I started my career in sales, where I learned how to listen to what people wanted and then find the match between what I had and what they were looking for. I think I was successful because I cared about finding a good solution for my customers. They never felt like they were being tricked into buying something from me. Because they never were. That's where I learned the importance of being earnest and honest.

 

Then I started working for large companies where I utilized my sales experience to work with distribution partners so they had what they needed to sell our products. And I started working with setting guardrails. A mutually beneficial relationship between a brand and a distributor often has a limited time window and therefore a built-in conflict. That's where I learned the importance of clear communication and goal alignment. And being able to take hard decisions.

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Because I spent a lot of time listening to customers and partners, I had plenty of feedback about how we could improve our portfolio. That eventually led to offers to work in product development. This appealed to me because I could have greater impact for the benefit of all the company's customers instead of "just" my customers. That's where I learned about making comprises that give everyone a win.

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Product launches are a huge part of product development. Part of the process is to figure out how to tell potential customers what makes this product/service different (and better) than the rest. And you need to create great sales training so the entire sales team knows the key selling points, how this product fits into the portfolio, what competition does and says, and how to show our product in the best possible light. Sometimes it's even about explaining a benefit a customer didn't know was possible to have; but once they hear about it, they don't want to live without it. That's where I learned about the power of words. 

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As I took on more responsibility over the years, it became clear to me that successful sales over time only works when all colleagues throughout the company are working towards the same goals. And understand how their work affects everyone else's. Even more importantly, that they know their efforts are noticed and recognized. Yes, this is the job of executive management. But they often depend on professionals to help them communicate. This is when I started working with communication teams, and learned about the power of engaged employees.

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Eventually I found my professional home, and it's within marketing and corporate communication.  Product messaging. Company messaging. Employee engagement. Branding. Inter-departmental communication. At the end of the day, a company doesn't function well without earnest communication about the value of their clearly communicated goals and decisions to the benefit of their employees, customers, stakeholders  and investors. And that's what I do.

 

While textbook models certainly come in handy, the value of working with me comes from my real life experience.