When those of us at The Harris Consulting Group first came up with the concept of writing about women in sales the first person we reached out to was Trish Bertuzzi of The Bridge Group. We wanted to get her opinion of what it might mean for a male owned organization to write on the topic of women in sales. Not only was she excited about the idea. She has also been very supportive offering both time, guidance, and advice along the way.
We’ve actually known Trish (and Matt) for several years now. If you are not familiar with Trish or The Bridge Group here is what you need to know:
- They are VERY passionate about inside sales.
- They provide some of the best data and research on inside sales and sales development for the industry.
- They are one of the most respected sales cosulting agencies in the country offering valuable insight with a respectful and no nonsense approach.
Thank you Trish for your words of wisdom, support and guidance and welcome to The XX Factor!
How many years have you been in sales?
Can you please describe the “aha” moment when you decided you wanted to be in sales?
Answer: I was working as a waitress at Ken’s Steak House in Framingham MA and every day I waited on the CEO, CFO and VP Sales of IDC. One day the CEO looked at me and said “You are rude, obnoxious, arrogant and hungry.. do you want a job in sales?” The rest is history.
What can you tell us about the single biggest sale you ever closed ($, sales cycle, company/ industry, etc.)
Answer: There have been a few memorable deals but they are memorable either because the people involved were tough or it was highly competitive. Big or small, I want to win every deal. Is that wrong to say out loud?
Which women in sales do you admire most?
Answer: I admire a lot of women in sales. Jill Konrath for the way she writes about the profession for one. I also love working with women in the VP Sales role: Bridget Gleason (also featured in The XX Factor) of Yesware and Amyra Rand of Kareo are two off the top of my head. I also admire Lori Richardson of Score More Sales for what she is doing with an organization called WomenSalesPros. Pretty amazing group of 35 women who own sales training and consulting companies. The collective reach of that group is significant and the women are real dynamos in their industries.
If you could go back and give your early career minded self advice about a career in sales, what would that be?
Answer: Maybe cut down on the rude and obnoxious but hang on to the arrogant and hungry? No seriously… I have a saying “Find a mentor and be a mentor”. I wish I had embraced that fact a bit earlier in my career. I get so much from my mentors now that I can only imagine where I could have gone with that kind of advice 20 years ago.
Answer: None. I think the game of selling has changed so much lately that we all need to get smarter about how we communicate with our buyers. I think women may be a tad better in nurturing relationships but I would say it is a pretty even playing field.
What advice would you give to men about working with women in sales?
Answer: Be inclusive. Think about who you are networking with and always be aware of whether/not there are women in the mix. Just give women a seat at the table beside you and watch what happens to the conversation. Lots to be learned from each other.
We hope you found this chapter of Women In Sales – The XX Factor as valuable as we did. Some awesome insight and guidance in our opinion. If you found this article interesting please leave a comment, give it a ‘thumbs up’, or share on social media.
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