit.
- Follow sales leaders, listen to podcasts, read their content, take webinars from leading GTM consultancies and communities, and read marketing and sales books.
- If you don't have a sales process, figure out your own. There are plenty of free templates and advise.
- Learn to analyse numbers to understand what makes you successful (especially if you don't have a RevOps or enablement team).
- Get a sales mentor.
- Network with sales people.
- Sit with your sales team to learn how they sell.
- Ask to shadow the most successful sales reps (you watch them, and they also watch you with feedback).
Why did you decide to join Tangent as a Mentor and why should others join as Mentors too
Tech has a lot of private school alumni or well connected people, which helps them in many ways. Access to a support network to understand how to navigate your career is beneficial.
I want to work on closing the gap because it is a distinct advantage.
Ready to make a difference?
Tangent connects you with aspiring Business Development Reps from socially diverse backgrounds for short-term mentoring and an employee referral.
Sign up to be a Tangent Mentor today 👇
